Director, Sales Operations - Tissue Technologies

About the role

The Director of Incentive Compensation is a senior Commercial Operations leader responsible for overseeing incentive compensation and sales channel planning across direct, dealer, and distribution sales models. This role leads a team of managers and analysts and owns end-to-end strategy and execution for incentive plans, territory design, distributor and dealer contract management, and associated workflows.

Responsibilities

• Lead the global Incentive Compensation and Sales Channel Planning function within Commercial Operations, managing teams of managers and analysts that support all divisions and regions.
• Define and oversee incentive compensation strategy for Direct, Dealer, and Distribution sales models, ensuring alignment with business objectives and sales behaviors.
• Own territory and quota planning, including territory design, account alignment, and ongoing maintenance.
• Direct distributor and dealer contract management, governance, and compliance in partnership with Legal and Finance.
• Lead teams responsible for rebate and chargeback administration, including program setup, validation, processing, dispute resolution, and payment accuracy.
• Establish and manage end-to-end operational workflows supporting incentive pay, contracts, rebates, and chargebacks.
• Partner cross-functionally with Sales Leadership, Finance, Legal, IT, and HR to ensure accuracy, efficiency, and scalability of programs.
• Drive analytics, reporting, and performance insights to evaluate program effectiveness and inform decision-making.
• Enhance processes, controls, and enabling technologies to improve automation, transparency, and compliance.
• Develop and mentor global teams, fostering strong talent pipelines and consistent operating standards across geographies.

Requirements

• Bachelor’s degree in Business, Finance, or related field; MBA or advanced degree preferred.
• 12+ years of progressive experience in commercial sales operations and incentive compensation planning.
• Proven leadership experience in commercial sales operations within a global medical device or healthcare company.
• Strong commercial mindset with a high degree of compliance and operational rigor.
• Exceptional communication, collaboration, and stakeholder management skills.

Qualifications

• Strategic leadership in incentive compensation and sales channel operations.
• Global people leadership, including managing and developing managers and analytical teams.
• Deep expertise in incentive compensation design, administration, and governance.
• Strong understanding of Direct, Dealer, and Distribution sales models and channel economics.
• Territory and quota planning expertise, including account and hierarchy management.
• Experience with distributor and dealer contracting, compliance, and lifecycle management.
• Proficiency in rebate and chargeback program management, processing, and controls.
• Advanced analytical and problem-solving skills to drive insights and continuous improvement.
• Strong cross-functional collaboration and stakeholder influence at senior leadership levels.
• Operational excellence, including workflow design, process optimization, and automation.
• Systems and data fluency across incentive compensation, CRM, ERP, and reporting platforms.
• High attention to detail, financial accuracy, and regulatory compliance.

Skills

• Strategic leadership in incentive compensation and sales channel operations.
• Global people leadership, including managing and developing managers and analytical teams.
• Deep expertise in incentive compensation design, administration, and governance.
• Strong understanding of Direct, Dealer, and Distribution sales models and channel economics.
• Territory and quota planning expertise, including account and hierarchy management.
• Experience with distributor and dealer contracting, compliance, and lifecycle management.
• Proficiency in rebate and chargeback program management, processing, and controls.
• Advanced analytical and problem-solving skills to drive insights and continuous improvement.
• Strong cross-functional collaboration and stakeholder influence at senior leadership levels.
• Operational excellence, including workflow design, process optimization, and automation.
• Systems and data fluency across incentive compensation, CRM, ERP, and reporting platforms.
• High attention to detail, financial accuracy, and regulatory compliance.

Benefits

Subject to the terms of their respective plans, employees and/or eligible dependents are eligible to participate in the following Company sponsored employee benefit programs: medical, dental, vision, life insurance, short- and long-term disability, business accident insurance, and group legal insurance, and savings plan (401(k)).

Pay

Salary Pay Range: $166,750.00 - $228,850.00 USD

Schedule

N/A