Senior Director, Commercial Analytics & Operations

Scope of the Role

The Senior Director, Commercial Analytics & Operations, serves as a strategic commercial leader responsible for defining and executing the field force effectiveness strategy for a rare disease portfolio. This role oversees customer targeting and segmentation, sales force sizing and deployment, territory alignment, incentive compensation, commercial performance analytics, and launch readiness initiatives. The Senior Director partners closely with Commercial Leadership, Marketing, Market Access, Finance, Human Resources, Medical Affairs, Data & Analytics Providers, and Executive Management to optimize resource allocation, maximize field force productivity, and accelerate business performance.

Key Responsibilities

• Commercial Operations Strategy

• Serve as a key member of the Analytics and Operations Team, influencing strategic decisions related to deployment, investment prioritization, customer engagement, and growth
• Translate corporate, brand, and launch objectives into scalable commercial operations programs
• Lead and maintain a high-performing team focused on operational excellence, analytics, and continuous improvement
• Establish operational frameworks and cadence that ensure transparency, accountability, and alignment across commercial functions

• Sales Force Targeting, Segmentation & Customer Strategy

• Own enterprise-wide customer segmentation and targeting strategies across healthcare providers, institutional accounts, and payer networks
• Lead development of data-driven methodologies to prioritize customers based on market opportunity, patient flow dynamics, prescribing behavior, and treatment adoption potential
• Establish targeting governance, refresh processes, and performance measurement frameworks
• Partner with Sales, Marketing, and Market Access leadership to optimize customer engagement models and call planning strategies
• Ensure segmentation and targeting approaches evolve with market conditions and launch-stage requirements

• Sales Force Sizing, Structure & Alignment

• Lead all sales force design activities including sizing, deployment, territory alignment, organizational structure, and resource allocation
• Develop strategic recommendations regarding field force expansion, realignment, role specialization, and deployment models
• Oversee territory design and optimization initiatives balancing opportunity, workload, access, travel burden, and organizational efficiency
• Drive alignment decisions that improve customer coverage and ensure equitable territory potential
• Lead field deployment strategies for new product launches

• Incentive Compensation & Performance Management

• Maintain the company's incentive compensation approach, governance model, and performance measurement framework
• Lead design and optimization of incentive compensation plans that drive strategic objectives while maintaining simplicity, fairness, and compliance
• Oversee goal setting and allocation, territory indexing, and performance measurement methodologies
• Review compensation effectiveness and make recommendations for plan enhancements based on business outcomes and competitive benchmarking
• Ensure accurate administration, governance, and audit readiness of all incentive compensation programs

• Commercial Analytics & Business Insights

• Lead commercial analytics capabilities that deliver actionable business insights across sales, market access, targeting, deployment, and incentive compensation
• Facilitate development of dashboards, performance reporting, forecasting tools, and executive business reviews
• Lead strategic analyses that support business planning, launch readiness, organizational investments, and resource allocation decisions
• Provide executive-level insights regarding market dynamics, customer engagement effectiveness, field productivity, and commercial performance trends
• Champion data-driven decision-making throughout the commercial organization

• Launch Excellence & Rare Disease Commercialization

• Execute launch readiness plans encompassing field force deployment, targeting, incentive compensation, analytics, reporting, and operational infrastructure
• Develop scalable operating models and standard reporting supporting launch, and growth-stage commercialization
• Identify operational risks and mitigation strategies that support launch success and sustainable growth

• Cross-Functional Leadership

• Serve as a primary commercial operations partner to: Commercial Leadership, Sales Leadership, Marketing, Market Access, Finance, Human Resources, Medical Affairs, Compliance, Executive Leadership Team
• Influence organizational strategy through data-driven recommendations and executive-level communication
• Lead complex, cross-functional initiatives spanning multiple business functions and external partners
• Manage strategic vendor relationships supporting analytics, incentive compensation, CRM, data acquisition, and commercial operations

About the Role

The Senior Director, Commercial Analytics & Operations, is a hybrid position with office hours in Morristown, NJ. This is a critical role in ensuring that commercial investments are aligned with corporate strategy and that field teams are equipped with the insights, tools, and incentives necessary to achieve organizational objectives in highly specialized rare disease markets.