Associate Director Primary Care Sales Operations
Arcutis BiotherapeuticsThe Associate Director, Primary Care Sales Operations is responsible for leading the design, implementation, and management of operational functions specifically supporting the US Primary Care field organization. Reporting to the Senior Director, Sales Operations, this role serves as a dedicated strategic partner to Primary Care sales leadership. You will drive field effectiveness through precise targeting, territory optimization, and high-impact incentive compensation design. By translating complex data into actionable insights, you will ensure the Primary Care team is positioned to achieve revenue goals and maintain operational excellence. This role is a critical catalyst for our Primary Care organization. It is a new role at the organization due to a sales expansion into primary care. As the first person in this position, we are looking for a leader who balances technical expertise with the strategic vision to establish a new foothold for Arcutis in the Primary Care space.
High degree of business acumen and executive presence.
Roles & Responsibilities
Strategic Partnership: Act as the primary operational advisor to Primary Care Sales Leadership, aligning field tactics with broader commercial strategies and brand objectives.
- Targeting & Segmentation: Lead the development and execution of healthcare provider (HCP) targeting, segmentation, and call-planning models to maximize field force impact.
- Territory & Quota Management: Oversee territory alignment and design; manage the quota-setting process to ensure fair, challenging, and attainable goals across the Primary Care footprint.
- Incentive Compensation (IC): Partner with leadership and the IC team to design, model, and administer incentive plans and contests that drive high performance and reward the right behaviors across all sales forces.
- Performance Reporting: Develop and maintain sales dashboards and KPIs that provide real-time visibility into field performance, identifying trends and areas for intervention.
- CRM & Systems Optimization Partnership: Drive the adoption and optimization of CRM tools (e.g., Veeva/Salesforce) to ensure seamless execution of field activities and data capture in partnership with the broader operations team.
- Cross-Functional Collaboration: Partner with Marketing, Finance, and Training to support annual operating plans, product launches, and field force onboarding.
- Special Projects: Partner with our Strategic Growth & Innovation team on programs and pilots related to the sales force.
- Compliance: Ensure all sales operations activities and data handling practices adhere to corporate, legal, and regulatory standards.
- Individual contributor that manages the activities of contractors including external vendors, including analysts, project managers, and third-party consultants dedicated to the Primary Care business unit.
Education & Experience:
Degree: Bachelor’s degree in Business, Finance, Operations, or a related discipline;
Experience: 5+ years of related experience in Sales Operations or Commercial Operations within the pharmaceutical or life sciences industry.
Specific Expertise: A proven track record in managing sales operations activities, ideally primary care-specific operational challenges,
Competencies & Skills
Analytical Rigor: Strong ability to translate large performance datasets into actionable insights and strategic recommendations.
IC & Forecasting: Deep expertise in incentive compensation design, performance modeling, and sales forecasting.
Technical Proficiency: Advanced skills and at least working knowledge of Excel, CRM systems (Veeva/Salesforce), and BI platforms (Tableau/Power BI).
Agility: Ability to thrive in a fast-paced, high-growth environment, managing multiple priorities with minimal supervision. This is a “buildout and expand role” which will require comfort with ambiguity and changing priorities
Communication: Exceptional verbal and written communication skills, with the executive presence to influence senior sales leadership.
Leadership: Demonstrated success in project management and the ability to lead and develop high-performing teams.
Why Join Us?
Arcutis is a pioneering medical dermatology company dedicated to revolutionizing the treatment of serious skin diseases and our pipeline is one of the more robust and exiting in the industry. Our vision is to revitalize the standard of care for dermatological diseases and conditions through novel therapies that simplify disease management for physicians and patients. We are focused on filling the innovation gap in medical dermatology drug development by applying our deep clinical, product development and commercial expertise in dermatology to develop best-in-class therapies against biologically validated targets. Arcutis is uniquely positioned to become the preeminent innovation-driven medical dermatology company, and we are looking for top talent to join our team. We are nimble, collaborative, and passionate about achieving our mission!
This job description has been designed to indicate the general nature and level of work performed by employees in this position. It is not designed to contain or be interpreted as a comprehensive inventory of all duties, responsibilities and qualifications required of employees assigned to the job.
Arcutis is an Equal Opportunity Employer and does not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class.