Director, Sales Operations

Job Summary
The Director of Sales Operations is responsible for delivering comprehensive operational support to the Field Sales organization and key CRM stakeholders. This role leads the strategic development and execution of core commercial platforms and processes, including CRM, call planning, metric design and monitoring, HCP/HCO data management, vehicle reimbursement, and overall field force effectiveness. The Director partners closely with Sales Training to create and deliver technology training that strengthens system proficiency and enhances tactical execution across all sales teams. In addition, this role collaborates with Analytics and Targeting & Alignment to prioritize and deliver timely projects, actionable insights, and essential reporting. The Director also works cross-functionally with Marketing, Medical, and SD&A to support broader CRM needs and ensure cohesive commercial execution.

Responsibilities

1.    Veeva Platform & CRM Operations
o    Oversight of Veeva CRM, Align, Network, Link for Key People
o    CRM data inputs & data flow management
o    HCP/HCO data stewardship (OpenData, Network)
o    Territory alignments, targeting & field reporting
o    CRM support for Sales, Marketing, Medical, SD&A
o    Ownership of field technology training related to Veeva CRM & speaker programs
 

2.    Field Force Effectiveness & Execution
o    Call planning and multi-channel engagement optimization
o    Territory/area performance trend analysis
o    Identification of field efficiency opportunities
o    Sales force sizing, structural assessments & expansion planning
o    Ensuring effective tactical execution across sales teams

3.    Cross-Functional Collaboration
o    Partnering with Sales Leadership, Marketing, Analytics, Training
o    Supporting new business development initiatives
o    Coordinating with external vendors and cross-functional teams
o    Delivering timely insights, reporting, and operational alignment

4.    Technology Training & Change Management
o    Develop/deliver technology training materials
o    Support system proficiency and adoption
o    Train teams on Veeva CRM, field tools, and speaker program processes
o    Bridge field reporting education gaps within sales teams

5.    Data Management, Reporting & Insights
o    Managing sales reporting & incentive compensation inquiries
o    Producing actionable metrics and operational insights
o    Ensuring high-quality account, affiliation, and sales data
o    Supporting targeting, segmentation, and analytics-driven decisions

6.    Vehicle Reimbursement Program Management
o    Execute & manage day-to-day vehicle reimbursement operations
o    Ensure compliance, accuracy, and timely issue resolution

7.    Strategic Planning & Future-State Capabilities
o    Support future-state commercial model design
o    Develop capabilities in advance of new product or team expansions
o    Align operational infrastructure with long-term commercial strategy

Requirements
•    BA or BS degree required.
•    5-8 years Sales Operations experience in the Pharma/Biotech industry.
•    Detailed understanding of sales operations processes, sales data tracking, sales force automation, sales reporting, promotion response concepts and sales force alignments.
•    Experience in managing and developing direct reports preferred. 
•    Proficient in all aspects of analyzing healthcare sales data and field force activities.
•    Proficient in Veeva suite of commercial platforms, including Veeva CRM, OpenData/Network, and Align.
•    Excellent verbal, written, presentation and stakeholder management skills to effectively influence and manage expectations with sales leadership and cross-functional teams. 
•    Strong project management skills required.
•    Advanced proficiency in Microsoft Excel (PivotTables, VLOOKUP, etc.), PowerPoint, Outlook, and Teams required