Director/Senior Dir., Sales Operations

Location: Chadds Ford
Posted on: June 23, 2025

Job Description:

Incyte is a biopharmaceutical company focused on the discovery, development, and commercialization of novel medicines to meet serious unmet medical needs in oncology and inflammation and autoimmunity. Incyte is committed to the rigorous pursuit of research and development excellence to improve the lives of patients, make a difference in health care, and build sustainable value. The Company strives to discover and develop first-in-class and best-in-class medicines-advancing a diverse portfolio of large and small molecules. Job Summary (Primary function) The Director / Senior Director, Sales Operations (hiring level commensurate with skills and experience) is a senior leader within the US Commercial Operations team, reporting to the VP Commercial Operations. This position is responsible for supporting all Incyte Field Sales teams across the current and future ONCOLOGY portfolio. This position oversees the strategic development and execution of the incentive compensation plans, sales targeting development, call plan development/upkeep, field alignments, sales execution and performance reporting, metric identification, and field team effectiveness. In addition, the Director/Sr Director, Sales Operations is responsible for fleet management for all US Field-based roles (both DERM and ONC field sales, as well as vehicles for other field-based roles in Market Access, Medical Affairs, and Reimbursement). This position will also develop appropriate educational content in collaboration with Product Strategy and Sales Training to address any ongoing analytical education and tactical execution opportunities. Essential Functions of the Job (Key responsibilities) Manage the Sales Operations team across all applicable therapeutics areas. Lead, manage, and develop direct reports in the execution of the core sales operations functions with a focus on collaboration across the Strategic Customer Engagement & AA team and US Business Unit. Assist in building roadmap and execution of team expansion, future state capabilities in advance of new therapeutic areas, and/or business development opportunities. Work closely with executive sales leaders to determine opportunities for increased field efficiencies, analytical education gaps, and coordinate with product strategy for implementation of new field tactics Ongoing coordination with Multichannel Strategy team to support the multi-channel experience for field sales execution. Identify and build out appropriate educational materials to support ongoing representative and regional manager’s development in the areas of business planning, sales analysis, and execution. Continually evaluate team structure to optimize resources and provide increased/consistent customer support. Lead any sales force sizing and structure projects for ongoing efficiency or new opportunity. Develop call plan and promotion response models if and when applicable for the field sales teams. Manage and direct sales data inquiry request/resolution for sales incentive compensation data, sales reporting, and CRM reporting. Manage alignment process of territories/regions to maximize effectiveness of the sales force, compliance measures for promotional activity, and IC plan equity. Support the creation, management of all IC operation activities including goal allocation, goal adjustments, validation of IC process and payout process, monthly reporting and analysis on impact and issues affecting field incentive plan. Responsible for the consulting, development, and management of the rewards and recognition programs, including Mighty Oak and field contests. Analyze sub-national performance trends & sales force effectiveness to identify opportunities and inefficiencies. Manage quality assurance in the tracking & implementation of field force targets and affiliations within the CRM system. Partner with sales management to define and produce or enhance reporting to measure sales force productivity and ensure effective implementation of established strategies and tactics. Work directly with cross-functional teams and vendors to coordinate & manage the deployment of all sales force reporting: data availability and Q/A process of sales reporting. Responsible for all field training in regards to field sales tools, i.e. dashboards, Incyte Mosaic, ad hoc reports. Co-responsible for development and alignment of field CRM platforms and master data managements capabilities (MDM) directly used by all field personnel. Will need to have comprehensive knowledge of current CRM, reporting, and master data management (MDM) capabilities. Collaborate across the Strategic Customer Engagement & Advanced Analytics and Market Insights teams to develop key performance metrics and dashboards that help the sales organization focus on performance drivers. Oversee and provide solutions and reporting for field sampling programs. Work with compliance to ensure PDMA compliant sampling practices and federal reporting requirements are fulfilled. Manage Incyte Field Fleet program across North America. Manage program in accordance with Incyte policies and focused on fiscal and environmental responsibilities. Develop communication materials to support field sales management on business reviews and sales force tools. Collaborate with the Business Information Services (BIS) team to define business requirements and solutions for all tools and deliverables that support the field sales force. Role also has direct responsibility for supporting the review and approval of Field-based requests for Exhibits and Displays across the country. Designs and manages Expense Report audit functions – assessing accuracy of Field Sales Expense Report submissions and issuing recommendations for remediation actions based on findings. Qualifications (Minimal acceptable level of education, work experience, and competency) BA or BS degree required, degrees in mathematical background preferred. 8-10 years leading diverse Sales Operations functional areas in the Pharma/BioTech industry. Detailed understanding of sales processes, sales data tracking, sales force automation, incentive compensation design and operations, promotional response concepts, and sales force alignments. Extensive experience in the design, adaptation, and communication of multiple incentive compensation plans including the enrollment of senior organizational and field-sales leaders. Experience in managing and developing direct reports. Proven experience in motivating high performance teams and versed in techniques for effective coaching, communication, and working styles. Proficient in all aspects of analyzing healthcare sales data and field force activities. Proficient in customer relationship management systems, i.e. Sales Force.com. Excellent verbal, written and stakeholder management skills to effectively influence and manage expectations with sales management and cross-functional teams. Strong project management and extensive data processing and analytics technical skills. Disclaimer: The above statements are intended to describe the general nature and level of work performed by employees assigned to this job. They are not intended to be an exhaustive list of all duties, responsibilities, and qualifications. Management reserves the right to change or modify such duties as required. Incyte Corporation is committed to creating a diverse environment and is proud to be an equal opportunity employer. The Incyte hiring organization processes your personal data to manage your job application in order to enter into an employment relationship with you if you are the successful candidate. During the process, you may be asked to respond to questions that will screen out your application if you do not meet certain objective criteria required by the job. You may have the right to access, delete, restrict, edit, move, or object to the use of your personal data. You may also have a right to report concerns to the authority responsible for data privacy in the country where the position is based or where you live or work. By accessing this link you can learn about the types of personal data we collect, how we use it, whether collection and processing is optional, sources of the personal data we process, how it is shared, where it is stored or transferred to, how long we keep it, and contact information for Incyte, Incyte’s data protection officer, and your supervisory authority (if applicable).

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