Title:  Director, Commercial Operations

Date:  Jun 23, 2022
Location:  Sun - Princeton - Corporate Office
Company:  Sun Pharmaceutical Industries, Inc (USA)


Job Summary:

Reporting to the Head of Commercial Operations, the Director of Sales Operations & Analytics leads a team of direct reports (Sun employees both on and offshore) focused on the strategic imperatives and tactical execution of Sales Force Effectiveness, Incentive Compensation, Insightful Reporting and Sales Analytics. This position is located in Princeton, New Jersey.  The work environment is hybrid (3 days in office; 2 days remote)

Essential Job Functions:

  1. Sales Analytics and Incentive Compensation

•           Lead the sales Incentive Compensation (IC) practice, including plan design, documentation, and administration & reporting

•           Ensure the highest quality of IC calculations and timely plan rollouts and payouts

•           Support IC Committee meetings

•           Analytical support of (IC) issues

•           Use of statistical software to create support IC processes

•           Develop and maintain standardized business analysis and reporting templates to be used in support of Quarterly Business Reviews

•           Act as lead on all requested business analyses; monthly, daily, and ad-hoc requests

•           Serve as project lead on various assigned special projects

•           Support sales reporting platform to ensure the highest quality of data insights are provided to customer facing teams

•           Assist with data ecosystem and associated commercial data requirements



  1. Sales Force Effectiveness

•           Lead the Salesforce Effectiveness Practice; provide subject matter expertise in segmentation and targeting. Guide sales force size and structure recommendations. Oversee call planning

•           Supports Head of Commercial Operations; works cross-functionally with Sales, Sales Training, Analytics, Marketing and Compliance.

•           With the support of the team, creates and manages a streamlined operations plan to integrate and leverage our sales and marketing operation systems while minimizing costs to the organization.

•           Facilitates/drives internal discussions with IT partners to build or streamline systems as necessary.

•           Develops processes for field inquiries

•           Coordinates new hires, termination and transfer of field employees with vendors

•           Responsible for sales teams roster management, on-boarding and termination process

•           Other Ad hoc requests related to supporting sales force effectiveness efforts



Desired Qualifications

  • 5+ years of progressive experience managing Sales Operations and Commercial Operations functions in a branded pharmaceutical company.  Equivalent vendor experience will be considered
  • Experience working with third party data such as IQVIA, Symphony Health, APLD, Claims data
  • 2 years of people management experience
  • BA degree required, advanced degree a plus
  • Experience in Specialty markets a plus
  • Dermatology, Ophthalmology, or Oncology experience a plus
  • Additional experience in Consulting, Managed Care, Marketing, or Sales is a plus.
  • Exceptional oral and written communication skills, and be well versed in Microsoft Office applications
  • Ability to interface with Executive Leadership with confidence and subject matter expertise




Nearest Major Market: New Jersey