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Reference Number: SK-ADFOICMA
Location: Massachusetts, United States

Associate Director Field Operations

My client is a fast-growing pharmaceutical company located in the western suburbs of Boston, MA.  They are creating innovative therapies that help transform people’s lives, while playing an increasingly active role in the future of global health.  They strive to contribute to society through innovative application of science and medicine for the betterment of healthcare worldwide.

Their culture is collaborative, very positive, high energy, enthusiastic people. It’s a culture where you can be noticed, advance, and make a difference, to the company, and to the patients they serve.  They are looking, not just for someone who can do the job today, but for someone who can grow to become one of their organization's future leaders.  If you are curious, passionate, and determined to make a difference, this could be the organization for you!

I am currently seeking an Associate Director of Field Operations.  This position will be focused largely on Incentive Compensation and Field Reporting.  This is an individual contributor role.


  • 5-7 years pharmaceutical sales operations (IC, sales analytics, sales reporting) experience
  • Dashboard experience
  • SQL experience is a plus
  • Ability and desire to roll up your sleeves and get your hands dirty
  • Must be willing to be office based in the Boston area
  • Must be authorized to work for any employer without sponsorship 


TITLE:  Associate Director Field Operations

LOCATION:   Western Boston, MA Suburb

REPORTS TO:   Sr. Director Field Operations


RELO: Yes 

In this role, the Associate Director Field Operations (Incentive Compensation & Reporting) is accountable for both the strategic and tactical execution of incentive compensation design, as well as metrics and reporting for all field-based personnel. This role will lead the following processes:  

  • IC Operations
    • IC Scorecard Development and QC
    • IC Exceptions Adjudication and Governance
    • Core ICP and Contest Design and Reporting
  • Field Reporting
    • Assist in development of Field Reporting design and development including change requests

This role will liaise routinely with Executive/Senior sales leadership, Forecasting, Managed Markets, Human Resources, Finance, Commercial Data Management and IT. 


  • Acts as change agent to ensure Alignment and IC operations are efficient and accurate. Will work closely with the Commercial Data Management team to ensure proper quality checks are established in relation to all sales data feeds; develop and manage communications to field at both executive and representative level; develop in collaboration with HOS strategically align contests and ICP recommendations
  • Strong vendor management and analytical skills are required as role will interface directly with key third-party IC vendor on ICP deliverables
  • Maintain proper governance around IC plan documentation including approvals and version control processes. Creates and delivers periodic training and sales force communications to foster a greater understanding of the IC plans. Provide ad hoc analyses as necessary to support senior management and internal stakeholders
  • Manage the application and communication of all company policies and procedures 



  • Bachelor’s Degree (Required); Master’s Degree Preferred
  • 5-7 years of direct experience in incentive compensation, sales force analytics, sales, and/or consulting, preferably in the pharmaceutical/biotechnology/medical device industries
  • 2+ years’ experience using query tools against a database to analyze data quality and content
  • Extensive knowledge of sales incentive theory and practical application in pharmaceutical industry
  • An understanding of a variety of modeling and/or diagramming techniques, with the ability to create process flow diagrams and the ability to read data flow and entity relationship models
  • Advanced Proficiency in MS Office (Word, Excel, Access, PowerPoint and MS Project)
  • Strong analytical, problem solving, and communication skills including ability to communicate effectively across all levels of the organization
  • Requires periodic travel (<15%)
  • Confidential Data: All information (written, verbal, electronic, etc.) that an employee encounters is considered confidential
  • Compliance: Achieve and maintain Compliance with all applicable regulatory, legal and operational rules and procedures, by ensuring that all plans and activities for and on behalf of Sunovion are carried out with the "best" industry practices and the highest ethical standards
  • Mental/Physical Requirements: Fast paced environment handling multiple demands. Must be able to exercise appropriate judgment as necessary. Requires a high level of initiative and independence. Excellent written and oral communication skills required. Requires ability to use a computer for extended periods of time