Senior Director

Position Title: Senior Director, Sales Operations & Analytics

Department: Commercial - Operations & Analytics

Reports To (title):  Vice President, Commercial Operations & Analytics

Location: King of Prussia, PA 

Date: Summer, 2025

Summary of Position:

The incumbent is responsible for Sales Analytics and Sales Operations functions, ensuring effective development and implementation of programs in support of achieving commercial strategic and operational objectives. This role is responsible for setting direction and driving alignment on operational calendars and performance execution milestones, with a focus on enhancing executional excellence and enterprise-wide collaboration. Serves as primary contact for the sales team and focal point for enabling sales force effectiveness. Utilizes business and therapeutic knowledge, reporting, and analytics to enable data-driven decision-making with key stakeholders. The role is based in King of Prussia, PA (headquarters) and works a hybrid work schedule.    

 Position Responsibilities:

 Sales Operations

• Strategic Ownership of Operational Calendar: Lead the design, execution, and evolution of the enterprise Sales Operations Processing Calendar, ensuring cross-functional alignment and integration of all key milestones (goal setting, alignments, targeting, and incentive compensation (IC) planning, field communications).
• Partner with Sales and Marketing leadership to ensure alignment with strategic goals across each area of responsibility.
• Field Sales Incentive Compensation: Design, implement and execute motivating IC plans, including base quarterly plans, contests, kickers and other plans that align with the company’s mission and goals as well as the overall brand strategies. Manage and steer IC vendor relationship. Lead internal IC steering committee, developing agenda items, facilitating critical discussion for key decisions, and providing interim updates.  Responsible for gaining alignment with IC sign-off team on any material changes to plans.  Partner closely with Human Resources and Finance to ensure eligibility guidelines are met and payout direction provided. 
• Partner with Vice President, Commercial Operations & Analytics to incorporate operational forecast insights into sales goals and tracking. Set goals and objectives for sales force based on forecast.
• Support Finance in management of fleet vehicle program (in partnership with the fleet vendor).
• Salesforce Support: Provide ongoing support to the field sales team on sales operations-related inquiries and issues. Act as the key contact point for sales colleagues on sales crediting and data-related questions. Establish procedures to optimize efficiency for triage of field-force generated inquiries and issues. In tandem with direction from Sales Training, support sales operations-related onboarding activities for field sales and other field commercial new hires.

Sales Analytics

• Leverage tools and resources to enable effective selling processes, measuring sales force productivity and ensuring effective implementation of established strategies and tactics. Partner with IT to ensure CRM reflects optimal user experience.
• Partner with Commercial Analytics partners to provide key inputs into sales reporting and training.
• Engage with Sales and Marketing to share insights.
• Lead team efforts on Territory Alignment and Salesforce Structure: Manage and execute delivery of field force targeting and alignments by incorporating robust customer data and local field force knowledge. Work with sales leadership to provide recommendations on territory alignments and adjustments. Partner with Commercial Analytics to manage territory alignment process and changes.

Candidate Requirements:

• Emulates Paratek’s Core Values: Resourceful, Collaborative, Passionate, Purposeful
• Bachelor’s degree required, with Business, Finance, or related area desirable. Graduate/advanced degree a strong plus.
• 10-12 years of experience in the pharmaceutical/life sciences industry. Specialty pharmaceutical experience is desirable.
• 8+ years of sales operations experience, including 5 years of experience in managing sales operations/related areas. 
• Additional experience in sales/sales leadership and/or other commercial/relevant business functions (including marketing, sales training, market access, and/or finance) is desirable.
• Demonstrates proactivity in not only accomplishing routine tasks, but seeing opportunities.
• Strong analytical and problem-solving skills required, with background in evaluating qualitative and quantitative data, and synthesizing understanding of data into decision criteria. Exhibits initiative and enthusiasm for asking and answering questions in large and complex datasets.
• Proven teamwork and collaborative capability with a demonstrated track record in leading cross-functional teams comprised of all levels of management. 
• Demonstrated responsiveness to internal customer needs and inquiries, particularly in interacting with field sales colleagues. 

• Exemplify adaptability with small company lean-resourced mindset and roll-up-sleeves orientation.

• Working knowledge and application of analytical toolkit required, including proficiency with Excel, PowerPoint, and other relevant data integration tools. Proficiency with Tableau and related applications desirable. 
• Demonstrated proficiency with CRM tools required and Veeva knowledge strongly preferred.

Additional Information:

• Technology needs: CRM tools, Veeva, Tableau, Microsoft Office (strong Excel skills)
• Travel requirements (%): 10-15 %, as needed