Director – Sales Planning & Analytics

Job Description:

Job Purpose

The Director, Sales Planning & Analytics, is a critical role within the Commercial Operations team, responsible for the delivery and maintenance of the critical sales analytics, data, incentive compensation (IC), and operational support for the Xeris organization. This position measures sales force performance and provides analytical insights in collaboration with key business partners to achieve commercial objectives and to support data-driven business and sales strategies.

Essential Job Functions

Sales Force Alignment and Territory Design

• Lead the design, modeling, implementation, and ongoing optimization of sales territories, geographic alignments, account assignments, and field force structures.
• Evaluate territory workload, opportunity, geographic efficiency, customer coverage, travel requirements, and business potential to create balanced and actionable territories.
• Develop recommendations regarding sales force sizing, structure, deployment, and resource allocation based on market opportunity and evolving commercial strategy.
• Manage periodic and ad hoc alignment changes resulting from vacancies, organizational changes, product launches, market shifts, and changes in customer opportunity.
• Establish governance and business rules for territory assignments, roster management, vacancy management, overlays, and alignment exceptions.
• Partner with Sales Leadership and HR to ensure alignment changes are operationally executable and clearly communicated.
• Manage alignment processes and associated platforms such as Veeva Align or comparable territory-management solutions.

Field Execution – Targeting and Call Planning

• Design and manage call planning methodologies, including customer-level call frequency, reach, prioritization, and workload expectations.
• Translate targeting strategies into actionable territory-level call plans for field teams.
• Establish appropriate call-plan standards by customer segment, account type, product opportunity, and field role.
• Monitor reach, frequency, call-plan attainment, customer coverage, and execution quality.
• Identify gaps between planned and actual field activity and partner with Sales Leadership to improve execution.
• Continuously refine call plans based on customer responsiveness, market conditions, field capacity, and brand priorities.
• Ensure call plans are appropriately integrated with CRM platforms and field workflows.

Incentive Compensation

·       Lead the design, implementation, governance, and administration of sales incentive compensation programs.

·       Partner with Sales Leadership, Finance, HR, Legal/Compliance, and Commercial Operations to ensure incentive plans support strategic objectives and encourage appropriate field behaviors.

·       Develop recommendations regarding performance measures, weighting, goals/quotas, payout curves, thresholds, accelerators, caps, contests, and recognition programs.

·       Lead quota and goal-setting methodologies that appropriately account for territory opportunity, historical performance, market dynamics, and business objectives.

·       Manage IC calculations, validation, payout reporting, exception management, and field inquiries.

·       Establish processes for IC plan documentation, communication, governance, approvals, and audit controls.

·       Conduct ongoing analysis of plan effectiveness, payout distribution, performance differentiation, and cost.

·       Recommend plan modifications based on business performance and evolving commercial priorities.

Sales Reporting and Analytics

·       Develop and maintain comprehensive sales reporting and analytics that provides leadership and field teams with timely, accurate, and actionable information.

·       Establish standardized KPIs and performance metrics across sales results, activity, call-plan execution, territory performance, and incentive compensation.

·       Develop executive dashboards, field scorecards, territory reports, and ad hoc analytics to analyze performance.

·       Partner with leadership to support monthly, quarterly, and annual business reviews.

·       Automate recurring reporting where appropriate and reduce reliance on manual reporting processes.

·       Ensure consistent metric definitions and establish a trusted source of performance information across the Commercial organization.

Governance and Operational Excellence

·       Establish documented business rules, SOPs, calendars, quality controls, and governance processes for key Sales Planning & Analytics activities.

·       Ensure sales planning, reporting, targeting, and incentive compensation processes operate in accordance with applicable company policies and industry requirements.

·       Partner appropriately with Legal, Compliance, HR, Finance, and Privacy stakeholders.

·       Establish appropriate review and approval processes for sensitive customer, sales performance, and compensation information.

·       Develop scalable processes capable of supporting product launches, new indications, sales force expansions, and organizational changes.

Other

·       Manage the professional development of direct reports through deployment of a proactive talent management strategy, active coaching and mentoring.

·       Manages the HCO Credentialing vendor relationship

·       Manages the ongoing sales operations cycle.

·       Manages strategic relationships with external data providers including IQVIA, MMIT, etc. to identify and resolve data issues and conduct data investigations as necessary.

·       Supports ad hoc projects (reporting, analyses, etc.) and other tasks as needed.

Skills and Qualifications

 ·       Bachelor’s Degree in Business, Marketing, Finance or related field required

·       10+ years of progressive experience in sales operations, data analysis, and other relevant sales experience required

·       Significant experience designing Sales Incentive Compensation plans is required

·       Experience with start-up companies and/or in the branded pharmaceutical industry preferred

·       Familiarity with various data systems such as IQVIA, Veeva, etc. is preferred

·       Expert level experience with Microsoft Office, including Excel

·       Competencies: Self-Starter, Independent Judgement, Project Management, Organizational skills, Attention to Detail, Teamwork/Collaboration, Professionalism and Discretion, Interpersonal skills, Written and Verbal Communication skills

Working Conditions

 Position may require periodic evening and weekend work, as necessary to fulfill obligations. Requires approximately 10% travel, including some overnight commitments.

NOTE: This job description is not intended to be all-inclusive. Employee may perform other related duties as negotiated to meet the ongoing needs of the organization.

The anticipated base salary range for this position is $184,800 - $277,200

#LI-HYBRID

We are committed to offering competitive compensation. Starting pay is determined based on a variety of factors, including the role, job-related knowledge, skills, experience, education, internal equity, market data, and the location of the role, where applicable.

Xeris Pharmaceuticals, Inc. (the “Company”) is an equal opportunity employer and does not discriminate based on race, color, religion, sex, gender identity, sexual orientation, national origin, age, disability, veteran status, genetics or any other characteristic protected by law. All qualified candidates are given equal opportunity and the Company’s employment selection decisions are based solely on job-related factors. NOTE:  This job description is not intended to be all-inclusive. The employee may be required to perform other related duties as needed to meet the ongoing needs of the Company.

The level of the position will be determined based on the selected candidate’s qualifications and experience. Final determination of the actual base salary offered depends on several factors, including but not limited to the candidate’s skills, experience, education, location, and business needs. Employees are eligible for equity or long-term incentive awards, where applicable.  Field Sales role employees are eligible for a quarterly commission structure. Non-Sales role employees are eligible for an annual bonus. The Company also offers a comprehensive benefits package that includes additional elements such as paid time off benefits, various health, vision, and dental insurance options, 401(k) retirement benefits and more for eligible employees. Details about these and other offerings will be provided at the time a conditional offer of employment is made. Candidates are always welcome to inquire about our compensation and benefits package during the interview process. Individuals hired as temporary employees, interns, and preceptors are not eligible for commissions, bonuses, and/or long-term incentive or equity awards.  Eligibility for other benefits will be based on plan documents.

Accessibility & Reasonable Accommodations

If, because of a medical condition or disability, you require a reasonable accommodation or assistance to complete any part of the application process, please send an e-mail to [email protected] and identify the type of accommodation or assistance you are requesting. Please include the job requisition number in your message. Please note if your request is not for this stated purpose, you will not receive a response to your email. Do not include any medical or health information in this email.

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