Associate Director/Director, Sales Operations & Field Force Effectiveness

Verastem•Boston, MA

2d•Hybrid

About The Position

The Associate Director/Director, Sales Operations & Field Force Effectiveness owns the operational backbone that enables the commercial field team to perform — and personally runs it. This means optimizing systems against real commercial data: refining territory alignments based on actual call patterns, redesigning IC using attainment results, sharpening HCP targeting with claims and prescriber response signals, and ensuring Veeva CRM is working for the field, not against it. This is a full-stack field operations role — strategy, systems, analytics, and execution — carried by one senior operator in a lean organization. There is no team beneath this role at the outset; the expectation is independent portfolio ownership with the ability to scale a function as the organization grows.

Requirements

7+ years of progressive experience in pharmaceutical sales field operations — preferably at a small to mid-size biotech where breadth of ownership is the norm, not the exception
Hands-on Veeva CRM experience including system configuration, administration, and project management of development or enhancement work with vendors or managed services providers
Direct experience building IC plans, territory models, and call planning frameworks — not just running the process, but owning the analytical product
Demonstrated experience managing competing operational workstreams simultaneously with strong project planning and prioritization skills
Fluency with pharmaceutical field operations compliance requirements — sample management, regulatory standards, and cross-functional policy alignment
Advanced Excel required as a primary working tool; BI tool proficiency (Tableau, Power BI) and familiarity with IQVIA or Symphony data a strong plus
Strong interpersonal and communication skills — this role interacts with field leadership, Finance, Medical Affairs, and Compliance regularly and must influence without authority
Demonstrated ability to grow into team leadership as the organization scales

Nice To Haves

Rare disease or specialty pharmacy experience strongly preferred; oncology experience a plus

Responsibilities

Serve as business owner of Veeva CRM — personally responsible for system configuration, data integrity, user training, enhancement roadmap, and issue resolution
Drive CRM utilization and adoption across the field team; translate field workflow gaps into system improvements and see them through to implementation
Implement best practices in CRM design in partnership with IT, Compliance, and field leadership; maintain current knowledge of platform capabilities and updates
Own all field-facing technology decisions and serve as the internal expert on how commercial systems support field execution and compliance requirements
Personally build and maintain territory alignments using actual performance data, call activity, and market response — own the model and the output
Lead field force sizing, design, alignment, targeting, and call planning; partner with Analytics on sizing models and bring the operational judgment that makes them actionable
Design and produce subnational analytics and account-level planning support for field leadership and key account teams
Serve as the primary liaison between field teams (Sales, MSLs, TLLs) and Commercial Insights & Operations — translate field realities into operational decisions
Own the full IC lifecycle — plan design and scenario modeling, attainment tracking, payout calculations, dispute resolution, and field communications
Personally evaluate attainment data and build the analytical case for IC plan design; own the recommendation, not just the administration
Solicit input on current and potential plan designs from Sales, Finance, HR, and Compliance; serve as first-line approval for all plans and payouts
Ensure IC plan documentation, audit requirements, and compliance standards are met end-to-end
Build and own field-facing dashboards, key account analytics, and performance reports — the expectation is that this person authors the output, not approves it
Analyze call activity, targeting attainment, and HCP engagement against established benchmarks; surface course-correction opportunities with a point of view
Deliver weekly, monthly, and quarterly field performance summaries with actionable interpretation for Sales leadership and commercial leadership
Contribute supporting analytics to forecasting and data warehouse workstreams in partnership with the Analytics function
Maintain current knowledge of internal and external regulatory requirements applicable to field operations; ensure all workstreams are executed in compliance
Collaborate with Sales, Marketing, Finance, Customer Service, and Medical Affairs to communicate and drive operational programs across the organization
Build and maintain strong working relationships with key cross-functional stakeholders; act as a trusted operational partner, not just a service provider