Associate Director Primary Care Sales Operations

Arcutis Biotherapeutics

About The Position

The Associate Director, Primary Care Sales Operations is responsible for leading the design, implementation, and management of operational functions specifically supporting the US Primary Care field organization. Reporting to the Senior Director, Sales Operations, this role serves as a dedicated strategic partner to Primary Care sales leadership. You will drive field effectiveness through precise targeting, territory optimization, and high-impact incentive compensation design. By translating complex data into actionable insights, you will ensure the Primary Care team is positioned to achieve revenue goals and maintain operational excellence. This role is a critical catalyst for our Primary Care organization. It is a new role at the organization due to a sales expansion into primary care. As the first person in this position, we are looking for a leader who balances technical expertise with the strategic vision to establish a new foothold for Arcutis in the Primary Care space. High degree of business acumen and executive presence.

Requirements

Degree: Bachelor’s degree in Business, Finance, Operations, or a related discipline
Experience: 5+ years of related experience in Sales Operations or Commercial Operations within the pharmaceutical or life sciences industry.
Specific Expertise: A proven track record in managing sales operations activities, ideally primary care-specific operational challenges,
Analytical Rigor: Strong ability to translate large performance datasets into actionable insights and strategic recommendations.
IC & Forecasting: Deep expertise in incentive compensation design, performance modeling, and sales forecasting.
Technical Proficiency: Advanced skills and at least working knowledge of Excel, CRM systems (Veeva/Salesforce), and BI platforms (Tableau/Power BI).
Agility: Ability to thrive in a fast-paced, high-growth environment, managing multiple priorities with minimal supervision. This is a “buildout and expand role” which will require comfort with ambiguity and changing priorities
Communication: Exceptional verbal and written communication skills, with the executive presence to influence senior sales leadership.
Leadership: Demonstrated success in project management and the ability to lead and develop high-performing teams.

Responsibilities

Strategic Partnership: Act as the primary operational advisor to Primary Care Sales Leadership, aligning field tactics with broader commercial strategies and brand objectives.
Targeting & Segmentation: Lead the development and execution of healthcare provider (HCP) targeting, segmentation, and call-planning models to maximize field force impact.
Territory & Quota Management: Oversee territory alignment and design; manage the quota-setting process to ensure fair, challenging, and attainable goals across the Primary Care footprint.
Incentive Compensation (IC): Partner with leadership and the IC team to design, model, and administer incentive plans and contests that drive high performance and reward the right behaviors across all sales forces.
Performance Reporting: Develop and maintain sales dashboards and KPIs that provide real-time visibility into field performance, identifying trends and areas for intervention.
CRM & Systems Optimization Partnership: Drive the adoption and optimization of CRM tools (e.g., Veeva/Salesforce) to ensure seamless execution of field activities and data capture in partnership with the broader operations team.
Cross-Functional Collaboration: Partner with Marketing, Finance, and Training to support annual operating plans, product launches, and field force onboarding.
Special Projects: Partner with our Strategic Growth & Innovation team on programs and pilots related to the sales force.
Compliance: Ensure all sales operations activities and data handling practices adhere to corporate, legal, and regulatory standards.
Individual contributor that manages the activities of contractors including external vendors, including analysts, project managers, and third-party consultants dedicated to the Primary Care business unit.