Director, Field Operations

Satsuma Pharmaceuticals

7d•$185,000 - $215,000

About The Position

Satsuma Pharmaceuticals is seeking a Director, Field Operations to lead commercial operations supporting the launch and ongoing commercialization of AtzumiTM, a novel therapeutic product approved in the US for the acute treatment of migraine. The role oversees sales force effectiveness, incentive compensation, sales operations, sample management, and marketing material fulfillment. The Director partners closely with Sales, Marketing, Commercial leadership, Finance, Legal, HR, and external vendors to establish scalable processes, systems, and capabilities that support effective field execution and commercial performance. The successful candidate participates with senior management to establish strategic plans and objectives for the field operations function, cascades functional strategy, contributes to organizational policies, and applies a master-level understanding of the function and its place within the company and competitive environment. The position involves directing functional activities through lower management and accountability for actions that affect departmental budgets.

Requirements

Bachelor’s degree in Business, Marketing, Life Sciences, or a related discipline.
Demonstrated mastery of the field operations function and its fit within the overall company and competitive environment, with the ability to make final implementation decisions and ensure operational effectiveness.
At least 8 years of pharmaceutical or biotechnology commercial operations, sales operations, marketing operations, or related experience.
Demonstrated experience with sales force effectiveness, incentive compensation, and field operations.
Experience with CRM systems and commercial reporting and analytics.
Experience managing external vendors and cross-functional commercial projects.
Strong analytical, organizational, project management, and problem-solving skills.
Ability to manage multiple priorities and work effectively in a fast-paced, growing organization.
Strong written and verbal communication skills and ability to collaborate across functions and with external partners.
Ability to travel as needed for company meetings and commercial activities.
Proven ability to direct the activities of a functional area through lower management and accountability for actions that impact departmental budgets.

Nice To Haves

Experience managing pharmaceutical sample programs and marketing material fulfillment.
Experience with Salesforce CRM.
Experience supporting a U.S. pharmaceutical product launch.

Responsibilities

Lead sales force effectiveness initiatives, including territory alignment, field sizing, targeting, segmentation, call planning, and performance reporting.
Translate business segment strategy into functional field operations plans and guide execution, participating in corporate development of methods, techniques, and evaluation criteria for programs and people.
Develop and administer sales incentive compensation plans with Sales leadership and Finance, including plan design, contests, administration, and ongoing optimization.
Work with Business Insights to develop performance dashboards and incentive compensation trackers for Sales representatives, Sales leadership, and Executive leadership.
Oversee product sample management processes, including forecasting, inventory management, distribution, reconciliation, and compliance with applicable PDMA requirements.
Lead marketing material fulfillment and distribution processes, ensuring timely availability of approved materials to field teams and other commercial stakeholders.
Manage CRM systems and DCR processes; work with Commercial Insights & Analytics and IT to optimize commercial operations systems, data, and reporting.
Contribute to strategies for the field operations function or multiple departments, exercising judgment on complex issues where problems are not clearly defined.
Partner with Sales and Marketing to develop and implement processes that support effective execution of commercial strategies and programs.
Lead planning and execution for National Sales, POA, and/or Regional (Internal) Sales meetings in partnership with Sales Leadership.
Coordinate internal and external commercial meetings, including logistics, vendors, budgets, and cross-functional coordination, as needed.
Manage relationships with external vendors and service providers supporting field and marketing operations.
Establish and maintain operational processes, policies, and controls to ensure compliance, accuracy, and scalability.
Partner with Finance and cross-functional stakeholders on budgeting, forecasting, and financial reporting related to field and marketing operations.
Provide actionable insights and recommendations to Commercial leadership based on field performance, operational data, and market trends.
Lead process improvement initiatives and special projects supporting the company’s commercial objectives and growth.
Interact with senior management, executives, and major stakeholders, negotiating significant matters and reconciling stakeholder views to drive business results.
Proactively identify and execute additional responsibilities, initiatives, and special projects as business needs evolve.