Director, Sales Planning & Analytics

Xeris Pharmaceuticals•Chicago, IL

3d•Hybrid

About The Position

The Director, Sales Planning & Analytics is a critical role within the Commercial Operations team, responsible for delivering and maintaining sales analytics, data, incentive compensation, and operational support for the organization. The position measures sales force performance and provides analytical insights in collaboration with business partners to achieve commercial objectives and support data-driven business and sales strategies. The Director leads sales force alignment and territory design, field targeting and call planning, incentive compensation, sales reporting and analytics, and governance and operational excellence. The role also manages direct-report development, the HCO Credentialing vendor relationship, the ongoing sales operations cycle, and strategic relationships with external data providers such as IQVIA and MMIT. The position supports ad hoc projects and other organizational needs. The role may require periodic evening and weekend work and approximately 10% travel, including some overnight commitments. The anticipated base salary range is $184,800–$277,200. Employees may be eligible for equity or long-term incentive awards, and non-sales employees are eligible for an annual bonus. The company offers a benefits package that includes paid time off, health, vision and dental insurance, and 401(k) retirement benefits, subject to eligibility and plan terms.

Requirements

Bachelor’s degree in Business, Marketing, Finance, or a related field.
10+ years of progressive experience in sales operations, data analysis, and other relevant sales experience.
Significant experience designing sales incentive compensation plans.
Expert-level experience with Microsoft Office, including Excel.
Demonstrated competencies in self-starting, independent judgment, project management, organizational skills, attention to detail, teamwork and collaboration, professionalism and discretion, interpersonal skills, and written and verbal communication.

Nice To Haves

Experience with start-up companies and/or in the branded pharmaceutical industry.
Familiarity with data systems such as IQVIA and Veeva.

Responsibilities

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 territories.
Recommend sales force sizing, structure, deployment, and resource allocation based on market opportunity and commercial strategy.
Manage periodic and ad hoc alignment changes due to 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 platforms such as Veeva Align or comparable territory-management solutions.
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 and establish 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.
Refine call plans based on customer responsiveness, market conditions, field capacity, and brand priorities, and ensure they are integrated with CRM platforms and field workflows.
Lead the design, implementation, governance, and administration of sales incentive compensation programs in partnership with Sales Leadership, Finance, HR, Legal/Compliance, and Commercial Operations.
Recommend incentive-plan measures, weighting, goals and quotas, payout curves, thresholds, accelerators, caps, contests, and recognition programs.
Lead quota- and goal-setting methodologies that account for territory opportunity, historical performance, market dynamics, and business objectives.
Manage incentive-compensation calculations, validation, payout reporting, exception management, and field inquiries.
Establish incentive-plan documentation, communication, governance, approval, and audit-control processes.
Analyze incentive-plan effectiveness, payout distribution, performance differentiation, and cost, and recommend modifications as appropriate.
Develop and maintain sales reporting and analytics for leadership and field teams, including standardized KPIs and performance metrics.
Develop executive dashboards, field scorecards, territory reports, and ad hoc analyses; support monthly, quarterly, and annual business reviews.
Automate recurring reporting where appropriate and reduce reliance on manual reporting processes.
Maintain consistent metric definitions and a trusted source of performance information across the Commercial organization.
Establish documented business rules, SOPs, calendars, quality controls, and governance processes for Sales Planning & Analytics activities.
Ensure sales planning, reporting, targeting, and incentive-compensation processes comply with company policies and industry requirements; coordinate with Legal, Compliance, HR, Finance, and Privacy stakeholders.
Establish review and approval processes for sensitive customer, sales-performance, and compensation information.
Develop scalable processes to support product launches, new indications, sales force expansions, and organizational changes.
Manage the professional development of direct reports through talent management, coaching, and mentoring.
Manage the HCO Credentialing vendor relationship and the ongoing sales operations cycle.
Manage strategic relationships with external data providers, including IQVIA and MMIT, to identify and resolve data issues and conduct investigations.
Support ad hoc projects, reporting, analyses, and other tasks as needed.