Director, Sales Planning & Analytics

Xeris Pharmaceuticals, Inc.•Chicago, IL

4d•$184,800 - $277,200•Hybrid

About The Position

The Director, Sales Planning & Analytics is a critical member of the Commercial Operations team, responsible for delivering and maintaining sales analytics, data, incentive compensation, and operational support for the organization. The role measures sales force performance and provides analytical insights in collaboration with business partners to help achieve commercial objectives and support data-driven business and sales strategies. The position leads sales force alignment and territory design, field targeting and call planning, incentive compensation, sales reporting and analytics, and operational governance. It also manages direct reports’ professional development, the HCO Credentialing vendor relationship, the ongoing sales operations cycle, and strategic relationships with external data providers such as IQVIA and MMIT. The role supports additional reporting, analysis, and other projects as needed. The position requires approximately 10% travel, including some overnight commitments, and may require periodic evening and weekend work. The anticipated base salary range is $184,800–$277,200. Employees are eligible for equity or long-term incentive awards where applicable; non-sales employees are eligible for an annual bonus. The company describes a comprehensive benefits package that includes paid time off, health, vision and dental insurance options, 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, organization, 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 and vacancy management, overlays, and alignment exceptions.
Partner with Sales Leadership and HR to make alignment changes operationally executable and clearly communicated.
Manage alignment processes and associated 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 integration with CRM platforms and field workflows.
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 appropriate field behaviors.
Recommend incentive plan measures, weighting, goals or 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 compensation documentation, communication, governance, approval, and audit-control processes.
Analyze incentive plan effectiveness, payout distribution, performance differentiation, and cost, and recommend modifications based on business performance and commercial priorities.
Develop and maintain sales reporting and analytics that provide leadership and field teams with timely, accurate, 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.
Partner with leadership on monthly, quarterly, and annual business reviews.
Automate recurring reporting where appropriate and reduce reliance on manual reporting.
Ensure 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 applicable company policies and industry requirements.
Partner with Legal, Compliance, HR, Finance, and Privacy stakeholders, and establish review and approval processes for sensitive customer, sales performance, and compensation information.
Develop scalable processes that 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 ongoing sales operations cycle.
Manage strategic relationships with external data providers, including IQVIA and MMIT, to identify and resolve data issues and conduct data investigations.
Support ad hoc projects, including reporting and analyses, and perform other tasks as needed.