Senior Director, Commercial Planning & Performance

Apnimed • Cambridge, MA

2d • $270,000 - $294,000 • Remote

About The Position

The Senior Director, Commercial Planning & Performance reports to the VP, Commercial Operations and is responsible for making Apnimed’s commercial organization more effective. The role owns territory design, call planning, roster management, customer data, field engagement measures, and standards for KPI and Field Contact Reporting (FCR). It uses AI to identify opportunities and anomalies and to keep data supporting field decisions clean and current. The role also anticipates opportunities, market changes, and emerging signals, partnering across the commercial organization to keep execution on track as Apnimed prepares for the potential commercialization of AD109, an investigational therapy.

Apnimed is a growing pharmaceutical company developing oral medicines for obstructive sleep apnea and related disorders. The company is generally virtual, and the specific U.S. location of the employee is not critical. Travel may be required as necessary.

Requirements

• Bachelor’s degree required.
• 12+ years of progressive commercial operations, analytics, or sales operations experience in the biopharmaceutical industry.
• Direct experience in KPI reporting, CRM data management, territory design, or call planning.
• Demonstrated ability to identify emerging field opportunities, market shifts, or risks before they become visible in standard reporting.
• Strong analytical rigor and ability to translate data into clear, actionable narratives for executive audiences.
• Excellent communication and cross-functional stakeholder management skills.
• Ability to manage simultaneous priorities and changing deadlines.
• Ability to plan, organize, and prioritize work.
• Proficiency in MS Word and PowerPoint.
• Must be able to travel as necessary.

Nice To Haves

• Advanced degree, such as an MBA or a degree in a quantitative field.
• Experience with territory design, call planning, or field deployment models for a specialty or CNS-related product.
• Familiarity applying AI and predictive analytics tools, such as anomaly detection, next-best-action recommendations, or data quality monitoring, to commercial planning functions.
• Familiarity with call intelligence or conversation analytics tools, such as call transcription or AI-assisted call summarization.
• Experience with Adobe Acrobat Professional.

Responsibilities

• Direct field force sizing, deployment, and territory design, including rules for mid-cycle realignment and launch readiness for territories, roster, targets, and call plans.
• Lead dynamic call planning by defining triggers, prioritization logic, and cadence, and translate commercial models into actionable next steps for field visits.
• Set direction and standards for KPI and Field Contact Reporting, including how performance trends, field objections, message adoption, and competitive signals are surfaced.
• Provide territory potential and goal-setting methodology to Incentive Compensation & Recognition so goals reflect real opportunity.
• Set standards for roster management, customer data, field data governance, and crediting integrity in CRM.
• Build compliance guardrails into targeting and call plans, including no-see and opt-out lists, state restrictions, and HCP eligibility, in partnership with Compliance.
• Partner across the commercial organization to align territory design, call planning, and field-readiness efforts with business operations.
• Use AI to surface opportunities and anomalies and help keep data clean and current.
• Anticipate opportunities, market changes, and emerging signals before they appear in standard reporting.
• Travel as necessary.

Benefits

• 401(k) with company match
• Generous time off for vacation
• Generous healthcare benefits
• Flexible working environment
• Motivated and experienced team
• Recognized by the Boston Business Journal as a Best Place to Work in 2024 and 2025

What This Job Offers

• Job Type: Full-time
• Career Level: Senior