Senior Manager, Sales Operations

Cosette Pharmaceuticals•Bridgewater, NJ

2d•Hybrid

About The Position

The Senior Manager, Sales Operations is responsible for driving operational excellence across Cosette's commercial sales organization by delivering the systems, analytics, processes, and operational support that enable field teams to execute effectively and achieve business objectives. This role serves as a strategic partner to Sales Leadership, Marketing, Finance, HR, Commercial Analytics, Market Access, and Leadership by translating commercial priorities into scalable sales operations processes that improve field force effectiveness and organizational performance. The role will initially support Cosette's expanding oncology and established commercial organization while also providing operational support across additional therapeutic areas as the commercial portfolio continues to grow. The Senior Manager will lead critical commercial operations including field reporting, incentive compensation administration, targeting and segmentation, territory alignment, field CRM support, sales meeting planning, and field communication. This role is accountable for ensuring commercial leadership has timely, accurate, and actionable information to make business decisions while continuously improving field execution and operational efficiency.

Requirements

Bachelor's degree required.
7+ years of pharmaceutical, biotechnology, or healthcare commercial experience.
3+ years of experience in Sales Operations, Commercial Operations, Business Analytics, or Field Force Effectiveness.
Demonstrated experience supporting pharmaceutical sales and / or marketing organizations.
Strong understanding of pharmaceutical commercial operations and sales organization structures.
Experience with CRM, data, incentive compensation platforms, and commercial reporting tools.
Advanced Excel, Power BI, Tableau, or similar analytics platforms preferred.
Strong analytical and problem-solving skills.
Excellent project management and organizational skills.
Ability to manage multiple priorities in a fast-paced environment.
Strong communication and presentation skills.
Ability to influence cross-functional stakeholders without direct authority.
Knowledge of pharmaceutical promotional compliance and regulated commercial environments.
Continuous improvement mindset with strong attention to detail.

Nice To Haves

MBA or advanced business degree preferred.
Experience supporting specialty pharmaceutical, oncology, hospital, rare disease, or other complex therapeutic markets preferred.
Experience administering incentive compensation programs.
Experience with customer targeting, segmentation, and territory alignment.
Experience supporting National Sales Meetings and commercial planning processes.
Experience partnering across Sales, Marketing, Finance, HR, IT, and Executive Leadership.

Responsibilities

Support the execution of Cosette's commercial operations strategy aligned with business objectives and commercial priorities.
Develop scalable processes that improve operational effectiveness across the commercial organization.
Partner with Commercial Leadership to identify opportunities to improve field productivity, execution, and customer engagement.
Establish standardized operating procedures supporting commercial planning and field execution.
Continuously evaluate operational processes and recommend improvements that enhance organizational effectiveness.
Lead field force effectiveness initiatives including territory alignment, deployment optimization, workload analysis, and performance reporting.
Develop dashboards and metrics that measure field productivity and commercial execution.
Partner with Sales Leadership to identify trends, opportunities, and performance gaps.
Support account planning and territory optimization initiatives.
Evaluate field execution metrics and recommend operational improvements.
Develop and maintain executive dashboards, sales reports, KPI reporting, and commercial performance analytics.
Deliver timely, accurate reporting supporting executive decision making.
Analyze sales trends, customer engagement metrics, territory performance, and market dynamics.
Partner with Commercial Analytics and Finance to ensure consistent reporting methodologies.
Provide ad hoc analyses supporting strategic business decisions.
Manage administration of sales incentive compensation programs.
Coordinate goal setting, quota administration, payout validation, and monthly reporting.
Partner with HR, Finance, and external vendors to ensure timely and accurate incentive payments.
Monitor plan effectiveness and recommend enhancements that align with commercial objectives.
Maintain governance, documentation, and compliance for incentive compensation programs.
Partner with Commercial Leadership to develop customer targeting and segmentation strategies.
Utilize internal and external data sources to optimize customer selection and call planning.
Support territory alignment and customer assignment processes.
Monitor targeting effectiveness and recommend refinements based on business performance.
Collaborate with Marketing and Analytics to improve customer engagement strategies.
Lead operational planning for National Sales Meetings, POAs, regional meetings, launch meetings, and commercial conferences.
Coordinate meeting logistics, agendas, business reviews, recognition programs, and operational support.
Partner with Marketing, Training, HR, and Executive Leadership to ensure successful meeting execution.
Manage meeting vendors and external partners supporting commercial events.
Support ongoing field communications and commercial announcements.
Partner with IT and Commercial Operations to optimize CRM, MLR and other commercial systems.
Support field adoption of CRM tools and reporting capabilities.
Coordinate system enhancements, testing, and user acceptance activities.
Ensure data quality and integrity across commercial platforms.
Identify opportunities to leverage technology that improves field effectiveness.
Manage relationships with external vendors supporting incentive compensation, reporting, CRM, targeting, and sales meeting execution.
Lead cross-functional commercial operations projects from planning through implementation.
Ensure projects are delivered on time, within budget, and aligned with business priorities.