Associate Director, Commercial Analytics & Operations

KMK Consulting Inc.; Kolkata District; On-site; INR 3,000,000 - 5,000,000; Full time

Job summary

KMK Consulting Inc. is seeking an Associate Director of Sales Operations & Incentive Compensation in Kolkata.

The role leads incentive compensation design and sales force effectiveness initiatives, partnering with Sales, Marketing, and IT to craft compensation strategies and deploy CRM/reporting solutions. You will oversee IC modeling, call planning, and alignment, while managing projects and guiding teams to deliver client-focused insights.

Qualifications

• Bachelor’s or Master’s degree in business, Analytics, Life Sciences, Engineering or related field; MBA or advanced degree preferred.
• 812 years of experience in pharma/biotech consulting or commercial operations with expertise in incentive compensation (IC) and SFE.
• Proficiency in analytics and reporting tools (SQL, Tableau or Power BI, Excel) and familiarity with CRM platforms (Veeva, Salesforce Health Cloud).
• Strong understanding of pharma commercial models, field force structures, IC design methodologies, call planning/targeting, and compliance requirements.
• Demonstrated leadership in managing and mentoring teams across multiple client accounts.

Responsibilities

• Lead client projects on incentive compensation (IC) design, operations, and sales force effectiveness (SFE).
• Partner with Sales, Marketing, Commercial Ops, and IT to develop compensation strategies and CRM/reporting solutions.
• Provide strategic oversight on Salesforce alignment, call planning/targeting, and IC modeling.
• Oversee deployment and optimization of IT tools (e.g., Veeva, Salesforce, Tableau, Power BI, Alteryx) to enhance IC and SFE processes.
• Manage and mentor project teams, fostering capability development and delivery excellence across accounts.
• Build strong client relationships through stakeholder management and communication of results.
• Drive continuous improvement and innovation in IC and SFE methodologies; establish best practices.
• Create and manage quarterly alignment, call plans, sales goals, payouts; oversee vendor collaboration for outsourced processes.

Skills

Leadership

Stakeholder management

Communication

Analytics

Project management

Education

Bachelor’s/Master’s degree in business/Analytics/Life Sciences/Engineering

MBA or advanced degree preferred

Tools

SQL

Tableau

Power BI

Excel

Veeva

Salesforce Health Cloud

Job description

Associate Director, Sales Operations & Incentive Compensation

Company Overview

KMK is a leading global data analytics and technology consulting firm, dedicated to empowering leaders in the Life Sciences sector with data-driven insights for improved decision-making. Our cutting-edge data analytics and software platforms cater to diverse needs, including data science, commercial operations, real-world evidence, and cloud information management. We enhance business strategies and operations through advanced analytics, extensive data sources, and deep technical and domain expertise. Our SalesOps platform drives commercial excellence by providing analytical guidance for sales planning and operations. We excel in data management using the latest cloud technologies and big data innovations. With over 220 employees worldwide and a rapidly growing client base that includes several top 10 global Life Sciences companies, KMK offers high-touch on-site and onshore services supported by a global delivery platform.

Position Overview

We are seeking an Associate Director of Sales Operations & Incentive Compensation to drive strategic insights on incentive compensation, targeting, and alignment. This role will be pivotal in business development, focusing on expanding existing business and acquiring new clients. The successful candidate will facilitate data-driven decisions to support revenue and profit growth.

Primary Responsibilities

• Lead client projects on incentive compensation (IC) design, operations, and sales force effectiveness (SFE), ensuring alignment with business goals.
• Partner with Sales, Marketing, Commercial Operations, and IT stakeholders to develop compensation strategies, call planning approaches, and CRM/reporting solutions.
• Provide strategic oversight and actionable insights on Salesforce alignment, call planning/targeting, and IC modeling.
• Oversee deployment and optimization of IT tools (e.g., Veeva, Salesforce, Tableau, Power BI, Alteryx) to enhance IC and SFE processes.
• Manage and mentor project teams, fostering capability development and ensuring delivery excellence across accounts.
• Build strong client relationships through stakeholder management, governance, and effective communication of results and recommendations.
• Drive continuous improvement and innovation in IC and SFE methodologies, establishing best practices and thought leadership.
• Create and manage quarterly alignment, call plans, sales goals, and payouts, and oversee vendor collaboration for outsourced processes.

Qualifications

• Bachelors or Masters degree in business, Analytics, Life Sciences, Engineering, or related field; MBA or advanced degree preferred.
• 812 years of experience in pharma/biotech consulting or commercial operations with expertise in incentive compensation (IC) and sales force effectiveness (SFE).
• Proficiency in analytics and reporting tools (SQL, pyhton, Tableau or Power BI, Excel) and familiarity with CRM platforms (Veeva, Salesforce Health Cloud) is preferred.
• Strong understanding of pharma commercial models, field force structures, IC design methodologies, call planning/targeting, and compliance requirements.
• Demonstrated leadership in managing and mentoring teams, balancing multiple client accounts, and ensuring delivery excellence.
• Strong stakeholder management skills, with experience partnering across Sales, Marketing, Commercial Operations, and IT.
• Excellent communication and presentation skills, with the ability to translate complex analytics into clear, actionable insights.
• Proven track record of driving improvements, implementing scalable solutions, and delivering thought leadership in IC and SFE.