Director, Sales Operations and Field Effectiveness

Moderna; Cambridge (MA); On-site; USD 180,000 - 280,000; Full time

Job summary

Moderna is seeking a strategic leader to build and optimize the commercial field organization for its oncology programs, including the INT collaboration with Merck. You will translate strategy into execution and drive launch readiness across territories.

Reporting to the VP of Sales, you will shape the field operating model, analytics, incentive plans, and alliance partnerships, ensuring rigorous planning, performance measurement, and a best-in-class customer experience.

Qualifications

• Bachelor's degree required.
• 10+ years progressive experience in pharmaceutical or biotech sales leadership, commercial operations, and field enablement roles.
• Significant oncology experience including launches and building field excellence solutions.

Responsibilities

• Develop and execute the commercial strategy including field operating model and account management.
• Build operational processes and field capabilities for launch readiness and customer experience.
• Lead analytics adoption to measure KPIs and inform planning.
• Design and optimize field incentive compensation programs with leadership.
• Collaborate with Legal and Compliance to ensure governance and policy alignment.
• Integrate account management, analytics, CRM, and training into a unified operating model.

Skills

Oncology sales

Commercial operations

Field enablement

Leadership

Education

Bachelor's degree

Job description

The Role

Joining Moderna means advancing mRNA science to transform medicine. Work with exceptional global teams on a broad pipeline and build a career that makes a real difference for patients.

Moderna continues to expand its innovative mRNA platform across diseases and therapeutic areas, and this role will play a critical part in preparing for the launch of Moderna's first commercial oncology therapeutic, including intismeran autogene (INT), a personalized mRNA therapy being developed in collaboration with Merck.

Reporting to the VP of Sales, you will build and optimize the operational infrastructure, analytics, field operating model, account management approach, and field capabilities required to translate commercial strategy into consistent execution, launch readiness, and an exceptional customer experience.

As a strategic partner to Moderna's commercial leadership team and our alliance partner, you will help integrate the complexities of the product, our customers, and the combined field organization into a cohesive operating plan while establishing foundational capabilities for Moderna's growing oncology business.

Here's What You'll Do

• Partner with the VP of Sales, Regional Business Directors, and alliance partners to develop and execute the commercial strategy, including the field operating model, account management strategy, performance analytics, and performance management platform.
• Build and optimize the operational processes and field capabilities required to maximize field effectiveness, efficiency, launch readiness, and the customer experience across the combined field organization.
• Drive the adoption and practical application of analytics tools that strengthen the field's understanding of opportunities at the territory and regional levels, enable rigorous business planning, and establish KPIs to assess performance and impact.
• Support business planning at the territory, regional, and national levels, ensuring field teams and leadership have the insights, processes, and operating mechanisms required to translate strategy into coordinated execution.
• Work closely with the Training Lead to assess field performance, identify capability gaps, and implement targeted solutions that strengthen field effectiveness and commercial impact.
• Collaborate internally and with our alliance partner to establish effective field communication and feedback mechanisms that promote coordination, enable timely issue resolution, and maintain alignment with commercial leadership.
• Partner with Strategic Insights and Customer Engagement teams to maximize the value of analytics and CRM tools, capture actionable field feedback, and lead enhancements that continuously improve field execution and the customer experience.
• Lead the design, implementation, and ongoing optimization of field incentive compensation programs in partnership with Commercial leadership and cross-functional stakeholders, ensuring programs reinforce performance and remain aligned with business objectives.
• C ollaborate with Legal and Compliance to ensure field operational processes, programs, and ways of working align with company policies and applicable compliance standards.
• Bring together account management, analytics, performance management, field communications, training insights, CRM capabilities, and alliance-partner ways of working into an integrated operating model capable of supporting the complexity of a personalized oncology therapeutic launch.
• Serve as an individual contributor with significant enterprise influence, working across Commercial leadership, Regional Business Directors, field teams, cross-functional partners, and our alliance partner to drive alignment and execution without direct people-management responsibility.
• Help identify opportunities to responsibly apply Generative AI and other advanced digital tools within field operations—for example, accelerating insight generation, supporting business planning, synthesizing field feedback, and improving the usability of commercial analytics—while working within Moderna's governance and compliance expectations.
• Play a foundational role in building Moderna's oncology commercial capabilities, helping shape the systems, processes, and ways of working that can support the successful launch of INT and the evolution of Moderna's oncology business.

The key Moderna Mindsets you'll need to succeed in the role:

• "We act with dynamic range, driving strategy and execution at the same time at every step."
• "We digitize everywhere possible using the power of code to maximize our impact on patients."

Here's What You'll Need (Basic Qualifications)

• Bachelor's degree required
• 10+ years progressive experience in pharmaceutical or biotech sales leadership, commercial operations, business excellence, and field enablement roles.
• Significant oncology experience including supporting launches, building operations capabilities, and building field excellence solutions to ensure the highest level of performance