Director, Sales Operations - Tissue Technologies

INTEGRA LIFESCIENCES SALES LLC; Princeton (NJ); On-site; USD 130,000 - 160,000; Full time

Job summary

INTEGRA LIFESCIENCES SALES LLC in Princeton, NJ is seeking a Director of Incentive Compensation to oversee sales channel planning and manage teams focused on incentive plans and territory design. The role encompasses strategic leadership in aligning sales models with business objectives and ensuring compliance through robust governance.

Qualified candidates will have 12+ years in commercial sales operations and proven leadership in the healthcare industry. An MBA is preferred. Join a global leader committed to operational excellence and process optimization.

Qualifications

• 12+ years of progressive experience in commercial sales operations and incentive compensation planning.
• Proven leadership experience in commercial sales operations within a global medical device or healthcare company.
• Strong commercial mindset with a high degree of compliance and operational rigor.

Responsibilities

• Lead the global Incentive Compensation and Sales Channel Planning function.
• Define and oversee incentive compensation strategy for multiple sales models.
• Own territory and quota planning, ensuring alignment with business objectives.
• Direct distributor and dealer contract management.
• Drive analytics, reporting, and performance insights.

Skills

Strategic leadership in incentive compensation

Global people leadership

Incentive compensation design

Deep understanding of sales models

Territory and quota planning

Experience with dealer contracting

Rebate management

Analytical skills

Cross-functional collaboration

Operational excellence

Education

Bachelor’s degree in Business, Finance, or related field

MBA or advanced degree preferred

Tools

Microsoft Office Suite

Power BI

Oracle

Salesforce.com

Job description

Director of Incentive Compensation – Senior Commercial Operations leader responsible for overseeing incentive compensation and sales channel planning across direct, dealer, and distribution sales models. The role leads a team of managers and analysts, owns end‑to‑end strategy and execution for incentive plans, territory design, distributor and dealer contract management, and associated workflows. The Director partners closely with Sales, Finance, Legal, and IT to align programs with business strategy, drive desired sales behaviors, and ensure accuracy, compliance, and scalability through strong governance, analytics, and process optimization.

Key Responsibilities

• Lead the global Incentive Compensation and Sales Channel Planning function within Commercial Operations, managing teams of managers and analysts that support all divisions and regions.
• Define and oversee incentive compensation strategy for Direct, Dealer, and Distribution sales models, ensuring alignment with business objectives and sales behaviors.
• Own territory and quota planning, including territory design, account alignment, and ongoing maintenance.
• Direct distributor and dealer contract management, governance, and compliance in partnership with Legal and Finance.
• Lead teams responsible for rebate and chargeback administration, including program set‑up, validation, processing, dispute resolution, and payment accuracy.
• Establish and manage end‑to‑end operational workflows supporting incentive pay, contracts, rebates, and chargebacks.
• Partner cross‑functionally with Sales Leadership, Finance, Legal, IT, and HR to ensure accuracy, efficiency, and scalability of programs.
• Drive analytics, reporting, and performance insights to evaluate program effectiveness and inform decision‑making.
• Enhance processes, controls, and enabling technologies to improve automation, transparency, and compliance.
• Develop and mentor global teams, fostering strong talent pipelines and consistent operating standards across geographies.

Key Competencies

• Strategic leadership in incentive compensation and sales channel operations.
• Global people leadership, including managing and developing managers and analytical teams.
• Deep expertise in incentive compensation design, administration, and governance.
• Strong understanding of Direct, Dealer, and Distribution sales models and channel economics.
• Territory and quota planning expertise, including account and hierarchy management.
• Experience with distributor and dealer contracting, compliance, and lifecycle management.
• Proficiency in rebate and chargeback program management, processing, and controls.
• Advanced analytical and problem‑solving skills to drive insights and continuous improvement.
• Strong cross‑functional collaboration and stakeholder influence at senior leadership levels.
• Operational excellence, including workflow design, process optimization, and automation.
• Systems and data fluency across incentive compensation, CRM, ERP, and reporting platforms.
• High attention to detail, financial accuracy, and regulatory compliance.

Qualifications

• Bachelor’s degree in Business, Finance, or a related field; MBA or advanced degree preferred.
• 12+ years of progressive experience in commercial sales operations and incentive compensation planning.
• Proven leadership experience in commercial sales operations within a global medical device or healthcare company.
• Strong commercial mindset with a high degree of compliance and operational rigor.
• Exceptional communication, collaboration, and stakeholder management skills.

Systems & Tools

• Microsoft Office Suite (Word, Excel, PowerPoint)
• Power BI, Oracle, Salesforce.com, and Sales Performance Management systems
• Data visualization tools and analytics platforms

EEO Statement

Integra LifeSciences is an equal opportunity employer and is committed to providing equal employment opportunities to all qualified applicants and employees regardless of race, marital status, color, religion, sex, age, national origin, sexual orientation, physical or mental disability, or protected veteran status. This site is governed solely by applicable U.S. laws and governmental regulations.