Senior Director, Commercial Analytics & Operations

Alfasigma USA, Inc.; Morristown (NJ); Hybrid; USD 240,000 - 300,000; Full time

Benefits offered by this job

401(k) plan with company match

Health care benefits

Paid Time Off

Job summary

Alfasigma USA, Inc. seeks a Senior Director, Commercial Analytics & Operations to join the Rare Disease team in Morristown, NJ. This hybrid position involves strategic leadership and oversight in commercial operations.

The ideal candidate should have significant experience in healthcare, particularly in specialty and rare diseases, with a focus on data-driven decision-making and analytics. The role requires collaboration across various teams and managing critical commercial operations activities.

Qualifications

• 12+ years of progressive healthcare commercial operations experience.
• 5+ years of leadership experience managing teams.
• Experience supporting specialty or rare disease product launches.

Responsibilities

• Define and execute field force effectiveness strategy.
• Own customer targeting and segmentation strategies.
• Maintain incentive compensation governance model.
• Lead commercial analytics capabilities delivering business insights.
• Execute launch readiness plans for new products.

Skills

Commercial operations

Leadership

Analytics

Pharmaceutical experience

Data-driven decision making

Education

Bachelor's degree in Business, Economics, or related field

MBA or advanced degree preferred

Job description

Alfasigma is a privately held global healthcare company founded over 75 years ago in Italy, where it remains headquartered today in Bologna and Milan. The Group operates in over 100 markets spanning Europe, North and South America, Asia, and Africa.

Over three years ago, we embarked on a transformative journey to become a truly global innovative healthcare company with a leading focus on Gastrointestinal (GI) health. We have experienced remarkable growth, nearly doubled our revenues, expanding geographically, and integrating several key acquisitions. We have also evolved our portfolio, expanded into rare and specialty segments, and strengthened our pipeline and people's capabilities.

But our journey is far from complete! In fact, this is just the beginning of a bold new chapter in Alfasigma's history. We are committed to advancing innovation and leveraging our deep expertise to provide better health and a better quality of life for patients and consumers worldwide and expand our reach across diverse markets.

As we continue to grow, we are seeking a Senior Director, Commercial Analytics & Operations, to join the USA Rare Disease team (Intercept Pharmaceuticals subsidiary). This is a hybrid position with office hours in Morristown, NJ.

Scope of the role:

The Senior Director, Commercial Analytics & Operations, serves as a strategic commercial leader responsible for defining and executing the field force effectiveness strategy for a rare disease portfolio. This role oversees customer targeting and segmentation, sales force sizing and deployment, territory alignment, incentive compensation, commercial performance analytics, and launch readiness initiatives.

The Senior Director partners closely with Commercial Leadership, Marketing, Market Access, Finance, Human Resources, Medical Affairs, Data & Analytics Providers, and Executive Management to optimize resource allocation, maximize field force productivity, and accelerate business performance. This role is critical in ensuring that commercial investments are aligned with corporate strategy and that field teams are equipped with the insights, tools, and incentives necessary to achieve organizational objectives in highly specialized rare disease markets. This scope aligns with commercial operations activities documented internally for launch readiness, field force sizing, targeting and alignment, incentive compensation, and sales force effectiveness. The Senior Director will manage internal staff, contractors, consultants, and external vendors, as well as oversee significant commercial operations budgets and strategic investments.

Your key responsibilities:

Commercial Operations Strategy

• Serve as a key member of the Analytics and Operations Team, influencing strategic decisions related to deployment, investment prioritization, customer engagement, and growth
• Translate corporate, brand, and launch objectives into scalable commercial operations programs
• Lead and maintain a high-performing team focused on operational excellence, analytics, and continuous improvement
• Establish operational frameworks and cadence that ensure transparency, accountability, and alignment across commercial functions

Sales Force Targeting, Segmentation & Customer Strategy

• Own enterprise-wide customer segmentation and targeting strategies across healthcare providers, institutional accounts, and payer networks
• Lead development of data-driven methodologies to prioritize customers based on market opportunity, patient flow dynamics, prescribing behavior, and treatment adoption potential
• Establish targeting governance, refresh processes, and performance measurement frameworks
• Partner with Sales, Marketing, and Market Access leadership to optimize customer engagement models and call planning strategies
• Ensure segmentation and targeting approaches evolve with market conditions and launch-stage requirements
• Lead all sales force design activities including sizing, deployment, territory alignment, organizational structure, and resource allocation
• Develop strategic recommendations regarding field force expansion, realignment, role specialization, and deployment models
• Oversee territory design and optimization initiatives balancing opportunity, workload, access, travel burden, and organizational efficiency
• Drive alignment decisions that improve customer coverage and ensure equitable territory potential
• Lead field deployment strategies for new product launches

Incentive Compensation & Performance Management

• Maintain the company's incentive compensation approach, governance model, and performance measurement framework
• Lead design and optimization of incentive compensation plans that drive strategic objectives while maintaining simplicity, fairness, and compliance
• Oversee goal setting and allocation, territory indexing, and performance measurement methodologies
• Review compensation effectiveness and make recommendations for plan enhancements based on business outcomes and competitive benchmarking
• Ensure accurate administration, governance, and audit readiness of all incentive compensation programs. Internal guidance documents emphasize governance, fairness, transparency, quota setting, and incentive plan design principles

Commercial Analytics & Business Insights

• Lead commercial analytics capabilities that deliver actionable business insights across sales, market access, targeting, deployment, and incentive compensation
• Facilitate development of dashboards, performance reporting, forecasting tools, and executive business reviews
• Lead strategic analyses that support business planning, launch readiness, organizational investments, and resource allocation decisions
• Provide executive-level insights regarding market dynamics, customer engagement effectiveness, field productivity, and commercial performance trends
• Champion data-driven decision-making throughout the commercial organization

Launch Excellence & Rare Disease Commercialization

• Execute launch readiness plans encompassing field force deployment, targeting, incentive compensation, analytics, reporting, and operational infrastructure
• Develop scalable operating models and standard reporting supporting launch, and growth-stage commercialization
• Identify operational risks and mitigation strategies that support launch success and sustainable growth

Cross-Functional Leadership

• Serve as a primary commercial operations partner to: Commercial Leadership, Sales Leadership, Marketing, Market Access, Finance, Human Resources, Medical Affairs, Compliance, Executive Leadership Team
• Influence organizational strategy through data-driven recommendations and executive-level communication
• Lead complex, cross-functional initiatives spanning multiple business functions and external partners
• Manage strategic vendor relationships supporting analytics, incentive compensation, CRM, data acquisition, and commercial operations

Who you are:

• Bachelor's degree required in Business, Economics, Analytics, Life Sciences, Mathematics, Finance, or related field; MBA, MPH, MS, or other advanced degree strongly preferred
• 12+ years of progressive pharmaceutical, biotechnology, or healthcare commercial operations experience
• 5+ years of leadership experience managing on- and off-shore teams and enterprise-wide initiatives
• Significant experience supporting specialty, orphan, rare disease, or biologic product launches
• Ability to work onsite in the Morristown, NJ office on a hybrid basis (minimum 3 days per week)
• Ability to travel as needed, up to 10%, potentially including overnight/weekend travel

Join Alfasigma and become part of a forward-thinking team dedicated to shaping the future of the pharmaceutical industry.

The anticipated salary range for this position is $240,000 to $300,000. This represents the anticipated low and high end of the salary range for this position. Actual salaries may vary based on various factors including, but not limited to, experience, skillset, and performance.

The salary range listed is just one component of our total compensation package. Alfasigma US also provides a competitive suite of benefits, including:

• 401(k) plan with company match
• Rewards and recognition program
• Health care benefits (medical, prescription drugs, dental, and vision insurance)
• Short and long-term disability coverage provided
• Plan coverage for domestic partners
• Paid parental leave benefits and adoption assistance
• A generous Paid Time Off program that includes 20 vacation days, 11 holidays, 4 personal days, and 2 volunteer days per calendar year
• Numerous well-being and work/life programs

EEO Statement

Employment decisions at the Company are made without unlawful regard to race, color, religion, creed, national origin, alienage or citizenship status, sex (including gender, pregnancy, childbirth or medical conditions related to pregnancy or childbirth), gender identity or expression, sexual orientation, national origin, ethnicity, age, physical or mental disability, legally protected genetic information, marital or partnership status, sexual and reproductive health decisions, military or veteran status, or any other status protected by applicable federal, state, or local law. This organization participates in E-Verify (E-Verify's Right to Work guidance can be found here: https://www.e-verify.gov/sites/default/files/everify/posters/IER_RighttoWorkPoster.pdf).