Senior Director, Commercial Planning & Performance

Apnimed; Cambridge (MA); On-site; USD 270,000 - 294,000; Full time

Benefits offered by this job

401(k) with company match

Generous vacation

Generous healthcare benefits

Flexible working environment

Motivated and experienced team

Best Places to Work 2024/2025

Job summary

Apnimed, a Cambridge, MA-based biopharma company, seeks a Sr. Director of Commercial Planning & Performance who will sharpen the commercial org by owning territory design, call planning, roster management, and data governance.

The role emphasizes AI-driven opportunities and dashboards to keep field decisions accurate as Apnimed prepares for potential AD109 commercialization. The candidate will drive KPI reporting, field engagement measures, and collaboration across departments to ensure

Qualifications

• Bachelor’s degree required; MBA or quantitative field preferred.
• 12+ years of progressive commercial operations or sales operations in biopharma with KPI reporting and CRM data management.

Responsibilities

• Direct field force sizing, deployment, and territory design.
• Lead call planning, triggers, prioritization, and cadence for stop-by-stop execution.
• Set standards for KPI and Field Contact Reporting (FCR) and ensure data quality.
• Provide territory potential and goal-setting methodology for Incentive Compensation.
• Establish roster management and customer data governance with Compliance.
• Build compliance guardrails for targeting, including opt-out lists and state restrictions.
• Collaborate across commercial orgs to align territory design and field-readiness.
• Proficiency in MS Word and PowerPoint; experience with Adobe Acrobat Pro.

Skills

Territory design

Call planning

KPI reporting

CRM data management

Data governance

AI analytics

Executive storytelling

Education

Bachelor’s degree

MBA or quantitative field

Tools

MS Word

PowerPoint

Adobe Acrobat Pro

Job description

Apnimed is a rapidly growing pharmaceutical company working to transform the treatment of sleep apnea based on a simple idea – patients with obstructive sleep apnea (OSA) could benefit from treatment with a safe and effective oral medication dosed once daily at bedtime. Our lead development program, AD109, targets the neurologic control of upper airway muscles to maintain an open airway during sleep. Apnimed is committed to innovation, as well as state-of-the-art advancements in sleep medicine, which is leading to the development of a portfolio of novel pharmacologic therapies for sleep apnea and related disorders.

Recognized by the Boston Business Journal as one of the Best Places to Work in both 2024 and 2025, we are continuing to grow and build the foundational operations that enable our employees and our mission to thrive.

Summary:

The Sr. Director, Commercial Planning & Performance reports to the VP, Commercial Operations and is responsible for making Apnimed’s commercial organization sharper and more effective every day, owning territory design, call planning, roster management, customer data, and field engagement measures, and setting the standards for KPI and Field Contact Reporting. The role increasingly uses AI to surface opportunities and anomalies and keep the data behind every field decision clean and current. The successful candidate will also play a key role in anticipating opportunities, market changes, and emerging signals before they show up in a dashboard, partnering closely across the commercial organization to keep commercial execution on track. This is an exciting opportunity to ensure the field never has to wonder whether the numbers reflect their reality as Apnimed prepares for the potential commercialization of AD109, an investigational therapy, and to be at the forefront of a major paradigm shift in the treatment of sleep apnea from medical devices and surgery to a first in class pharmaceutical treatment.

The expected annual base salary range for this role is $270,000.00 to $294,000.00. Final compensation will depend on the selected candidate’s level, education and relevant experience.

Key Job Duties include, but are not limited to:

• Direct field force sizing, deployment, and territory design, including the rules for mid-cycle realignment and launch readiness for territories, roster, targets, and call plans.
• Lead dynamic call planning, defining the triggers, prioritization logic, and cadence that keep call plans current. Translate commercial models into clear, actionable next steps for every stop.
• Set the direction and standards for KPI and Field Contact Reporting (FCR), defining what is measured and how performance trends, field objections, message adoption, and competitive signal are surfaced. FCR outputs are produced by Field Data Operations & Reporting on the FCR platform owned by Commercial Systems & Platforms.
• Provide territory potential and goal-setting methodology to Incentive Compensation & Recognition so goals reflect real opportunity.
• Set standards for roster management, customer data, field data governance, and crediting integrity in CRM.
• Build compliance guardrails into targeting and call plans, including no-see and opt-out lists, state restrictions, and HCP eligibility, in partnership with Compliance.
• Partner cross-functionally across the commercial organization to align territory design, call planning, and field-readiness efforts with how the rest of the business operates.
• Bachelor’s degree required; advanced degree (MBA, quantitative field) preferred.
• 12+ years of progressive commercial operations, analytics, or sales operations experience in the biopharmaceutical industry, with direct experience in KPI reporting, CRM data management, territory design, or call planning.
• Experience with territory design, call planning, or field deployment models for a specialty or CNS-related product preferred.
• Familiarity applying AI and predictive analytics tools (e.g., anomaly detection, next-best-action recommendations, data quality monitoring) to commercial planning functions.
• Familiarity with call intelligence or conversation analytics tools (e.g., call transcription, AI-assisted call summarization) a plus.
• Demonstrated ability to spot emerging field opportunities, market shifts, or risks before they become visible in standard reporting.
• Strong analytical rigor with the ability to translate data into clear, actionable narratives for executive audiences.
• Excellent communication and cross-functional stakeholder management skills.
• Ability to manage simultaneous priorities and changing deadlines.
• Ability to plan, organize and prioritize work.
• Proficiency in the use of MS Word, PowerPoint; experience with Adobe Acrobat Professional.

• 401(k) with company match
• Generous time off for vacation
• Generous healthcare benefits
• Flexible working environment
• Motivated and experienced team
• Winner of 2024 and 2025 Boston Business Journal Best Places to Work

Location and Other Information:

• Apnimed is a publicly licensed company based in Cambridge, MA; we are generally virtual and specific location within the US is not critical.
• We are a small growing Company with an inclusive environment.
• Must be able to travel as necessary.
• Apnimed is an EEO employer committed to an exciting, diverse, and enriching work environment.
• Please visit us at www.apnimed.com to learn more about our work with Obstructive Sleep Apnea.