Senior Manager / Manager, Commercial Operations

Handa Oncology, LLC; San Jose (CA); Hybrid; USD 130,000 - 190,000; Full time

Job summary

Handa Oncology, LLC is seeking a Senior Manager/Manager of Commercial Operations to lead the U.S. launch backbone for OMCAZIO. You will design and govern the commercial CRM, data pipelines, dashboards, and field incentive programs.

You will partner with Sales, Marketing, Market Access, Finance, Medical, and Compliance to translate launch data into strategic actions that optimize uptake, access, and market penetration in a fast-paced biotech environment.

Qualifications

• Bachelor’s degree in Life Sciences, Business, Healthcare Analytics, Finance, or equivalent quantitative discipline.
• 4–6+ years of progressive experience in commercial operations, sales operations, or commercial analytics within pharma/biotech.
• CRM administration experience with pharma CRM platforms, target lists, call workflows, and account hierarchy setup.
• Pharma data fluency: ingesting, auditing, and analyzing syndicated Rx data with SP/EDI datasets (852/867).
• Proven track record calculating, modeling, and administering field sales IC plans and territory goals.
• Advanced Excel and dashboarding in Tableau or Power BI.
• Firm understanding of PDMA, Sunshine Act/Open Payments, HIPAA, PhRMA Code.

Responsibilities

• Launch readiness and field architecture: build launch readiness roadmap and validated data systems.
• Ingest, analyze, and report launch data; build real-time dashboards for leadership and field teams.
• Incentive compensation: model, administer, and reconcile territory goals and payouts.
• Ensure compliance governance, data integrity, and vendor/contracts related to data and incentives.

Skills

Education

Experience

CRM Admin

Pharma Data

IC (Incentive)

Tech Skills

Compliance

Education

Bachelor’s degree

Tools

Tableau

Power BI

Job description

Senior Manager / Manager, Commercial Operations

Company:

Handa Oncology (Subsidiary of Handa Pharma)

About Handa Oncology

Handa Oncology, a wholly-owned subsidiary of Handa Pharma, is a San Francisco Bay Area–based pharmaceutical company dedicated to advancing cancer care. We pair entrepreneurial agility with deep expertise in complex formulation science to develop and commercialize differentiated oncology therapies for patients with significant unmet needs.With the recent FDA approval of OMCAZIO™ (cabozantinib lauryl sulfate) capsules, we are preparing for our first U.S. commercial launch.

Position Summary

As the Commercial Operations Manager / Senior Manager, you will own the operational backbone powering the U.S. launch of OMCAZIO™. In this high-impact, hands-on "builder" role, you will design and administer the commercial and medical CRM, establish automated data pipelines (syndicated Rx, specialty pharmacy, specialty distributor, and patient hub data), build executive launch dashboards, and govern field incentive compensation (IC).

You will serve as the data and technology engine room and strategic cross-functional partner to Sales, Marketing, Market Access, Finance, Medical and Compliance—translating raw launch data into tactical decisions that drive uptake, market penetration, and patient access.

Key Responsibilities

1. Launch Readiness & Field Architecture

• Design and execute the commercial operations launch readiness roadmap, ensuring all core systems, data feeds, target lists, and reporting platforms are fully validated prior to commercial product availability.
• Build the national oncology target universe across key prescriber segments, covering academic medical centers, community oncology networks, and Integrated Delivery Networks (IDNs).
• Construct territory alignments and establish ongoing rebalancing processes as the field sales force expands.
• Act as primary administrator for the CRM, configuring call planning workflows, target deciles, account hierarchies, medical-commercial firewalls, and Approved Email.
• Manage HCP/HCO Master Data Management (MDM) processes, maintaining high data integrity across NPI registries, state license validations, physician affiliations, and specialty definitions.
• Drive field adoption through practical training, user guides, data quality audits, and seamless coordination with Marketing to deploy digital detailing assets.

3. Commercial Data Ingestion, Analytics & Launch Reporting

• Architect, onboard, and QC core pharmaceutical data streams, including syndicated prescription data (TRx, NRx, NBRx, DDD), Specialty Pharmacy (SP) dispensing feeds, Specialty Distributor EDI data (852 inventory / 867 sales), and patient hub status feeds.
• Build, publish, and maintain real-time launch performance dashboards in Tableau or Power BI for executive leadership, regional managers, and field representatives.
• Conduct root-cause analytics to answer pivotal launch questions: account-level uptake velocity, new-to-brand conversion, time-to-first-fill, prescription abandonment, copay assistance utilization, and payer/formulary dynamics.

4. Incentive Compensation (IC) & Performance Management

• Partner with Sales leadership to design compliant, launch-appropriate IC plans (e.g., initial activity metrics/MBOs shifting to territory volume, share-of-market, and growth targets as baseline data matures).
• Own end-to-end IC administration: territory goal modeling, monthly/quarterly achievement calculations, dispute resolution, payout file generation, and rep performance scorecards.
• Conduct plan health analytics and fairness testing to prevent unintended sales behaviors; collaborate with Legal and Compliance to document formal IC governance plans.
• Monitor competitive landscape shifts—specifically tracking reference brand (cabozantinib) performance, alternative TKIs/immunotherapy regimens, pricing dynamics, formulary coverage, and promotional footprint.
• Synthesize competitive intelligence into practical field targeting updates, objection-handling inputs, and revised demand forecasting inputs.
• Maintain strict adherence to all pharmaceutical compliance frameworks, including the Prescription Drug Marketing Act (PDMA), Sunshine Act / Open Payments, HIPAA, Anti-Kickback Statute (AKS), and PhRMA Code.
• Manage transfers-of-value tracking and reporting infrastructure to support state and federal aggregate spend requirements.
• Oversee commercial data vendor contracts, statements of work (SOWs), data-use agreements, and licensing budgets.

Qualifications

Required

• Education: Bachelor’s degree in Life Sciences, Business, Healthcare Analytics, Finance, or an equivalent quantitative discipline.
• Experience: 4–6+ years of progressive experience in commercial operations, sales operations, or commercial analytics within the pharmaceutical or biotechnology industry.
• CRM Administration: Direct hands-on administration or power-user experience with pharmaceutical CRM platforms, including target lists, call workflows, and account hierarchy setup.
• Pharma Data Fluency: Demonstrated experience ingesting, auditing, and analyzing syndicated Rx data along with Specialty Pharmacy/Distributor EDI datasets (852/867).
• Incentive Compensation: Proven track record calculating, modeling, and administering field sales incentive compensation plans and territory goal allocation.
• Technical Skills: Advanced Microsoft Excel modeling capabilities paired with demonstrated expertise building production dashboards in Tableau or Power BI.
• Compliance Knowledge: Firm understanding of healthcare compliance rules governing commercial operations (PDMA, Sunshine Act/Open Payments, HIPAA, PhRMA Code).

Preferred

• Prior commercial experience in Oncology (specifically oral oncolytics distributed through Specialty Pharmacy networks).
• Direct experience participating in a U.S. product commercial launch within an emerging or small-to-midsize biotech where you served as the primary operational resource.
• Working knowledge of SQL, data warehouse environments, or automated alignment platforms.
• Familiarity with 505(b)(2) product commercial dynamics, reference-brand market share shifts, and retail/specialty contract execution.