Collegium Pharmaceutical

Senior Director, Sales & Commercial Operations

Job Locations US-MA-Stoughton
Posted Date 1 month ago(8/18/2022 3:42 PM)
# of Openings
Commercial Operations


At Collegium Pharmaceutical, we are building a leading, diversified specialty pharmaceutical company committed to improving the lives of people living with serious medical conditions. We have a portfolio of meaningfully differentiated medications to treat serious medical conditions, including moderate-to-severe pain and acute migraine.


The Senior Director, Sales & Commercial Operations will be responsible for sales strategy programs and key commercial processes. This role will be responsible for sales force effectiveness (segmentation, targeting, resource planning, etc.), incentive compensation, sales insights, reporting and other operational functions (MRC process, vehicle program).  They will have oversight of all sales force optimization programs to ensure business objectives are met.


Persons applying for employment with Collegium Pharmaceutical on and after August 1, 2021, who are offered a position are expected to be able to provide proof of vaccination against COVID-19 prior to their start date as permitted under state law, unless they seek and are approved for an exemption by Collegium as a reasonable accommodation based on bona fide religious or medical grounds.



  • Oversee and provide leadership, strategic guidance, and prioritization for the business process leads responsible for Resource Deployment, Incentive Compensation, Field Insights & Analytics, and Field & Marketing Operations to deliver impactful, on-time, and error free outputs aligned with brand/corporate strategy
  • Supervise all aspects of the design, strategic & tactical management and execution of sales force optimization programs including segmentation, sizing, alignments, targeting, and sales incentive compensation
  • Drive analysis of promotional sensitivity and deployment strategy for possible product additions to the Collegium portfolio related to in-line, pipeline and business development opportunities
  • Guide the proactive generation of sub-national performance insights and lead the improvement of field business acumen through effective territory planning programs and training
  • Direct the identification of appropriate sub-national performance metrics and Key Performance Indicators (KPIs) and oversee the delivery of performance reports and sales dashboards (Business Intelligence tools)
  • Lead the optimization of territory alignments through ongoing refinement focused driving efficiencies
  • Oversee the incorporation of data feeds to ensure accurate and up-to-date data is utilized in reporting, analysis, incentive compensation administration, etc. in collaboration with data warehouse and Master Data Management (MDM) business process owners
  • Manage Administration of processes & systems related to promotional material review and vehicle & technology programs for field teams
  • Direct the development and management of Customer Relationship Management (CRM), Master Data Management, and Business Intelligence tools and systems including management of vendor relationships for optimal performance
  • Establish protocols and document key processes while minimizing manual intervention and creating efficiencies wherever possible
  • Uphold and consistently demonstrate Collegium’s Core Values
  • Translate functional plans into tangible goals for teams to deliver
  • Influence cross functionally and bridge critical connections
  • Work across teams to solve complex problems and work on new ideas
  • Possess deep knowledge within a technical area and some breadth
  • Manage managers or mid-large sized teams either directly or indirectly


  • Bachelor’s degree in relevant field required, Master’s degree in Business preferred
  • 10-12 years of Pharmaceutical or Life Sciences sales operations experience required including experience in Sales Force Effectiveness (SFE) implementation/management
  • Prior sales experience preferred
  • Experience managing and leading internal and external pharmaceutical sales operations teams required
  • Experience working closely with sales teams, senior management, and internal stakeholders to support development of sales strategies, tactics and ongoing performance management required
  • Must possess a high level of quantitative skills and be very detail-oriented


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