Director/Associate Director, Commercial Analytics

Director/Associate Director, Sales Operations & Incentive Compensation

Company Overview

KMK is a leading global data analytics and technology consulting firm, dedicated to empowering leaders in the Life Sciences sector with data-driven insights for improved decision-making. Our cutting-edge data analytics and software platforms cater to diverse needs, including data science, commercial operations, real-world evidence, and cloud information management. We enhance business strategies and operations through advanced analytics, extensive data sources, and deep technical and domain expertise. Our SalesOps™ platform drives commercial excellence by providing analytical guidance for sales planning and operations. We excel in data management using the latest cloud technologies and big data innovations.

With over 220 employees worldwide and a rapidly growing client base that includes several top 10 global Life Sciences companies, KMK offers high-touch on-site and onshore services supported by a global delivery platform.

Position Overview

We are seeking a Director/Associate Director of Sales Operations & Incentive Compensation to drive strategic insights on incentive compensation, targeting, and alignment. This role will be pivotal in business development, focusing on expanding existing business and acquiring new clients. The successful candidate will facilitate data-driven decisions to support revenue and profit growth.

Primary Responsibilities:

• Lead client projects on incentive compensation (IC) design, operations, and sales force effectiveness (SFE), ensuring alignment with business goals.
• Partner with Sales, Marketing, Commercial Operations, and IT stakeholders to develop compensation strategies, call planning approaches, and CRM/reporting solutions.
• Provide strategic oversight and actionable insights on Salesforce alignment, call planning/targeting, and IC modeling.
• Oversee deployment and optimization of IT tools (e.g., Veeva, Salesforce, Tableau, Power BI, Alteryx) to enhance IC and SFE processes.
• Manage and mentor project teams, fostering capability development and ensuring delivery excellence across accounts.
• Build strong client relationships through stakeholder management, governance, and effective communication of results and recommendations.
• Drive continuous improvement and innovation in IC and SFE methodologies, establishing best practices and thought leadership.
• Create and manage quarterly alignment, call plans, sales goals, and payouts, and oversee vendor collaboration for outsourced processes.

Qualifications:

• Bachelor’s or Master’s degree in business, Analytics, Life Sciences, Engineering, or related field; MBA or advanced degree preferred.
• 8–12 years of experience in pharma/biotech consulting or commercial operations with expertise in incentive compensation (IC) and sales force effectiveness (SFE).
• Proficiency in analytics and reporting tools (SQL, pyhton, Tableau or Power BI, Excel) and familiarity with CRM platforms (Veeva, Salesforce Health Cloud) is preferred.
• Strong understanding of pharma commercial models, field force structures, IC design methodologies, call planning/targeting, and compliance requirements.
• Demonstrated leadership in managing and mentoring teams, balancing multiple client accounts, and ensuring delivery excellence.
• Strong stakeholder management skills, with experience partnering across Sales, Marketing, Commercial Operations, and IT.
• Excellent communication and presentation skills, with the ability to translate complex analytics into clear, actionable insights.
• Proven track record of driving improvements, implementing scalable solutions, and delivering thought leadership in IC and SFE.