Associate Director, Sales Force Operations / Effectiveness
Nuvalent, Inc., Cambridge, Massachusetts, us, 02140
The Company
With deep expertise in chemistry, Nuvalent is working to create selective medicines designed with the goal to address the needs of patients with cancer. Nuvalent is an exciting early-stage company, bringing together experienced scientists and industry veterans with a proven track record in drug discovery, oncology drug development, and company building.
The Role Reporting to the Senior Director, Commercial Insights & Analytics, the Associate Director, Sales Force Effectiveness position will play a critical role in building and optimizing the sales infrastructure for our NSCLC portfolio. This individual will lead sales analytics, forecasting field goals, CRM management, incentive compensation design, territory alignment, and overall sales force effectiveness initiatives. The ideal candidate has strong oncology experience, a deep understanding of building unique customer engagement models, and elements of optimized sales force deployment in a launch environment.
Responsibilities
Develop and implement a comprehensive sales operations strategy to support NSCLC salesforce
Establish go-to-market model/sales force size and structure, territory alignments (manage field alignment roster), and targeting/call planning models to maximize field effectiveness
Design and manage incentive compensation plans, ensuring they align with business objectives and motivate performance, also including contests and award program design
Implement and optimize salesforce automation tools (CRM, field alerts/triggers, sales reporting dashboards, and field analytics platforms)
Lead field goal forecasting, sales reporting, and KPI tracking to assess field performance and identify growth opportunities
Work with sales leadership to design field business planning templates. To extent possible, pre-populate templates with relevant data for field team business reviews
Conduct national and sub-national market and sales trend analysis, providing actionable insights to sales leadership. Develop data-driven recommendations to enhance sales execution and customer engagement strategies
Consolidate performance metrics for mid and year end performance reviews, work with sales leadership to develop field coaching report process
Lead field force input team (FIT) with representatives from field team to create feedback loop between headquarters and field team
Competencies Include
Foster a culture of empowerment, collaboration, and a focus on patient impact
Stakeholder Influence & Communication – Strong ability to present complex data-driven insights to senior leadership and cross-functional teams
Collaboration Across Commercial Functions – Ability to work closely with Sales, Marketing, Market Access, Medical Affairs, and Finance to align strategies
Field Team Support & Engagement – Capability to design training on reports and support tools, and performance management systems to empower the field team
Problem-Solving & Decision-Making – Adept at anticipating challenges, troubleshooting issues, and making sound, strategic recommendations
Adaptability & Change Management – Ability to thrive in a fast-paced, evolving oncology environment, particularly in a launch setting
Demonstrated organizational skills to manage multiple projects simultaneously, prioritize projects effectively and communicate at all levels within the company
Qualifications
Bachelor’s degree in business, finance, or a related field (MBA preferred)
8+ years of sales operations and/or commercial analytics experience, with at least 5 years in oncology (NSCLC preferred)
Minimum of 3-5 years of experience in a fast-paced biotech startup environment, with proven ability to thrive in a resource-constrained setting.
Minimum of 3-5 years of experience in a pre-commercial pharma/biotech startup environment, with proven ability to build Sales Operations systems, processes and support infrastructure.
Strong expertise in sales force deployment, analytics, goaling/forecasting, and incentive compensation design and administration
Proficiency in CRM systems (e.g., Veeva, Salesforce), data analytics tools, deployment of field alerts/triggers, and reporting platforms
Experience supporting product launches and commercial expansion in biotech/pharma
Strong understanding of NSCLC treatment landscape, physician engagement, and market dynamics
Excellent analytical, communication, and leadership skills with the ability to present insights to senior stakeholders
Additional Information Nuvalent is committed to fair and equitable compensation practices, aiming to provide employees with competitive total rewards packages. The targeted salary range below reflects what Nuvalent reasonably and in good faith expects to offer for this position at the time of posting, but the final salary determination may be within or outside this range based on various factors, including, but not limited to, experience, skills, education, and market factors. The range will be reviewed regularly and is subject to change.
Nuvalent also offers a comprehensive benefit package to support our employees at each stage of their career, financial, health, and well-being journey, including medical, dental, and vision insurance, 401(k) retirement savings plan, generous paid time off (including a summer and winter company shutdown), and much more.
Annual Salary Range
$180,000 – $210,000 USD
EEO Statement
Nuvalent provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to religion, race, creed, color, sex, sexual orientation, alienage or citizenship status, national origin, age, marital status, pregnancy, disability, veteran or military status, predisposing genetic characteristics or any other characteristic protected by applicable federal, state or local law.
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The Role Reporting to the Senior Director, Commercial Insights & Analytics, the Associate Director, Sales Force Effectiveness position will play a critical role in building and optimizing the sales infrastructure for our NSCLC portfolio. This individual will lead sales analytics, forecasting field goals, CRM management, incentive compensation design, territory alignment, and overall sales force effectiveness initiatives. The ideal candidate has strong oncology experience, a deep understanding of building unique customer engagement models, and elements of optimized sales force deployment in a launch environment.
Responsibilities
Develop and implement a comprehensive sales operations strategy to support NSCLC salesforce
Establish go-to-market model/sales force size and structure, territory alignments (manage field alignment roster), and targeting/call planning models to maximize field effectiveness
Design and manage incentive compensation plans, ensuring they align with business objectives and motivate performance, also including contests and award program design
Implement and optimize salesforce automation tools (CRM, field alerts/triggers, sales reporting dashboards, and field analytics platforms)
Lead field goal forecasting, sales reporting, and KPI tracking to assess field performance and identify growth opportunities
Work with sales leadership to design field business planning templates. To extent possible, pre-populate templates with relevant data for field team business reviews
Conduct national and sub-national market and sales trend analysis, providing actionable insights to sales leadership. Develop data-driven recommendations to enhance sales execution and customer engagement strategies
Consolidate performance metrics for mid and year end performance reviews, work with sales leadership to develop field coaching report process
Lead field force input team (FIT) with representatives from field team to create feedback loop between headquarters and field team
Competencies Include
Foster a culture of empowerment, collaboration, and a focus on patient impact
Stakeholder Influence & Communication – Strong ability to present complex data-driven insights to senior leadership and cross-functional teams
Collaboration Across Commercial Functions – Ability to work closely with Sales, Marketing, Market Access, Medical Affairs, and Finance to align strategies
Field Team Support & Engagement – Capability to design training on reports and support tools, and performance management systems to empower the field team
Problem-Solving & Decision-Making – Adept at anticipating challenges, troubleshooting issues, and making sound, strategic recommendations
Adaptability & Change Management – Ability to thrive in a fast-paced, evolving oncology environment, particularly in a launch setting
Demonstrated organizational skills to manage multiple projects simultaneously, prioritize projects effectively and communicate at all levels within the company
Qualifications
Bachelor’s degree in business, finance, or a related field (MBA preferred)
8+ years of sales operations and/or commercial analytics experience, with at least 5 years in oncology (NSCLC preferred)
Minimum of 3-5 years of experience in a fast-paced biotech startup environment, with proven ability to thrive in a resource-constrained setting.
Minimum of 3-5 years of experience in a pre-commercial pharma/biotech startup environment, with proven ability to build Sales Operations systems, processes and support infrastructure.
Strong expertise in sales force deployment, analytics, goaling/forecasting, and incentive compensation design and administration
Proficiency in CRM systems (e.g., Veeva, Salesforce), data analytics tools, deployment of field alerts/triggers, and reporting platforms
Experience supporting product launches and commercial expansion in biotech/pharma
Strong understanding of NSCLC treatment landscape, physician engagement, and market dynamics
Excellent analytical, communication, and leadership skills with the ability to present insights to senior stakeholders
Additional Information Nuvalent is committed to fair and equitable compensation practices, aiming to provide employees with competitive total rewards packages. The targeted salary range below reflects what Nuvalent reasonably and in good faith expects to offer for this position at the time of posting, but the final salary determination may be within or outside this range based on various factors, including, but not limited to, experience, skills, education, and market factors. The range will be reviewed regularly and is subject to change.
Nuvalent also offers a comprehensive benefit package to support our employees at each stage of their career, financial, health, and well-being journey, including medical, dental, and vision insurance, 401(k) retirement savings plan, generous paid time off (including a summer and winter company shutdown), and much more.
Annual Salary Range
$180,000 – $210,000 USD
EEO Statement
Nuvalent provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to religion, race, creed, color, sex, sexual orientation, alienage or citizenship status, national origin, age, marital status, pregnancy, disability, veteran or military status, predisposing genetic characteristics or any other characteristic protected by applicable federal, state or local law.
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