Senior Manager, Sales Operations - Pharma (Hybrid)


Philadelphia, PA, US


The purpose of Idorsia is to discover, develop and bring more, innovative medicines to patients. We have more ideas; we see more opportunities and we want to help more patients.  In order to achieve this, we will develop Idorsia into a leading biopharmaceutical company, with a strong scientific core.


Headquartered near Basel, Switzerland, the US Commercial Operations & Clinical Development teams are based near Philadelphia, Pennsylvania.  Idorsia is committed to meet the changing needs of healthcare professionals, patients and their families.  The core of what we do is to bring creative solutions to the market based on our science and data.


The Sr. Manager, Sales Operations is a significant player enabling the US sales organization to deliver on its business objectives.  This role supports commercial strategic priorities and driving execution effectiveness.


The Sr. Manager, Sales Operations is responsible for supporting and maintaining strategic programs in relation to the organization’s commercial efforts in the areas of sales performance reporting, sales force sub-national commercial analytics and insights, sales force alignment, incentive compensation, CRM, fleet, field communications, and vendor management. This position reports to the Director, Sales Operations and supports initiatives designed to drive sales engagement and performance and ensures cross-functional collaboration and strategic alignment to commercial and business objectives.


Primary Responsibilities:


  • Manages and supports Commercial Insights, Analytics & Operations (CIAO), reflecting clear alignment with the Commercial organization’s strategic priorities.
  • Acts as key point of contact for the US Sales team including the Area Sales Directors and District Sales Managers
  • Executes key activities within Commercial Operations, including but not limited to:
    • CRM (Veeva) – in conjunction with IT, ensures that the CRM system is operating in an effective and efficient manner. Supports CRM efforts to deploy new functionality, updates, and tools to help maintain a competitive advantage.
    • Territory Alignment Maintenance - leads efforts, with the direction of area and regional teams, to update territory alignment utilizing a vendor or mapping software.
    • Sales Reporting – works with leadership and IT to support a series of reporting dashboards to effectively monitor the business.
    • Master Data Management & Data Governance – in conjunction with IT and vendor partners, supports the system and processes in place to ensure a clean customer master. Acts as a primary resource for data inquiries internally and from the field and leads associated data stewardship efforts internally and with data suppliers.
    • Call Plan Development - supports call planning process and ensures timely roll out to the field.
    • Training – supports training efforts specifically related to Sales and Commercial Operations topics (data landscape, targeting, reporting, CRM, tools and resources)
    • Incentive Compensation (IC) – Collaborates with sales directors and vendor partners to manage the IC program and ensure the integrity of the data that feeds it. Partners with vendor on plan design and administration that is motivating for the sales force, aligns with business goals and meets compliance requirements.
    • Fleet – supports and manages the fleet program for all drivers.
    • Field Communications – helps to create and maintain an effective field communication program with sales management and specialists to ensure company strategy is executed.
    • HQ Support – supports internal executive data and reporting needs, collaborating with marketing and sales leadership to develop tools and reports as needed.
    • Other responsibilities as assigned.





  • Bachelor’s degree
  • 5 years’ experience in the pharmaceutical industry in a Sales or Marketing role with some or all the responsibilities being Commercial/Sales Operations or analytics. 
  • Experience with pharmaceutical syndicated sales data including IQVIA Xponent
  • Experience using Excel and Business Intelligence platforms such as PowerBI or Tableau for executing analytic tasks against pharmaceutical data for developing regular performance dashboards related to geographic and customer-level performance
  • Experience using Veeva CRM to track and report on field sales activities, validate customer information, and to enable new functionality that empowers field success.
  • Excellent facilitation and communication skills with the ability to successfully partner with cross-functional teams, senior leaders, vendors, and global business partners.
  • Adaptability, openness to, and enthusiasm for a fast-paced environment of change.


Highly valued and desirable additional skills and experience: 


  • Experience realigning territories utilizing software systems and managing ZIP-to-territory and Account-to-territory relationships
  • Experience participating in incentive compensation plan design and IC plan management for field-based selling organizations.
  • Management of master data records and associated research and data stewardship.
  • Ability to support field communication programs and act as a primary Operational contact for field sales.
  • Experience utilizing wholesaler and distribution data such as DDD, 867 and 852.
  • Experience with Medical Claims and Adjudication data such as IQVIA FIA or LAAD.
  • Experience with omnichannel, closed-loop marketing data and reporting
  • Experience with fleet program management and administration.
  • Understanding of the compliance requirements of pharmaceutical marketing and sales.
  • Ability to manage and optimize vendor relationships.


At Idorsia, we harness the power of difference, authenticity and inclusion to achieve business success. We are committed to fostering respect, fairness and equal opportunities for all job applicants and all our employees.  All qualified applicants will receive consideration for employment without regard to race, color, religion, sexual orientation, gender identity, age, national origin, or protected veteran status and will not be discriminated against based on disability.


Please be informed that if you are selected for this position, your employment will be subject to a pre-employment background screening process, of which you will be informed in greater detail in due course.


Idorsia operates a strictly controlled list of preferred recruitment partners. For those partners who have no valid, signed Master Service Agreement in place with Idorsia, please note that all unsolicited resumes, CVs, anonymous profiles, or any other candidate details submitted through our website or to personal e-mail accounts of employees of Idorsia Pharmaceuticals (including any of its subsidiaries, affiliates or related companies) are considered the property of Idorsia Pharmaceuticals and are not subject to payment of any form of introduction, placement or referral fees.

Nearest Major Market: Philadelphia