Manager, Sales Operations

Position Summary

Reporting to the Associate Director, Sales Operations Reporting & Analytics, the Manager of Sales Operations will provide integrated Incentive Compensation (IC), sales reporting, and sales analytics support for assigned field teams. The role will translate commercial data into actionable insights, support accurate and compliant IC administration, and partner with Sales Leadership and cross-functional stakeholders to improve field execution, decision-making, and operational scalability.

This role will own recurring and ad hoc analytics, contribute to IC plan design, administration, and governance, and help build and strengthen the processes, documentation, controls, analytical capabilities, and technical requirements needed to support a scalable and sustainable IC operating model. The individual must exercise sound judgment and ensure integrity and compliance with all Braeburn policies and the Braeburn Code of Conduct.

Key Responsibilities

Incentive Compensation Administration, Analytics & Governance

• Support end-to-end execution of semester IC plans, including timelines, field sales roster and eligibility inputs, sales quota methodology, account allocations, individual performance objectives, kickers, contests, payout calculations, IC statements, and field communications.
• Develop, validate, and explain IC reporting, attainment results, payout calculations, variance drivers, and exceptions for Sales Leadership and cross-functional stakeholders.
• Perform quality control of IC data, calculations, outputs, and vendor deliverables; document issues, root causes, decisions, corrective actions, and approvals in an audit-ready manner.
• Maintain IC business rules, plan guides, process documentation, decision logs, exception logs, version control, and supporting materials to strengthen consistency, transparency, and compliance.
• Partner on IC plan modeling, scenario analysis, goal setting, payout curves, budget impact, fairness, and plan effectiveness.
• Partner with and support first-line managers and their teams to achieve operational excellence.
• Train new hires and provide ongoing education on Sales Operations topics.
• Collaborate effectively across all Braeburn cross-functional teams.

Sales Reporting, Analytics & Insights

• Ensure accurate and timely delivery of Field Reports in collaboration with technical data teams.
• Create and enhance standard and ad hoc reports and analyses leveraging field engagement activity, Braeburn trade sales data, secondary data, CRM data, and other approved sources to support sales force effectiveness.
• Deliver team-specific territory, account, targeting, execution, and performance insights that explain what is happening, why it matters, and recommended next actions.
• Monitor report accuracy and consistency; reconcile source data, document assumptions, identify root causes, and coordinate issue resolution with internal and external partners.
• Support recurring leadership reporting, dashboards, performance reviews, monthly territory summaries, and executive-ready insights with clear narratives and documented methodologies.
• Identify opportunities to standardize, automate, and scale recurring analyses while strengthening data governance and reducing manual effort and rework.

Cross-Functional Partnership

• Serve as a primary Sales Operations partner for assigned field teams, providing integrated support across IC, reporting, analytics, targeting, and related business rules.
• Partner with Sales Leadership, Finance, Human Resources, Compliance, Legal, Business Operations, Data Operations, Sales Planning, Training, and technology partners to align assumptions, timelines, decisions, and communications.
• Support account-based targeting, territory and account performance analysis, allocations, roster changes, and downstream reporting or IC impacts in collaboration with responsible functional owners.
• Train field sales employees and provide ongoing education on IC, reporting, data interpretation, inquiry processes, and applicable Sales Operations tools.
• Contribute to Sales Operations initiatives and maintain clear project plans, owners, milestones, risks, decisions, and follow-up actions.

Required Skills

• Advanced analytical skills, with strong proficiency in Microsoft Excel and PowerPoint.
• Working knowledge of CRM tools, business intelligence, data warehouse, and reporting environments.
• Strong project management, organization, communication, presentation, and stakeholder-management skills.
• Ability to translate complex compensation methodologies and commercial data into clear, accurate, decision-ready insights for varied audiences.
• Sound judgment, discretion, ethical behavior, and commitment to compliance when handling confidential compensation and employee information.
• Ability to thrive in a dynamic, accountable growth environment while balancing recurring operational cycles and ad hoc requests.
• Strong quality-control mindset with demonstrated attention to detail, reconciliation, documentation, version control, and auditability.
• Self-starter who is proactive, collaborative, open to feedback, and committed to continuous improvement.

Preferred Skills

• Working knowledge of AI fundamental principles, and experience using Claude / CoPilot for business use.
• Experience with Salesforce, SQL, AWS/Redshift, QuickSight, Tableau, Power BI, or other data visualization tools.

Education/Experience

• Bachelor's degree required; Business Administration, Analytics, Finance, or related degree preferred.
• 3+ years of pharmaceutical or life sciences Sales Operations, Incentive Compensation, Commercial Analytics, Sales Planning, or related experience.
• Hands-on experience with incentive compensation administration, reporting, goal setting, quota modeling, payout validation, field inquiries, or plan documentation strongly preferred.
• Experience in creating standard and ad hoc performance reporting and translating findings into actionable commercial recommendations.
• Experience with pharmaceutical syndicated, specialty pharmacy, specialty distributor, trade, claims, or other commercial data sources preferred.
• Experience documenting business requirements, business rules, operating procedures, controls, testing, or vendor-supported processes preferred.
• Experience supporting system implementation, vendor transition, capability assessment, or insourcing initiative is a plus.

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