About the Job

The Senior Manager, Field Operations plays a critical role in driving sales force effectiveness and operational excellence across the commercial organization. This position is responsible for supporting the end-to-end administration of incentive compensation plans and payouts for all field-based teams in collaboration with the Head of Commercial Operations. The role also oversees fleet management and leads efforts related to field force alignment, territory design, and targeting. A key component of the role involves leveraging sub-national analytics to generate actionable insights that guide targeting strategies and inform local execution, in collaboration with the analytics lead. The Senior Manager will work closely with the sales leadership team to support P&L management. This highly cross-functional role partners with analytics, marketing, finance, and HR to execute field operations initiatives aligned with business objectives and growth priorities.

Key Responsibilities

• Support the administration of incentive compensation plans, ensuring accuracy, transparency, and timely payouts for all field-based teams in collaboration with the Head of Commercial Operations. Develop, implement and lead sales compensation communication and training programs. Monitor IC performance and conduct analyses to ensure the plan aligns to FMI’s IC philosophy. Prepare presentations, payouts, and business rule documents for various internal stakeholders and IC plan participants. Design and manage annual guidelines and contests, including proposals for spots to be earned by sales teams while ensuring alignment to budget.
• Support field force alignment, including territory design and targeting in collaboration with the head of commercial operations and marketing insights team
• Manage fleet operations and serve as the primary point of contact for vehicle-related programs and policies.
• Leverage sub-national analytics to generate actionable insights that guide local and regional sales strategies in collaboration with the analytics lead.
• Recommend changes that are cost-effective and consistent with sales compensation trends and company objectives.
• Provide P&L support to Regional Sales Directors, helping to evaluate and optimize the performance of regional campaigns and resource allocation.
• Partner cross-functionally with analytics, finance, HR, and IT to ensure seamless execution of field operations initiatives.
• Support strategic planning and forecasting by providing data-driven insights and operational recommendations to commercial leadership. Act as a trusted business partner to internal stakeholders, keeping your ‘customer’s needs’ top of mind
• Ensure compliance with internal policies and external regulations related to field operations and incentive programs.
• Create/review compliance guidance and policies, such as temporary coverage and global draw policy, for global consistency.
• Support all training initiatives as needed in partnership with training and development.

Qualifications

Basic Qualifications

• Bachelor’s Degree or equivalent experience required
• 8+ years of experience in sales operations, field operations, commercial analytics, or a related discipline
• Experience in healthcare, diagnostics, biopharma, or med device industry, in a business or sales operations department
• Experience with incentive compensation design and administration
• Deep experience in designing and implementing variable compensation plans and programs, including Management by Objectives (MBO) plans, and sales performance incentive funds (SPIF)
• Experience with solving complex issues using strong analytical and creative problem-solving skills
• Strong process orientation, numerical aptitude and attention to detail
• Intermediate to Advanced Microsoft Excel and PowerPoint experience
• Strong analytical skills with the ability to interpret and apply data to business decisions
• Proven ability to manage cross-functional projects
• Excellent communication, organizational, and problem-solving skills

Preferred Qualifications

• Experience working with senior sales and commercial leaders
• Hands-on experience with field force alignment, territory design, and targeting strategies
• Working knowledge of fleet management systems and vendor coordination
• Familiarity with CRM platforms (e.g., Veeva, Salesforce) and data management tools
• Demonstrated ability to support P&L decision-making at the regional or national level
• Demonstrated ability to be proactive and capable of delivering results that exceed expectations
• Demonstrated ability to manage multiple projects simultaneously
• Ability to maintain a high level of productivity in a fast-paced setting
• Ability to simplify a complex situation into a clear and concise message
• Strong organizational, operational, and problem-solving skills
• Commitment to FMI values: patients, innovation, collaboration, and passion

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