Director of Business Operations, Rare Disease - Sleep Business Unit

Director of Business Operations, Rare Disease – Sleep Business Unit

The Director of Business Operations, Rare Disease – Sleep Business Unit serves as a strategic partner to the Vice President of Sales and the Sleep Field Leadership Team (SFLT). This role ensures seamless collaboration between the Field and Headquarters, leading cross-functional initiatives that drive operational excellence, strategic execution, and field effectiveness. In addition, the Director will oversee the Vacancy Management function, ensuring business continuity and customer engagement during territory transitions while supporting the onboarding of new field personnel.

This is a headquarters-based position reporting to the VP of Sales, Rare Disease – Sleep BU. Alkermes has recently adopted a hybrid working environment to support and meet the needs of employees. This role will be based in the Waltham, MA office and operate in a flexible environment with 60% of time in the office and 40% from home.

Responsibilities

Strategic & Operational Leadership

• Represent the VP of Sales in key HQ and Field meetings, ensuring projects remain aligned with sales strategy and field priorities.
• Engage in strategic and directional planning as an active member of the SFLT.
• Maintain an active network of field contacts to enable bidirectional communication between the Field and HQ.
• Lead and facilitate the Field Insight/Advisory Council to inform business decisions and strategy.
• Conduct periodic field coaching visits to stay attuned to field dynamics.
• Actively mentor field and HQ colleagues, contributing to leadership development and succession planning.
• Participate in the hiring and selection of Field and HQ colleagues as appropriate.

Business Analysis & Opportunity Identification

• Assess current business performance using key dashboards and analytics to identify trends, opportunities, and areas for improvement at the National and Sub-National levels.
• Provide actionable recommendations to enhance sales execution and operational efficiency.
• Collaborate cross-functionally with Marketing, Managed Markets, HR, IT, Compliance, Finance, Analytics and Field Reimbursement to deliver data-driven business solutions.

Sales Execution & Performance Optimization

• Monitor execution against business targets to identify performance gaps and opportunities.
• Partner with Regional Business Directors (RBD's) to evaluate and strengthen management performance tools and field execution.
• Develop and review key performance metrics in collaboration with Marketing, Finance, Analytics, Field Reimbursement and Compliance.
• Support business acumen training initiatives to enhance territory management and commercial capabilities across the field organization.

Vacancy Management Leadership

• Lead the Vacancy Management function and grow its future state capabilities.
• Direct and oversee a team of Eversana Overlay TBM's, ensuring effective coverage and continuity during territory vacancies or leaves of absence.
• Oversee planning and coordination with RBD's, Marketing, and Patient Access Services to maintain a positive customer experience during transitions.
• Ensure timely and effective onboarding support for new TBMs to drive early engagement and productivity.
• Monitor vacancy coverage performance and identify opportunities to optimize field deployment and customer engagement strategies.

Strategic Account and Marketing Collaboration

• Partner with the VP of Sales and RBD's to identify and support key strategic accounts across the business.
• Provide field insight and strategic direction to the Brand Marketing team on market dynamics, competitive trends, and customer needs.
• Support Marketing in the development of HCP-facing content and programs informed by real-world field feedback.

Commercial Analytics & Communication

• Serve as the "Field Intelligence" liaison, providing feedback and context to the Data, Analytics, and Insights team.
• Assist in creating and updating National and Regional business reviews.
• Assist in preparing for Monthly Business Reviews.
• Partner in the planning and content development of quarterly and national sales meetings.
• Support preparation of incentive compensation updates and presentations.

Qualifications

Minimum Requirements

• Bachelor's Degree required; MBA preferred or in progress.
• 10+ years of professional experience, including experience in commercial operations, field sales leadership, or marketing.

Preferred Experience

• Strong understanding of the sleep marketplace
• Previous marketing experience a plus
• Strong analytical, strategic thinking, and problem-solving abilities.
• Proven experience building cross-functional coalitions to execute complex initiatives.
• Excellent written, verbal, and presentation communication skills.
• Proficiency in Microsoft Office (Excel, PowerPoint, Outlook, Word) and sales automation systems.
• High initiative, independence, and sound judgment in fast-paced, ambiguous environments.
• Demonstrated ability to lead and mentor teams effectively.
• Commitment to compliance with all applicable regulatory, legal, and operational standards.

Travel Requirements

• Up to 30% travel