Senior Director, Sales Operations

Division Overview

Eugia is US-based independent specialty pharmaceutical company focused on generic sterile injectables, oncology, hormones, and ophthalmic medicines. Eugia has best-in-class, dedicated manufacturing and R&D capabilities to meet customer needs as they emerge. We are committed to consistently providing our customers with high quality specialty medicines.

Eugias mission is to make the process of buying specialty pharmaceutical products an experience customers look forward to, and our vision is to become synonymous with excellent customer service and continuously improve upon this excellence by being transparent, responsive, and consistent. We are expanding Eugias capabilities to include the manufacture of highly complex injectables to answer that need.

Eugia is the partner of choice to deliver on the promise of generic specialty pharmaceuticals.

Job Overview

The Senior Director, Sales Operations is a key member of the Eugia Leadership Team and is responsible for the strategic direction, operational management, and continuous improvement of Sales Operations functions. This role provides leadership and oversight for Customer Service, Contract Administration, Rebate Administration, Government Pricing, and Claims Administration while driving operational excellence across the commercial organization.

The Senior Director serves as a trusted business partner to leadership and collaborates across Sales, Supply Chain, Marketing, Finance, Legal, and other functional areas to ensure effective execution of commercial strategies, customer support initiatives, contract compliance, pricing administration, and revenue optimization. This role is responsible for developing scalable processes, driving efficiencies, mitigating risk, and supporting the continued growth of the business.

The position reports in the President and is based in East Windsor NJ with one (1) day a week remote.

Responsibilities

Leadership & Cross-Functional Collaboration

• Provide strategic leadership and oversight for Customer Service, Contract Administration, Rebate Administration, Government Pricing, and Claims Administration.
• Lead, develop, and mentor team members, fostering a culture of accountability, collaboration, continuous improvement, and customer service excellence.
• Partner closely with leadership across Supply Chain, Marketing, Legal, Sales, Finance, and other functional teams to align commercial strategies and operational processes.
• Participate in regular meetings with colleagues and manufacturing partners to ensure alignment on supply, customer requirements, and operational priorities.
• Drive cross-functional initiatives, resolve complex business issues, improve communication, and champion organizational objectives.
• Identify opportunities to improve business processes, efficiency, and operational effectiveness across the commercial organization.

Compliance & Risk Management

• Serve as the business owner for compliance activities within Sales Operations, including but not limited to contracting, government pricing, rebate administration, chargebacks, claims administration, licensing, reporting obligations, customer programs, and related commercial transactions.
• Establish, maintain, and enforce policies, procedures, controls, and documentation supporting compliant Sales Operations processes and regulatory obligations.
• Monitor regulatory and industry developments impacting Sales Operations activities, assess business impact, and implement necessary process, system, and procedural changes.
• Lead responses to customer audits, governmental inquiries, compliance reviews, and reporting requirements related to Sales Operations functions.
• Identify, assess, and mitigate compliance and operational risks associated with Sales Operations activities.
• Escalate significant compliance, regulatory, or business risks to executive leadership and recommend appropriate corrective actions when necessary.

Contract & Fee Management

• Lead contract strategy, administration, and execution for Group Purchasing Organizations (GPOs), wholesalers, distributors, and other commercial partners.
• Negotiate commercial terms and conditions to support company objectives while maintaining compliance and minimizing business risk.
• Oversee the preparation, review, maintenance, and administration of customer agreements and contract documentation.
• Lead iContracts initiatives, including Sales Reporting, Government Pricing, and State Price Transparency programs.
• Review and approve monthly and quarterly administrative fees, rebates, and contract-related financial obligations.
• Oversee the management and administration of commercial fees, licensing fees, subscription fees, and failure-to-supply claims.
• Develop and implement strategies that optimize fee structures while supporting revenue growth and customer relationships.

Rebates, Chargebacks & Government Pricing

• Lead rebate, chargeback, and government pricing programs while ensuring compliance with contractual and regulatory obligations.
• Oversee CMS claim submissions and ensure all reporting requirements and deadlines are met.
• Resolve disputes and collaborate with state agencies, customers, and business partners when necessary.
• Develop and enhance rebate programs that support commercial growth objectives while appropriately managing financial exposure.
• Ensure compliance with all applicable federal, state, and industry requirements related to government pricing and rebate administration.
• Identify and implement opportunities to automate and streamline rebate, chargeback, pricing, and customer master data management processes.

Customer Service & Claims Administration

• Provide leadership and oversight to ensure exceptional customer service for both internal and external stakeholders.
• Establish service standards, monitor performance metrics, and implement continuous improvement initiatives.
• Oversee the timely and accurate processing of customer claims, including shortages, overages, damages, and returns.
• Ensure appropriate validation, approvals, tracking, reporting, and resolution of claims.
• Collaborate with customers, wholesalers, third-party logistics providers, and internal stakeholders to facilitate efficient issue resolution.
• Oversee outdated and expired goods return processes in partnership with third-party logistics providers.

Strategic Leadership & Commercial Operations

• Provide strategic oversight of commercial operations processes to support business objectives, customer satisfaction, and revenue growth.
• Develop and enhance reporting, analytics, and key performance indicators to support data-driven decision making across the organization.
• Partner with Commercial, Finance, Supply Chain, Marketing, and Leadership teams to identify opportunities for process improvement, scalability, and operational effectiveness.
• Support commercial planning, forecasting, and business analysis initiatives to drive business performance.
• Oversee state licensing requirements and related compliance activities.
• Lead strategic projects and process improvement initiatives that support organizational growth and operational efficiency.
• Evaluate and implement systems, tools, and processes that improve accuracy, productivity, and customer experience.
• Represent Eugia at industry meetings, trade shows, customer events, and other external engagements as needed when applicable.
• Provide leadership and support for business initiatives that contribute to the organization's long-term success and competitive position.

This is not an exhaustive list of all responsibilities, duties, skills, efforts, or requirements associated with the role. While this is intended to be an accurate reflection of the current job, management reserves the right to revise the job or to require that other or different tasks be performed as assigned with or without notice.

Qualifications - Skills & Requirements

• Experience managing, coaching, and developing high-performing teams, with a demonstrated ability to foster engagement, accountability, collaboration, and professional growth.
• Strong working knowledge of pharmaceutical regulatory and compliance requirements impacting Sales Operations, including government pricing, customer contracting, rebates, chargebacks, licensing, reporting obligations, and related federal and state regulations
• Strong business acumen with the ability to align operational initiatives with organizational objectives.
• Advanced Microsoft Excel skills with the ability to analyze and interpret complex data.
• Proficiency with Microsoft Office Suite and business systems.
• Excellent verbal, written, presentation, and interpersonal communication skills.
• Strong project management, organizational, and problem-solving abilities.
• Demonstrated ability to manage multiple priorities in a fast-paced environment.
• Experience driving process improvement, operational efficiency, and cross-functional collaboration.
• Ability to build strong relationships with internal and external stakeholders.

Education & Experience

• Minimum Bachelor's degree or relevant equivalent experience
• 10+ years of progressive experience in pharmaceutical Sales Operations, Contract Administration, Commercial Operations, Government Pricing, or related functions.
• Thorough understanding of pharmaceutical regulations, government pricing requirements, contractual obligations, and reporting requirements impacting Sales Operations.
• Significant experience within the generic pharmaceutical industry required.
• Demonstrated experience leading teams, managing complex commercial operations, and driving operational improvements.
• Experience working with wholesalers, distributors, Group Purchasing Organizations (GPOs), chargebacks, rebates, and government pricing programs.
• Proven track record of partnering with senior leadership to support business growth and operational excellence.

The annual base salary range for this position is $190,000.00 to $235,000.00 depending on factors such as experience level, knowledge, skills, and abilities. Final compensation decisions will consider these and other relevant business needs. In addition to base salary, this position is eligible for an annual bonus, with target percentages varying by role. The total compensation package may also include discretionary incentives and role-based monthly allowances (e.g., cell phone or car allowance, where applicable).

Health and Welfare Offerings:

• Medical Insurance: Choice of four Horizon Blue Cross Blue Shield of New Jersey plans - Premiums and coverage vary by plan.
• Prescription Coverage: Included with medical insurance
• Dental Insurance through Cigna
• Vision Insurance through VSP
• Life and AD&D Insurance: Company-paid Basic Life and AD&D with optional Supplemental coverage.
• Disability Insurance: Voluntary Short-Term Disability and Long-Term Disability
• Flexible Spending Accounts (FSAs): Health and Dependent Care
• Health Savings Account (HSA): Offered with HDHP enrollment
• Voluntary Benefits: Identity Theft Protection, Critical Illness Insurance, Accident Insurance, and Legal Insurance
• Employee Assistance Program (EAP): Confidential support services at no cost.
• 401(k) Retirement Plan: Pre-tax and Roth contribution options available, with company match; vesting applies.
• Paid Time Off: Includes vacation, PTO, and company holidays (varies by role and tenure).
• Employee Referral Program: $1,000 bonus for each qualified hire you refer.

Physical Requirements

OFFICE POSITION - While performing the duties of this job the employee is required to Stand, sit; talk, hear, and use hands and fingers to operate a computer and telephone keyboard reach, stoop kneel to install computer equipment Specific vision abilities required by this job include close vision requirements due to computer work Light to moderate lifting is required Moderate noise (i.e. business office with computers, phone, and printers, light traffic). Ability to sit at a computer terminal for an extended period of time Sedentary work Exerting up to 10 pounds of force occasionally and/or negligible amount of force frequently or constantly to lift, carry, push, pull or otherwise move objects, including the human body. Sedentary work involves sitting most of the time. Jobs are sedentary if walking and standing are required only occasionally and all other sedentary criteria are met.

Blood/Fluid Exposure Risk

Category III: Tasks involve no exposure to blood, body fluids or tissues. Category I tasks are not a condition of employment.