Director, Commercial Analytics and Enablement

Position Overview

Immunome is building the commercial capabilities required to prepare for launch and scale a high-performing field organization. The Director, Commercial Analytics & Enablement will own the strategy, roadmap, and operating model for commercial analytics and enablement, connecting targeting, insights, governance, and execution discipline across Commercial.  

This leader will be responsible for designing and operationalizing foundational commercial execution components—including field force design inputs, targeting/segmentation and call planning refresh cycles, incentive compensation philosophy and plan design/administration/governance, commercial performance visualization and reporting strategy, and commercial analytics —while supporting core commercialization governance routines. 

Responsibilities

Analytics & Enablement Strategy and Operating Model 

• Own the commercial analytics, reporting, and enablement strategy, multi-quarter roadmap, and operating model that connects field execution needs to insights, performance management, and commercialization governance across Commercial. 
• Establish guiding principles and working norms that enable alignment, transparency, compliance, operational discipline, and patient-first execution across analytics and enablement activities.  
• Define an overarching commercial analytics and reporting strategy—including target audiences, decision use cases, and required cadence/timing—so leaders and field teams receive the right insight at the right time. 
• Establish a “push vs. pull” reporting model (push: proactive scorecards, alerts, and readouts; pull: governed self-service dashboards) with clear ownership, refresh expectations, and version control. 
• Set visualization and information-design standards (KPI definitions, drilldowns, thresholds/flags, annotations, and mobile-friendly layouts) to drive adoption, consistent interpretation, and actionability.  
• Translate business priorities into scalable analytics deliverables, operating cadences, and standardized outputs that support launch readiness and ongoing field effectiveness; measure adoption and continuously iterate based on usage and stakeholder feedback.  

Field Effectiveness and Deployment 

• Partner with Commercial leadership to support design of the field force structure (e.g., Sales, Market Development, Access) and provide analytic inputs to inform sizing, coverage, and deployment decisions. 
• Develop and maintain analytical assumptions, scenarios, and decision support materials to enable leadership alignment and clear tradeoffs (e.g., coverage models, workload, and capacity). 
• Lead development of territory alignments and rollout/change-management plans in partnership with Commercial Operations.  
• Lead targeting, segmentation, call planning, and alignment refresh cycles, ensuring clear governance, version control, documentation, and communication to field stakeholders. 
• Establish targeting and call planning business rules and refresh cadence; ensure outputs are reliable, field-usable, and aligned to strategy and compliance expectations. 
• Partner with Sales Leadership, Marketing, and Operations to translate field execution expectations into practical call plans, coaching routines, and performance management.  

Incentive Compensation (IC) Philosophy, Strategy, Plan Design, Administration, and Governance 

• Define and evolve the incentive compensation (IC) philosophy and strategy for Commercial field roles, aligning pay-for-performance to launch priorities, ethical/compliant behaviors, and patient-first outcomes. 
• Partner with Commercial Leadership, Finance, and HR to design IC plans (measures, weights, pay mix, thresholds/target/max, payout curves, accelerators, caps, and guarantees/SPIFFs as appropriate), including territory/quota/goal setting approaches and plan documentation. 
• Lead end-to-end IC administration planning, including eligibility rules, crediting/attribution logic, data inputs, system configuration requirements, calendars, and field communications.  
• Design and implement strategic rewards and recognition initiatives (monetary and non-monetary) that reinforce commercial priorities, motivate high performance, and support business goals.  
• Establish and maintain IC governance controls (approval workflows, change control, documentation, audit trails, segregation of duties, and exception policy) to ensure calculations and payouts are accurate, timely, and auditable. 
• Own IC payout and close/true-up processes, including payout previews, leadership approvals, and coordination with Finance/HR/Payroll and external vendors as needed.  
• Manage IC inquiry, dispute-resolution, and remediation processes, including investigation, retroactive adjustments, overpayment recovery/clawbacks where applicable, and root-cause prevention. 
• Perform ongoing IC performance analytics (plan effectiveness, payout distributions, and behavioral impact) and recommend optimizations to improve clarity, predictability, and strategic alignment.  

Data Visualization, Reporting, and Performance Management  

• Deliver data visualization and standardized reporting that enables transparent performance management and insight generation for commercial execution. 
• Define KPI frameworks, metric definitions, and standardized reporting views that support leadership and field operating rhythms (e.g., weekly/monthly business reviews, launch readiness, CLT updates).  
• Establish a metrics dictionary and data-quality monitoring to ensure dashboards are trusted, actionable, and consistently interpreted across teams. 
• Support the evaluation, selection, and optimization of analytics and enablement tools (e.g., CRM reporting, BI tools, incentive compensation platforms), ensuring adoption and value realization.  

Field Analytics Training, Enablement, and Adoption  

• Design and deliver field analytics training and enablement to drive adoption and consistent use of analytics, dashboards, and performance routines. 
• Create role-based training materials, job aids, and SOPs that help field teams interpret insights, translate them into actions, and operate within governance expectations. 
• Partner with Enablement/Training and Field Leadership to embed analytics into onboarding, reinforcement, and manager coaching routines.  

Field Operating Model and SOP Development  

• Develop and maintain the field operating model and SOPs that support targeting governance, performance routines, and analytic workflows. 
• Establish standardized processes for requests, prioritization, delivery, and communication of analytics outputs to reduce variability, improve speed-to-insight, and manage stakeholder expectations.  

Cross-Functional Partnership, Governance, and Compliance  

• Partner closely with Sales, Marketing, Finance, HR, Legal/Compliance, Commercial Operations, Distribution, and other stakeholders to ensure analytics outputs and governance routines are aligned, compliant, and decision-ready. 
• Maintain documentation, SOPs, and governance controls that support auditability, appropriate use, and consistent execution across commercial enablement and analytics processes. 

Qualifications

• Bachelor’s degree required; advanced degree preferred (e.g., Business, Analytics, Economics, Operations, Engineering, or related). 
• 10+ years of experience in biotech/pharmaceutical commercial operations, sales force effectiveness, analytics, field operations, incentive compensation, and/or enablement functions, or equivalent experience.  
• Demonstrated experience leading targeting, segmentation, and call planning processes, including refresh cycles and governance in a compliant environment.  
• Demonstrated experience defining incentive compensation (IC) philosophy/strategy and leading end-to-end IC plan design, quota/goal setting, administration, payout governance, and remediation/dispute resolution in partnership with Finance, HR, and Legal/Compliance.  
• Proven ability to define and operationalize a commercial analytics and reporting strategy (audiences, cadence/timing, push/pull distribution, and visualization standards) and deliver dashboards, KPI tracking, and standardized reporting for performance management and leadership governance routines.  
• Strong technical fluency with commercial analytics toolsets (e.g., Excel, Power BI/Tableau, SQL) and CRM environments (e.g., Salesforce/Veeva); familiarity with incentive compensation/commission platforms (e.g., Xactly, Varicent, Anaplan, SAP Callidus, CaptivateIQ, Spiff) is a plus. 
• Experience managing external vendors/consultants; ability to define scope, manage deliverables, and drive outcomes with external partners.  
• Ability to travel as needed (up to ~20%) and work effectively across time zones with cross-functional teams and external partners.  

Knowledge and Skills

• Strategic, execution-oriented leader with strong operational discipline and comfort building new capabilities in a fast-paced, dynamic biotech environment. 
• Strong analytical problem-solving skills with the ability to translate complex inputs into simple, action-oriented insights and governance-ready outputs.  
• Deep understanding of field execution levers (targeting, call planning, incentive compensation design/administration, operating rhythms) and how to enable performance through clear metrics, reporting, and manager coaching.  
• Strong understanding of incentive compensation controls and operating mechanics (crediting, quota/goal logic, payout calculations, documentation, auditability, exception handling, and remediation/true-ups), along with strong data-visualization and information-design skills.  
• Strong communication and stakeholder management skills; ability to align cross-functional teams and drive decisions through data and structured recommendations. 
• Ability to design and deliver effective enablement and training to ensure field adoption of analytics, dashboards, and performance routines.  
• High integrity with a demonstrated commitment to compliant behaviors, transparency, and patient-first execution.  
• Strong program and project management skills, including prioritization, change management, and continuous improvement mindset.