Director, Sales Operations

Director, Sales Operations – Tissue Technologies

Changing lives. Building Careers.

Joining us is a chance to do important work that creates change and shapes the future of healthcare. Thinking differently is what we do best. To us, change equals opportunity. Every day, our colleagues are challenging what’s possible and making headway to innovate new treatment pathways to advance patient outcomes and set new standards of care.

The Director of Incentive Compensation is a senior Commercial Operations leader responsible for overseeing incentive compensation and sales channel planning across direct, dealer, and distribution sales models. This role leads a team of managers and analysts and owns end-to-end strategy and execution for incentive plans, territory design, distributor and dealer contract management, and associated workflows. Partnering closely with Sales, Finance, Legal, and IT, the Director ensures programs are aligned to business strategy, drive desired sales behaviors, and operate with accuracy, compliance, and scalability through strong governance, analytics, and process optimization.

Supervision Received

Global Head of Commercial Operations

Supervision Exercised

Leads a team of managers and analysts in Commercial Operations for the Incentive Compensation and Sale Channel Planning function.

Key Responsibilities

• Lead the global Incentive Compensation and Sales Channel Planning function within Commercial Operations, managing teams of managers and analysts that support all divisions and regions.
• Define and oversee incentive compensation strategy for Direct, Dealer, and Distribution sales models, ensuring alignment with business objectives and sales behaviors.
• Own territory and quota planning, including territory design, account alignment, and ongoing maintenance.
• Direct distributor and dealer contract management, governance, and compliance in partnership with Legal and Finance.
• Lead teams responsible for rebate and chargeback administration, including program setup, validation, processing, dispute resolution, and payment accuracy.
• Establish and manage end-to-end operational workflows supporting incentive pay, contracts, rebates, and chargebacks.
• Partner cross-functionally with Sales Leadership, Finance, Legal, IT, and HR to ensure accuracy, efficiency, and scalability of programs.
• Drive analytics, reporting, and performance insights to evaluate program effectiveness and inform decision-making.
• Enhance processes, controls, and enabling technologies to improve automation, transparency, and compliance.
• Develop and mentor global teams, fostering strong talent pipelines and consistent operating standards across geographies.

Key Competencies

• Strategic leadership in incentive compensation and sales channel operations.
• Global people leadership, including managing and developing managers and analytical teams.
• Deep expertise in incentive compensation design, administration, and governance.
• Strong understanding of Direct, Dealer, and Distribution sales models and channel economics.
• Territory and quota planning expertise, including account and hierarchy management.
• Experience with distributor and dealer contracting, compliance, and lifecycle management.
• Proficiency in rebate and chargeback program management, processing, and controls.
• Advanced analytical and problem-solving skills to drive insights and continuous improvement.
• Strong cross-functional collaboration and stakeholder influence at senior leadership levels.
• Operational excellence, including workflow design, process optimization, and automation.
• Systems and data fluency across incentive compensation, CRM, ERP, and reporting platforms.
• High attention to detail, financial accuracy, and regulatory compliance.

Qualifications

• Bachelor’s degree in Business, Finance, or related field; MBA or advanced degree preferred.
• 12+ years of progressive experience in commercial sales operations and incentive compensation planning.
• Proven leadership experience in commercial sales operations within a global medical device or healthcare company.
• Strong commercial mindset with a high degree of compliance and operational rigor.
• Exceptional communication, collaboration, and stakeholder management skills.

Systems, Tools and Equipment Used

• Proficiency in Microsoft Office Suite (Word, Excel, PowerPoint).
• Experience with Power BI, Oracle, Salesforce.com, and Sales Performance Management systems.
• Knowledge of data visualization tools and analytics platforms.

Salary Pay Range: $166,750.00 – $228,850.00 USD Salary

Our salary ranges are determined by role, level, and location. Individual pay is determined by several factors including job-related skills, experience, and relevant education or training. In addition to base pay, employees may be eligible for bonus, commission, equity or other variable compensation. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.

Subject to the terms of their respective plans, employees and/or eligible dependents are eligible to participate in the following Company sponsored employee benefit programs: medical, dental, vision, life insurance, short- and long-term disability, business accident insurance, and group legal insurance, and savings plan (401(k)).

Integra LifeSciences is an equal opportunity employer, and is committed to providing equal employment opportunities to all qualified applicants and employees regardless of race, marital status, color, religion, sex, age, national origin, sexual orientation, physical or mental disability, or protected veteran status.