Anthony Gallirio

Commercial Operations and Commercial Excellence leader with 18+ years of experience leading sales operations, commercial analytics, sales force effectiveness, launch readiness, executive reporting, and commercial execution across pharmaceutical and biotechnology organizations while providing strategic oversight of incentive compensation programs. Expertise includes annual incentive plan design, commission administration, SPIFF & Sales Incentive Programs, quota methodology, sales crediting, forecasting, budgeting, compensation governance, executive reporting, and commercial analytics. Managed incentive compensation budgets up to $14M and SPIFF portfolios up to $4M supporting eight commercial organizations and 315 representatives.

Associate Director Incentive Compensation - ACADIA PHARMACEUTICALS

(2025-03 - 2026-06)

Scope: 5 commercial organizations • 225 representatives • $12M incentive compensation • $3M SPIFF portfolio (Position merged with another position during Dept. reorganization)

• Led enterprise incentive compensation strategy, governance, executive reporting, and cross-functional operational alignment.
• Directed migration from IQVIA Incentive Compensation360 to ZS ZAIDYN.
• Led commercial planning processes including quota deployment, sales crediting governance, forecasting, operational readiness, accrual management, and field execution.
• Directed field performance initiatives and targeted incentive programs from business case development through ROI analysis to accelerate strategic priorities.
• Developed executive dashboards providing leadership with actionable insights into commercial performance, field execution, incentive attainment, and operational KPIs.

Senior Manager Incentive Compensation - FERRING PHARMACEUTICALS

(2023-04 - 2024-04)

Scope: 8 commercial organizations • 315 representatives • $14M incentive compensation • $4M SPIFF portfolio (Position eliminated; outsourced to IC Vendor)

• Directed enterprise incentive compensation supporting field execution, performance analytics, and operational governance.
• Redesigned commercial planning processes, territory support models, quota methodologies, and performance measurement.
• Managed strategic field IC investments through forecasting, execution, attainment validation, and post-program ROI analysis.
• Delivered executive reporting, commercial analytics, KPI scorecards, and business insights supporting leadership decision making.
• Partnered with Executive Leadership, Finance, HR, Compliance, Marketing, and Sales to optimize commercial execution.

Director Data Strategy & Analytics - ANI PHARMACEUTICALS

(2022-01 - 2023-02)

Scope: 2 commercial organizations • 75 representatives • $4M incentive compensation • $1M SPIFF portfolio (Reduction in force implemented post launch of initial Brand product resulting in Position being eliminated)

• Led commercial analytics, KPI reporting, sales performance measurement, and operational planning.
• Developed commercial performance frameworks, field incentive strategies, and launch support initiatives aligned to business objectives.
• Automated executive dashboards delivering real-time commercial, sales, and operational performance visibility.

Associate Director Commercial Operations & Analytics - UROGEN PHARMA

(2020-01 - 2021-12)

Scope: 4 commercial organizations • 110 representatives • $3M incentive compensation • $1M SPIFF portfolio (Management departures left company in precarious position after product launch during pandemic failed to take off)

• Built the commercial operations infrastructure supporting product launch, establishing incentive compensation administration, sales analytics, executive reporting, field performance measurement, and governance processes.
• Directed commercial operations processes supporting quota deployment, sales crediting, governance, executive reporting, operational compliance, and field performance.
• Designed strategic field engagement programs supporting product launch, sales acceleration, financial forecasting, operational execution, and ROI analysis.
• Developed Tableau executive dashboards delivering real-time visibility into commercial performance, launch metrics, sales productivity, and executive KPIs.

Senior Client Consultant - NNP CONSULTING

(2017-01 - 2020-01)

• Consulted on commercial operations strategy, commercial analytics, territory design, sales force effectiveness, and reporting optimization.
• Delivered governance improvements and executive reporting enhancements.

Assoc. Dir., Sales Force Effectiveness (transferred to Sales Ops support of PharmaDerm Sales Team) - SANDOZ PHARMACEUTICALS

(2016-01 - 2017-01)

Scope: 4 commercial organizations • 95 representatives (Position eliminated when PharmaDerm was sold to Aurobindo)

• Led Sales Force Effectiveness initiatives focused on territory optimization, commercial analytics, executive reporting, field productivity, and organizational performance.
• Created Tableau dashboards integrating commercial performance, field execution, territory analytics, and leadership KPIs to support data-driven decision making.

Director Brand Sales Operations - LUPIN PHARMACEUTICALS

(2010-05 - 2015-12)

Scope: 5 commercial organizations • 195 representatives • $11M incentive compensation • $3.5M SPIFF portfolio Directed enterprise commercial operations supporting five national sales organizations while overseeing sales operations, forecasting, executive reporting, and overseeing an $11M annual incentive compensation budget and $3.5M SPIFF portfolio while driving forecasting, governance, executive reporting, and commercial analytics.

• Directed enterprise sales operations including forecasting, quota deployment, governance, field communications, and operational reporting.
• Led enterprise commercial initiatives and targeted field performance programs totaling $3.5M to support strategic business objectives.
• Partnered with Executive Leadership, Sales, Finance, Human Resources, and Marketing to align commercial strategy, analytics, reporting automation, and operational excellence with business objectives.

Client Services Director - THE ENCIMA GROUP - Newark, Delaware

(2010 - 2011)

Senior Manager for Business Performance and Analytics - HEALTHBRIDGE INC. - Lincoln Park, New Jersey

Senior Consultant, Northeast - THE KRIEGER GROUP LLC - Powell, Ohio

Associate Director of Sales Operations - GENTA INCORPORATED - Berkeley Heights, New Jersey

Associate Director of Client Services - MARKETRX, INC. - Bridgewater, New Jersey

Director, Client Services - PUBLICIS SELLING SOLUTIONS - Lawrenceville, New Jersey

Senior Business Consultant - CUSTOM SOLUTIONS GROUP-VERISPAN LLC - Yardley, Pennsylvania

Manager of Account Development - ARCLIGHT SYSTEMS LLC - Westerville, Ohio

Manager of Sales Analysis and Incentive Compensation - ORGANON PHARMACEUTICALS - West Orange, New Jersey

Manager of Sales Performance Measurement and Incentive Compensation - NOVO NORDISK PHARMA - Princeton, New Jersey

Direct Sales-Client Sales Analyst - IMS HEALTH, INC. - Totowa, New Jersey

Bachelor of Arts - Political Science & History - Mount St. Mary's University