Associate Director, Field Deployment and Incentive Compensation

Company: Sanofi

Job Description

Associate Director, Field Deployment and Incentive Compensation is responsible for overseeing the execution and delivery of strategic deliverables in Field Design & Deployment, Incentives and Execution adherence in the US Market. This is a critical role with ambition to continuously innovate to drive growth and execution for all US businesses. The successful candidate will align and collaborate with all BOS Functional Leaders, other cross-functional support functions, Business Unit and Sales Leaders to ensure excellence in execution. In addition, the candidate will be identifying business efficiencies and developing innovative solutions to address market, industry, and brand opportunities based on modern industry benchmarks & customer engagement models. You will report to the Senior Director, Field Execution with strong accountability to the Business Unit General Manager and Sales Leadership.

Main Responsibilities

• Lead the strategy, design, deployment and execution of brand sales architecture, IC plans & contests and execution adherence.
• Align and accelerate key Therapeutic Area business drivers as set by the business.
• Management of field force architecture; incentives design, optimization & deployment; measurement of field execution & systems adherence using knowledge of modern industry go to market and customer engagement models.
• Maintain run state of these activities linked to normal weekly, monthly & quarterly processes.
• Coordination & support of Sales Operations activities including Quarterly Business Activities, Veeva enhancements, data/reporting enhancements, Field triggers, etc.
• Create opportunities for efficiencies in brand performance through process improvements, vendor leverage and data analysis, partnering with the brands to implement solutions and track ROI.
• Recommend changes and make suggestions to BOS and Business Unit teams using Insights and Operational expertise to drive increased performance.
• Collaborate with colleagues in similar roles, cross-business unit to ensure best practice sharing, drive consistency and efficiencies, and effective leverage of support teams.

About You

• Experience in Biotechnology or Pharmaceuticals; Undergraduate degree required, MBA preferred.
• High emotional intelligence, change management, communication & financial acumen is required.
• Demonstrated ability to drive change as a forward thinker within an organization, cultivating support and maximizing contribution from other cross functional team members.
• Knowledge of modern Go-to-Market models, customer engagement processes and KPIs, tactics including Account vs HCP selling models, KAM & GPO strategies, hybrid selling, rep & home office orchestration, etc.
• Knowledge of modern incentive compensation plans across therapeutic areas; Lead vs Lag indicators, execution adherence integration, etc.
• Knowledge of industry standard data sets (IQVIA Xponent & DDD, 867, de-identified SP/HUB data, etc.), systems (Veeva, Salesforce, Snowflake, PowerBI, etc.) and stays abreast of modern technologies, methodologies, and their applications.
• Acts with integrity and adheres to excellence in governance practices.
• Experience leading without authority in a matrix environment.
• Excellent presentation skills, ability to tell a story supported by facts.
• Excellent Project/Program management capabilities.