Director, Field Force Effectiveness, Neuroscience

Role Summary

Director, Field Force Effectiveness for Acadia’s Neuro-Psych Franchise. Lead the strategy, design, and execution of initiatives that drive the performance and impact of field-based teams. Partner with Commercial, Marketing, Patient Services, and Sales leadership to ensure teams are optimally deployed, effectively targeted, and motivated to deliver patient outcomes. Based in San Diego, CA or Princeton, NJ with a hybrid schedule requiring office presence three days per week on average.

Responsibilities

• Lead and administer the field deployment, sizing, and territory alignment efforts for the Neuro-Psych franchise by partnering with sales, marketing, patient services and account management leadership to ensure field teams are optimally deployed to achieve commercial objectives
• Lead and administer the field targeting and POA call planning/optimization process by working with commercial leadership teams to ensure field teams focus on the right customers with the right contact frequency, leveraging the right promotional channel with the right discussion topic to ensure patients have access and receive the best treatment outcomes
• Leverage predictive modeling to increase and optimize field force effectiveness, customer experiences, and other business outcomes
• Help inform the commercialization plan for potential new assets as well as existing brands, particularly related to sales force sizing requirements, call plan, target customers, and overall market opportunity
• Lead the design and administration of the field incentive compensation, contests/awards for US Neuro-Psych field teams, collaborating with internal stakeholders and vendors to ensure plans are motivating, rewarding, and aligned with business objectives
• Lead evaluation, development, design and administration of IC Plans, contests, and annual awards for Neuro-Psych field teams and their management
• Provide governance, inquiries, and approval processes for IC plans, contests, and awards
• Implement strategies and processes to ensure accurate performance and bonus/contest payout calculations
• Ensure timely communication and documentation to field teams around IC/contest/award plans, IC goals, IC performance status reports, and administration processes
• Collaborate with COBO team and IT on data governance to ensure consistent performance metric definitions and reliable data integrations for IC
• Work with CIP team to lead US Neuro-Psych field-based performance analysis and reporting capabilities at sub-national and customer levels
• Monitor and assess field and territory execution against key targets to identify gaps and opportunities, using dashboards and reports to provide insights and recommendations
• Collaborate with field and patient service management to analyze performance, facilitate business reviews, and assess POA and field initiatives
• Partner with CIP group to ensure reporting platforms and metrics/KPIs align with sales objectives
• Provide input and support for POA and Brand planning processes, ensuring key outputs affecting field teams are implemented on time
• Collaborate with CIP and IT to ensure systems and data infrastructure (data warehouse) and governance support alignment, targeting, incentive compensation, Veeva CRM, syndicated data, and sales force performance reporting
• Lead efforts with sales training to improve business skills of field management and personnel, aiming for improved territory management, business acumen, and overall performance

Qualifications

• Required: Bachelor’s degree in marketing, health care, business administration or related field; MBA a plus
• Required: A minimum of 10 years of progressively responsible experience in the pharmaceutical or biotech industry with proven proficiency in biopharmaceutical field incentive compensation, field force deployment, targeting, and performance analytics
• Required: At least 3 years of combined experience in commercial analytics, incentive compensation and/or field operations roles supporting field-based teams
• Required: At least 2 years of people management experience
• Preferred: Experience shaping field force strategy and cross-functional collaboration at senior levels

Skills

• Strong leadership with ability to establish clear vision, strategies, and initiatives to optimize field force effectiveness
• Proven success in optimizing field force effectiveness using performance metrics and deployment/targeting strategies
• Deep knowledge of incentive compensation plan design and administration
• Experience managing direct reports, establishing expectations, motivating and coaching teams
• Ability to build cross-functional relationships with field leadership and partners
• Analytical mindset with methodical approach to solving business problems
• Knowledge of commercial data warehouse concepts, physician/patient/payer data, VeevaCRM, and reporting tools (PowerBI or similar)
• Proficiency in MS Excel and PowerPoint
• Strong organizational skills with ability to multitask, prioritize, delegate, and adapt in a dynamic, cross-functional environment
• Excellent verbal and written communication, able to simplify complex concepts for leadership and field teams
• Ability to challenge the status quo and drive action

Education

• Bachelor’s degree in marketing, health care, business administration or related field (MBA preferred)

Additional Requirements

• Travel approximately 20%