Director, Field Force Effectiveness, Neuroscience

Role Summary

As the Director, Field Force Effectiveness for Acadia’s Neuro-Psych Franchise, you will lead the strategy, design, and execution of initiatives that drive the performance and impact of our field-based teams. You’ll partner with Commercial, Marketing, Patient Services, and Sales leadership to ensure teams are optimally deployed, effectively targeted, and motivated to deliver exceptional patient outcomes. This is a cross-functional leadership role with responsibility for field deployment, targeting, incentive compensation, and performance reporting.

Based in San Diego, CA or Princeton, NJ. Hybrid model requires in-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 that Acadia’s 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 that our field teams are focused on the right customers with the right contact frequency, by leveraging the right promotional to channel with the right discussion topic to ensure our patients have access and receive the best treatment outcomes from our products
• 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 commercial brands, particularly as it relates to sales force sizing requirements, call plan, identification of target customers, and overall market opportunity
• Lead the design and the administer of the field incentive compensation, contest/award functional area for the US Neuro-Psych field teams by collaborating with internal stakeholder and vendors to ensure that plans are motivating, rewarding, and are align with business objectives
• Lead the evaluation, development, design and administer IC Plans, contests, and annual awards for Neuro-Psych field teams, along with their field management teams
• Provide leadership around governance, inquiries, and approval process for IC plans, contests, and awards
• Implement strategies and the administrative processes to ensure accurate performance and bonus/contest payout calculations
• Ensure timely communication and documentation to the field teams around IC/contest/award plans, IC goals, IC performance status reports (scorecards), and the administration processes
• Collaborate with others on the COBO team and IT on data governance to ensure the consistent performance metric definitions are being utilized and that the necessary data integrations needed for IC are accurate, efficient, and reliable
• Working with the CIP team, to help lead the US Neuro-Psych field-based performance analysis and reporting capabilities at a sub-national and customer level by working with sales, patient services, and national account leadership
• Monitor and assess field and territory execution against key business targets to identify gaps and business opportunities, including the assessment of current business situation utilizing key sales performance dashboards and reports to provide insights and make recommendations on market/customer opportunities and field force effectiveness improvements to ensure objectives are met in advancing patient care
• Work with field and patient service management to assist in analyzing performance, facilitating business reviews, and examining the execution and effectiveness of POA and field-based initiatives
• Partnering with the CIP group to ensure reporting platforms and metrics/KPIs are aligned to achieve sales objectives and goals
• Provide input and support for the POA and Brand planning process and ensuring key outputs and initiatives affecting the field teams are implanted on time
• Collaborate with CIP and the IT groups to ensure systems and data infrastructure (data warehouse), along with its governance/process, around alignment, targeting, incentive compensation, Veeva CRM, syndicated 3-party data, and sales force performance reporting capabilities are designed to support the US field force objectives and needs
• Lead efforts, by partnering with sales training, to improve the business skills of the field management team and field personnel with the goals of; improved territory management, business acumen skills, and overall performance

Qualifications

• Required: Bachelor’s degree in marketing, health care, business administration or related field; MBA is a plus
• Required: A minimum of 10 years of progressively responsible experience within the pharmaceutical or biotech industry with demonstrated proficiency in biopharmaceutical field incentive compensation, field force deployment, targeting, and field force 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
• Required: Proven leadership ability to establish a clear vision, strategies, and initiatives to optimize the effectiveness of field-based teams
• Required: Demonstrated success in optimizing field force effectiveness by leveraging performance metrics and implementing deployment, alignment, and targeting strategies
• Required: Strong knowledge of incentive compensation plan design and administration
• Required: Experience managing direct reports with the ability to set expectations, motivate, manage performance, and coach others
• Required: Ability to build and maintain strong working relationships with field leadership and cross-functional partners
• Required: Critical thinking with a methodical analytic approach to solving business problems
• Required: Knowledgeable in commercial data warehouse concepts, physician/patient/payer level data, VeevaCRM, and reporting tools (PowerBI or similar)
• Required: Highly proficient with MS Excel and PowerPoint
• Required: Strong organizational skills with ability to multitask, prioritize, delegate, and adapt in a dynamic, cross-functional environment
• Required: Excellent verbal and written communication skills to convey complex concepts clearly
• Required: Ability to challenge the status quo and drive organizational action
• Required: Travel approximately 20%

Physical Requirements

This role involves regular standing, walking, sitting, and the use of hands for handling or operating equipment. The employee may also need to reach, climb, balance, stoop, kneel, crouch, and maintain visual, verbal, and auditory communication both in a standard office environment and while working independently from remote locations. The employee must occasionally lift and/or move up to 20 pounds. This position requires the ability to travel independently overnight and/or work after hours as required by travel schedule or business needs.

Additional Notes

Please note that while salary and benefits information may be included in the original posting, this content is omitted here per the instruction to focus on role responsibilities and qualifications.