Director, Field Force Effectiveness, Neuroscience

Role Summary

Director, Field Force Effectiveness, Neuroscience – Based in San Diego, CA or Princeton, NJ with a hybrid schedule requiring three days in the office on average. Lead strategy, design, and execution of initiatives to drive performance and impact of field-based teams within Acadia’s Neuro-Psych Franchise. Partner with Commercial, Marketing, Patient Services, and Sales leadership to ensure optimal deployment, targeting, and motivation to deliver exceptional patient outcomes.

Responsibilities

• Lead and administer field deployment, sizing, and territory alignment for the Neuro-Psych franchise, collaborating with sales, marketing, patient services, and account management leadership to achieve commercial objectives.
• Lead and administer field targeting and POA call planning/optimization to ensure field teams focus on the right customers with appropriate contact frequency and channels, to maximize patient access and outcomes.
• Leverage predictive modeling to increase field force effectiveness, customer experiences, and other business outcomes.
• Inform commercialization plans for potential new assets and existing brands regarding sales force sizing, call plans, target customers, and market opportunity.
• Design and administer field incentive compensation, contests, and awards for US Neuro-Psych field teams; collaborate with internal stakeholders and vendors to ensure plans are motivating and aligned with business objectives.
• Lead evaluation, development, design, and administration of IC Plans, contests, and annual awards for Neuro-Psych field teams and field management; govern inquiries and approvals; implement processes for accurate performance and payout calculations; ensure timely communication and documentation to field teams; collaborate on data governance for consistent metric definitions and data integrations for IC.
• Lead US Neuro-Psych field-based performance analysis and reporting capabilities at sub-national and customer levels, partnering with CIP, sales, patient services, and national account leadership.
• Monitor and assess field and territory execution against targets, identify gaps and opportunities using dashboards and reports, and provide recommendations to advance patient care.
• Collaborate with field and patient service management to analyze performance, facilitate business reviews, and examine POA and field-based initiatives; align reporting platforms and KPIs to sales objectives and goals.
• Provide input and support for POA and Brand planning, 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.
• Partner with sales training to improve the business skills of field management and personnel for better territory management, business acumen, and overall performance.

Qualifications

• Requires a Bachelor’s degree in marketing, health care, business administration or related field; MBA a plus; equivalent experience considered.
• Minimum 10 years of progressively responsible experience in biopharmaceutical/biotech with proficiency in field incentive compensation, field force deployment, targeting, and field force performance analytics.
• At least 3 years of combined experience in commercial analytics, incentive compensation, and/or field operations supporting field-based teams.
• At least 2 years of people management experience.

Must possess

• Proven leadership with ability to establish a clear vision and initiatives to optimize field base team effectiveness.
• Track record of optimizing field force effectiveness through metrics and deployment/targeting strategies.
• Strong knowledge of incentive compensation plan design and administration.
• Experience managing direct reports with ability to set expectations, motivate, coach, and manage performance.
• Strong cross-functional relationship-building with field leadership and other partners.
• Critical thinking with methodical analytics 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; highly organized with ability to multitask and adapt in a dynamic, cross-functional environment.
• Excellent verbal and written communication skills; ability to convey complex concepts clearly.
• Ability to challenge the status quo and drive organizational action.
• Travel approximately 20%.

Education

• Bachelor’s degree in marketing, health care, business administration or related field; MBA a plus.

Additional Requirements

• Regular standing, walking, sitting, and use of hands; ability to travel overnight and work after hours as needed.
• Reasonable accommodation requests as applicable during the recruiting process.