Director, Field Force Operations

Role Summary

In this role, you will be responsible for a wide variety of projects across the Commercial organization to include, but not limited to, functioning as the business lead for sales sizing and alignment, field incentive compensation design and implementation, field analytics and reporting, implementation of commercial systems, collaboration with brand marketing/e-marketing initiatives and supporting KPIs for overall performance. Additionally, you will identify critical business issues and opportunities for growth, collaborate with cross-functional teams, and work to embed an external market point-of-view into the strategic direction of the company.

Responsibilities

• Strategic Leadership & Operational Excellence
• Define and implement a structured framework of goals and tactics to build a best-in-class Field and Sales Operations organization.
• Establish and maintain robust analytics and operational processes that effectively support the General Managers and Sales organization.
• Data Governance & Systems Integration
• Serve on a cross-functional data governance team to define business rules and processes that ensure data integrity and consistency.
• Partner with Sales and IT to design, deploy and maintain Veeva both in the US and ROW
• Provide Field Operation Support for ROW
• Ensure organizational compliance with CRM data standards and quality protocols.
• Sales Enablement & Field Optimization
• Develop and refine field sizing and deployment strategies to optimize sales force effectiveness and meet business objectives.
• Manage territory alignment and roster systems to ensure optimal resource utilization.
• Manages the field sales force credentialling program
• Performance Management & Incentives
• Lead the development and execution of incentive compensation programs aligned with strategic goals, including plan design, governance, goal setting, reporting, and payout processing.
• Monitor departmental performance against KPIs and collaborate with commercial leadership to drive continuous improvement.
• Cross-Functional Collaboration & Commercial Readiness
• Oversee and execute a broad range of commercial initiatives to ensure organizational readiness for product launches.
• Collaborate across the Commercial team to align operational strategies with key business objectives and priorities.

Qualifications

• Bachelor’s degree in business, science or related field. A master’s degree (MBA) strongly preferred.
• 8-10 years of experience working in the pharmaceutical or biotech industry with five plus years supporting field sales teams.
• Extensive experience supporting technical design of commercial systems. Implementation experience a must.
• Extensive experience with Veeva CRM, data management and incentive compensation
• Experience with Symphony, IQVIA, CROSSIX and related pharmaceutical sales data
• Experience working with field sales teams, field reporting and incentive compensation
• Strong analytical skills with the capability to appropriately define issues, questions and data; to comprehend quantitative methods and analytical techniques; to perform accurate analysis (correctly calculated numbers, accurate graphs); to cross-check data and assumptions; to document and establish data trails; and to think creatively about different ways to analyze data and information
• Excellent quantitative background that supports the analysis of data to better understand market dynamics and provide insights into product performance and marketing strategy.
• Strong interpersonal skills with demonstrated ability to drive toward consensus.

Skills

• Data governance
• CRM systems (Veeva)
• Sales analytics
• Incentive compensation design
• Cross-functional collaboration

Education

• Bachelor’s degree in business, science or related field; MBA preferred

Additional Requirements

• Travel requirements not specified in the source