Director, Field Force Operations

Role Summary

Directs field force operations across the Commercial organization, leading analytics, incentives, system implementation, and field readiness. Responsible for sales sizing and alignment, field incentive compensation design, field analytics, and cross-functional collaboration to drive performance and strategic growth.

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
• Train the commercial field sales team on systems, tools, and processes to maximize efficiency and adoption.
• 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

• Required: Bachelor’s degree in business, science or related field
• Preferred: MBA
• Required: 8-10 years of experience working in the pharmaceutical or biotech industry with five plus years supporting field sales teams
• Required: Extensive experience supporting technical design of commercial systems; implementation experience is a must
• Required: Extensive experience with Veeva CRM, data management and incentive compensation
• Required: Experience with Symphony, IQVIA, CROSSIX and related pharmaceutical sales data
• Required: Experience working with field sales teams, field reporting and incentive compensation
• Required: Strong analytical skills with the capability to define issues, questions, and data; ability to perform accurate analysis and documentation
• Required: Excellent quantitative background to understand market dynamics and provide insights into product performance and marketing strategy
• Required: Strong interpersonal skills with demonstrated ability to drive toward consensus

Skills

• Analytical reasoning and data-driven decision making
• Cross-functional collaboration and stakeholder management
• CRM systems proficiency and data governance
• Sales operations planning and incentive design
• Strategic thinking and business insight

Education

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