Director, Field Sales Effectiveness-Analytics

Role Summary

The Director, Field Sales Analytics serves as a strategic analytics partner to field sales leadership, delivering sub-national insights and performance analytics that drive data-informed decision making, optimize resource allocation, and enhance field force effectiveness. The Director collaborates with Commercial Insights & Analytics, Marketing, and Advanced Analytics to align methodologies and provide a unified view of performance across geographies. This role reports to the Senior Director/Director, Field Sales Analytics and is based in Cambridge, MA or Morristown, NJ.

Responsibilities

• Strategic partner to Field Sales leadership within a designated Therapeutic Area, supporting territory- and region-level planning, opportunity analysis, performance reviews, resource optimization, and new indication launches with actionable sub-national analytics.
• Single point of contact for Customer Facing Capabilities for the Field – triage and manage multiple questions around Field Effectiveness.
• Develop, track, and refine KPIs that measure field sales execution and effectiveness, ensuring alignment with national brand strategy and collaboration with Insights & Analytics colleagues supporting marketing teams.
• Co-Lead the creation and delivery of sub-national performance insights, translating data into strategic recommendations that inform field resource allocation, incentive design, pull-through strategies, and performance optimization.
• Co-lead ad-hoc and recurring sub-national analyses, identifying trends and opportunities across geographies and customer segments using metrics such as call activity, HCP engagement, territory coverage, and pull-through effectiveness.
• Ensure a unified “one version of the truth” by collaborating with National Insights & Analytics teams and Advanced Analytics partners to align methodologies, definitions, and data narratives delivered to sales and marketing leaders.
• Develop and manage field-facing dashboards and reporting tools that synthesize key sales metrics and enable real-time decision-making for field leaders and senior commercial stakeholders.
• Liaise with external vendors and internal partners to ensure delivery of high-quality, timely sub-national Sales Force Effectiveness (SFE) reports that are fit-for-purpose and actionable.
• Co-lead and collaborate in the design and measurement of field tactics, including targeting effectiveness, sales cadence, pull-through initiatives, and deployment optimization strategies.
• Ensure data integrity and reliability by working closely with data governance and commercial data management teams to validate sources, define metrics, and troubleshoot inconsistencies.
• Mentor junior analysts or matrixed team members by sharing therapeutic-area-specific knowledge, analytics best practices, and business acumen to drive team effectiveness and career growth.
• Lead Hub team day to day on projects in a matrix management structure.

Qualifications

• Required: BA/BS with a minimum of 7 years of experience in pharmaceutical Analytics, Forecasting, and/or Sales Operations; equivalent combination of education (MS/MA/MBA/PhD) and/or consulting experience may be considered.
• Required: Proven business acumen, with strong communication and presentation skills.
• Required: Well-developed strategic thinking ability, with capacity to synthesize disparate sources of data to provide a coherent narrative and actionable insights.
• Required: Strong analytical skills, with ability to design, develop, and execute analyses to answer complex business questions.
• Required: Life sciences analytics experience, with understanding of best practices and ability to access and manipulate large data sets via cloud-based data warehouse/analytics platforms.
• Required: Experience with key pharmaceutical data sources and analytics platforms, including:
  • National-level sales/demand data (e.g., IQVIA NPA & NSP)
  • CRM systems (e.g., Veeva, Salesforce, etc.)
  • Data management & analysis platforms (e.g., Databricks, Snowflake, etc.)
  • Data visualization / BI tools (e.g., Power BI, Tableau, Qlik, etc.)
  • MS Office applications (Excel, PowerPoint, Word)
• Required: Excellent project management and prioritization skills, able to deftly balance multiple projects/priorities.
• Required: Ability to work in a matrixed environment with many cross-functional partners to understand and influence key business decisions.
• Preferred: Ability to thrive in a fast-paced environment, comfortable with ambiguity, and with a track record of delivering exceptional results.
• Preferred: Experience with programming languages (SQL, R, Python, etc.) and data science principles.
• Preferred: Experience in applying AI/Machine Learning/data science methodologies to address complex quantitative questions and derive actionable insights.