Senior Director, Field Force Operations

Role Summary

Senior Director, Field Force Operations leads North America’s Field Operations, partnering with Business Unit leaders and cross-functional stakeholders to enable and support all of North America’s commercial field forces. This role reports to the Executive Director, North America Commercial Operations & Insight Analytics.

Responsibilities

• Develops and implements industry best practices for sales force field enablement for launch and in-line brands
• Lead a team of field operations personnel and contingent workers
• Responsible for providing input into the field incentive compensation (IC) design with BU stakeholders. Manage the administration of the field IC program (i.e. IC reports for field teams, HQ dashboards, etc.), prepare and coordinate IC payments, ensure IC plans are compliant in aligned to Vertex principles, perform periodic IC plan “health checks,” maintain detailed set of IC documentation and business rules, etc.
• Establishes and maintains field force sizing, territory alignments and HCP targeting
• Designs and maintains field sales force and field sales management reporting dashboards, including but not limited to product sales tracking, incentive compensation, and field activities
• Designs and maintains the customer relationship marketing tool and partner with cross-functional stakeholders to maximize efficiency and utility and seamless customer interactions
• Manages the vehicle fleet program for all field base personnel (including non-sales personnel)
• Manages the field sales force credentialling program
• Manages the product sampling program in line with industry policies and regulations governing sample accountability
• Build a strategy to strengthen and build Vertex’s external footprint across therapeutic areas within the current/future portfolio
• Ability to support multiple sales teams across small molecule and gene therapy disease areas
• Plan for scaling and growth of the North America commercial organization to match increasing number of indications and launches
• Key member of cross-functional team to design and implement incentive compensation program including measurement components, quotas, award programs and contests
• Collaborates with information technology team (DTE) and Business Information teams to oversee construction/management of data infrastructure and ongoing enhancements based on business needs; establishing policies and procedures to maintain integrity of data and ensure compliance with PDMA, AMA, and other regulations
• Ensures data integrity of external and internal data sources used to support Sales, Marketing, Market Access, and Medical Affairs groups
• Designs, documents, and maintains policies and procedures for areas of responsibility
• Manages vendors and services within assigned budgets that enable the field force readiness to be more effective while ensuring quality deliverables
• Manages team members to ensure career development and quality field enablement related deliverables
• Completion of ad-hoc projects and analysis relating to Field Operations group responsibilities

Qualifications

• Typically requires 10+ years of pharmaceutical/biotech/consulting industry experience in related area of responsibility and 5 years of supervisory/management experience, or the equivalent combination of education and experience
• Experience in managing projects related to pharmaceutical/biotech sales force sizing, field force reporting, data management, and incentive compensation
• Excellent project management and interpersonal/communication skills in leading and directing teams to achieve project objectives and goals within assigned timelines
• Understands and adheres to policies that regulate pharmaceutical Sample Accountability
• Thorough understanding of sales data tracking systems, processes, and methodologies
• Highly effective presentation skills, written and verbal communication skills
• Strong analytical skills, demonstrated by the ability to identify and understand complex issues and problems within product sales and prescriber information data sets
• Demonstrated ability to work independently and manage multiple projects that require collaboration across functional areas
• Team player able to develop rapport and credibility with field and home office personnel including management
• Experience with CRM systems (i.e. Veeva, Salesforce.com, etc.)
• Experience with IQVIA DDD and Xponent data sets
• Experience in Specialty Pharmacy data sets
• Knowledge of Patient level de-deidentified data sets

Education

• Bachelor's degree (BS/BA in Business/Finance, Mathematics, Sciences or equivalent, etc.)