Senior Director, Field Force Operations

Role Summary

Senior Director, Field Force Operations responsible for leading North America’s Field Operations to enable and support all commercial field forces, partnering with BU leaders and cross-functional stakeholders. Reports to 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
• Provide input into field incentive compensation design with BU stakeholders; manage administration of the field IC program, prepare and coordinate IC payments, ensure IC plans are compliant, perform health checks, maintain IC documentation and business rules
• Establish and maintain field force sizing, territory alignments and HCP targeting
• Design and maintain field sales force and field sales management reporting dashboards
• Design and maintain the customer relationship marketing tool and collaborate with cross-functional stakeholders to maximize efficiency and seamless customer interactions
• Manage the vehicle fleet program for all field base personnel
• Manage the field sales force credentialling program
• Manage the product sampling program in line with industry policies and regulations
• Build strategy to strengthen Vertex’s external footprint across therapeutic areas
• Support multiple sales teams across small molecule and gene therapy disease areas
• Plan for scaling and growth of NA commercial organization to match indications and launches
• Design and implement incentive compensation program including measurement components, quotas, award programs and contests
• Collaborate with IT and BI teams to oversee data infrastructure, establish data integrity policies, and ensure compliance
• Ensure data integrity of external and internal data sources used to support Sales, Marketing, Market Access, and Medical Affairs
• Design, document, and maintain policies and procedures for areas of responsibility
• Manage vendors and services within budgets to enable field force readiness and quality deliverables
• Manage team development and provide quality field enablement deliverables
• Complete ad-hoc projects and analyses related to Field Operations

Qualifications

• Bachelor's degree (BS/BA in Business/Finance, Mathematics, Sciences or equivalent)
• Typically 10+ years of pharmaceutical/biotech/consulting experience in related area and 5 years of supervisory/management experience (or equivalent)

Knowledge/Skills

• Experience managing projects related to sales force sizing, field force reporting, data management, and incentive compensation
• Excellent project management and interpersonal/communication skills
• Understanding of pharmaceutical Sample Accountability policies
• Thorough understanding of sales data tracking systems and methodologies
• Strong presentation, written and verbal communication skills
• Analytical skills to interpret complex data sets
• Ability to work independently and manage multiple cross-functional projects
• Team player with ability to build rapport with field and home office personnel
• Experience with CRM systems (e.g., Veeva, Salesforce.com)
• Experience with IQVIA DDD and Xponent data sets
• Experience with Specialty Pharmacy data sets
• Knowledge of patient-level de-identified data sets

Education

• Bachelor's degree (as above)