Senior Director, Field Sales Analytics

Role Summary

Senior Director, Field Sales Analytics will lead the field analytics team across therapeutic areas, delivering actionable insights to optimize sales execution, territory management, and performance. Acting as a strategic advisor to sales leadership, this role ensures alignment of field analytics with business priorities and resource allocation. The Senior Director will collaborate with cross-functional teams to maintain consistency in analytics and oversee the development of SFE/KPI reports, and decision-support tools for the sub-national level. This role also drives initiatives to enhance sales effectiveness, integrates analytics into key sales processes, and mentors the analytics team to elevate capabilities across the organization. This role will partner heavily with the Insights and Analytics team- ensuring tight alignment with national level analytics and one version of the truth.

Responsibilities

• Lead the Field Sales Analytics team across therapeutic areas, ensuring delivery of actionable, sub-national insights that directly support sales force execution, territory optimization, and performance improvement.
• Act as the primary strategic advisor to sales leadership, aligning field analytics with business priorities, resource allocation decisions, and performance management frameworks.
• Partner cross-functionally with Insights & Analytics, Marketing, and Advanced Analytics teams to ensure consistent methodologies and a unified version of the truth across national and sub-national analytics.
• Oversee development and deployment of field analytics dashboards, KPI reports, and decision-support tools, ensuring scalability, clarity, and impact for field leaders and executive stakeholders.
• Drive strategic projects that enhance sales force effectiveness, including pull-through analyses, geographic opportunity assessments, and alignment of field efforts with marketing strategy and brand objectives.
• Ensure high-quality vendor and data management collaboration, guaranteeing reliability of inputs and efficient production of performance reports and analytics deliverables.
• Elevate the analytics capability of the organization by mentoring analytics leads, embedding best practices in therapeutic-area aligned teams, and championing upskilling across the team.
• Lead integration of analytics into sales planning cycles, including forecasting inputs, territory planning, incentive strategy development, and launch readiness.
• Serve as a thought partner on field deployment strategies and segmentation models, contributing to innovative approaches that support sustainable growth and customer engagement.
• Track and communicate the business impact of analytics initiatives, using data to influence senior leadership decisions and secure investment in analytics infrastructure and talent.
• Team Leadership and Hub coordination

Qualifications

• BA/ BS degree required
• A minimum of 12+ years of experience in the pharmaceutical industry; equivalent combination of education (MA, MS, MBA / PhD) and / or relevant consulting experience may be considered
• Strong understanding and experience managing large complex digital or data projects. PMP or Agile certification preferred
• Strong Knowledge of data industry standards and US Pharmaceutical analytics ecosystem
• Demonstrated ability to drive to deadlines, balance competing priorities, and ensure high quality
• Experience with vendor-side market research or CI firm and/or consulting firm strongly preferred

Skills

• Soft Skills: Successfully lead both by influence and directly, in a highly matrixed environment
• Effectively and confidently communicate to various audiences, including senior leadership
• Synthesize complex ideas to simple
• Champion an integrated insights approach with the know-how and ability to teach the team to develop brand implications from market research findings, not just a summary of the data and developments
• Possess strong learning agility and high degree of curiosity with a focus on detail, accuracy and problem solving
• Have a strong work ethic and is personally motivated
• Think strategically in an ambiguous environment and flex and pivot as the business requires
• Demonstrate EQ and leadership skills

Education

• BA/ BS degree required

Additional Requirements

• Based in Cambridge, MA or Bridgewater, NJ; travel as needed to support field activities