Senior Director Field Force Effectiveness – Neuroscience

Senior Director Field Force Effectiveness – Neuroscience

Requirements

• Requires a Bachelor’s degree in marketing, health care, business administration or related field, or an equivalent combination of relevant education and experience may be considered. MBA a plus
• A minimum of 12 years of progressively responsible experience within the pharmaceutical or biotech industry with demonstrated proficiency in biopharmaceutical field incentive compensation, field force deployment, targeting, field force performance analytics
• Requires at least 3 years’ of combined experience working in a commercial analytics, incentive compensation and/or field operations (ex. deployment, targeting etc.) roles supporting field based teams. Requires at least 2 years of people management experience
• Proven success in leadership position with the ability to establish a clear vision, strategies and initiatives to optimize the effectiveness of field base teams
• Demonstrated success in optimizing field force effectiveness by leveraging performance metrics and implementing deployment, alignment, and targeting strategies
• Strong knowledge of incentive compensation plan design and administration
• Previous direct report management experience with the proven ability to establish clear expectations, motivate, manage performance, and to coach others
• Proven success building strong working relationships with field leadership and other cross functional partners
• Ability to think critically and form a methodical analytic approach to solve business problems
• Knowledgeable in commercial data warehouse concepts, industry physician/patient/payer level data, VeevaCRM platform, and reporting tools (PowerBI and/or similar analytics reporting software)
• Highly proficient with MS Excel and PowerPoint
• Well organized with a proven ability to multitask, prioritize, delegate, and manage shifting strategies/tactics/responsibilities in a dynamic, cross-functional teamwork environment
• Strong interpersonal and cross-functional collaboration skills
• Excellent verbal and written communication skills with the ability to communicate complex concepts and ideas to leadership and the field teams in a easy to understand and relatable terms
• Ability to challenge the status quo and drive organizational action
• Travel approximately 20%

Responsibilities

• Lead and administer the field deployment, sizing, and territory alignment efforts for the Neuro Science group by partnering with sales, marketing, patient services and account management leadership to ensure that Acadia’s field teams are optimally deployed to achieve commercial objectives
• Lead and administer the field targeting and POA call planning/optimization process by working with commercial leadership teams to ensure that our field teams are focused on the right customers with the right contact frequency, by leveraging the right promotional to channel with the right discussion topic to ensure our patients have access and receive the best treatment outcomes from our products
• Help inform the commercialization plan for potential new assets as well as existing commercial brands, particularly as it relates to sales force sizing requirements, call plan, identification of target customers, and overall market opportunity
• Lead the design and the administer of the field incentive compensation, contest/award functional area for the US Neuro Science field teams by collaborating with internal stakeholder and vendors to ensure that plans are motivating, rewarding, and are align with business objectives
• Lead the evaluation, development, design and administer IC Plans, contests, and annual awards for Neuro Science field teams, , along with their field management teams
• Provide leadership around governance, inquires, and approval process for IC plans, contests, and awards
• Implement strategies and the administrative processes to ensure accurate performance and bonus/contest payout calculations
• Ensure timely communication and documentation to the field teams around IC/contest/award plans, IC goals, IC performance status reports(scorecards), and the administration processes
• Collaborate with others on the CIAO team and IT on data governance to ensure the consistent performance metric definitions are being utilized and that the necessary data integrations needed for IC are accurate, efficient, and reliable
• Lead and administer US Neuro Science field-based performance analysis and reporting capabilities at a national, sub-national and customer level by working with sales, patient services, and national account leadership
• Monitor and assess execution against key business targets to identify gaps and business opportunities, including the assessment of current business situation utilizing key sales performance dashboards and reports to provide insights and make recommendations to on market/ /customer opportunities and field force effectiveness improvements to ensure objectives are met in advancing patient care
• Work with sales and patient service management to assist in analyzing performance , facilitating business reviews, and examining the execution and effectiveness of POA and field based initiatives
• Partnering with Commercial System and Analysis group to ensure reporting platforms and metrics/KPIs are aligned to achieve sales objectives and goals
• Working closely with patient and distribution team, lead efforts in monitoring and providing key performance insights and recommendations surrounding the patient on-boarding, pull-thru, support service and product distribution experience including identify potential bottlenecks, and opportunities
• Provide input and support for the POA and Brand planning process and ensuring key outputs and initiatives affecting the field teams are implanted on time
• Collaborate with CIAO and the IT groups to ensure systems and data infrastructure (data warehouse), along with its governance/process, around alignment, targeting, incentive compensation, Veeva CRM, syndicated 3-party data, and sales force performance reporting capabilities are designed to support the US field force objectives and needs
• Lead efforts, by partnering with sales training, to improve the business skills of the field management team and field personnel with the goals of; improved territory management, business acumen skills, and overall performance

Preferred Qualifications

• MBA a plus
• High-energy, detail-oriented, and self-motivated individual with a demonstrated history of strong focus on customer service, execution excellence, and great problem solving capabilities