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Reference Number: SK-ADFDSMA
Location: Massachusetts, United States

Associate Director, Field Deployment & Strategy:

My client, a fully integrated, global biopharmaceutical company located in a western Boston suburb, has a diversified commercial product portfolio and a substantial clinical pipeline of product candidates for chronic diseases in CNS.  

This company prides itself on having a distinctive and positive culture that embodies respect for all and an unwavering commitment to and passion for their work.  The single value however that rose to the top repeatedly was teamwork.  As the company describes it, “collaboration is at our core.”; it’s how to achieve success and do the best work.  They are incredibly patient-focused, hold themselves accountable, and have a healthy respect for work/life balance.

Currently seeking an Associate Director, Field Deployment & Strategy for this organization.  This person will be responsible for Sales Force Sizing & Structure (Territory sizing & alignments/Field Deployment) across multiple sales forces.  While it is an individual contributor role for now, may have direct report(s) in the future.

YOU:

  • 7+ years’ pharmaceutical experience, preferably in Sales Operations
  • Prior experience in Sales Force Sizing & Structure
  • Prior sales and sales management experience preferred, but not required
  • Desire to lead complex projects
  • Strategic thinker
  • CNS experience preferred
  • Highly collaborative
  • Ability to think strategically, yet roll up sleeves and tactically execute 

TITLE: Associate Director, Field Deployment & Strategy

LOCATION: Western Boston, MA Area

REPORTS TO: Sr. Director Sales Operations & Analytics                                       

RELO: Yes

 

The Associate Director, Field Deployment & Strategy is a highly visible position and will be responsible for the leadership of our strategy, planning, and execution of our Customer Engagement work including field sizing, structure and deployment as well as the development of capabilities to support a rapidly growing Commercial organization. As a member of the Sales Operations Leadership team, this position will work closely with all Sales Operation functions (Field Measurement, Sales Administration, Incentive Compensation, and our Master Data Management team) as well as Commercial & Analytics Leadership, Finance, Human Resources, IT, and vendors.  The ideal candidate will have a very strong understanding of field sales structure, proven ability to work with a diverse group of stakeholders, with the ability to think strategically and ensure successful project execution.

 

RESPONSIBILITIES:

  • Support the development and evolution of our Customer Engagement strategy
  • Partner with senior leadership to support key strategic initiatives
  • Lead the strategy, planning, and execution of field sizing and structure over the short and long term
  • Identify, develop plans, and oversee key projects that cross multiple headquarter groups to evolve our capabilities to better meet the needs of field teams
  • Lead the evaluation of and propose solutions for organizational changes to strategy (i.e. Incentive Compensation, call planning, etc.)
  • Serve as project manager to ensure effective execution of key strategic initiatives. Proactively manage changes in project scope, identify potential challenges, and develop contingency plans
  • Lead analytic projects to enable the achievement of business objectives and inform strategy
  • Develop clear, concise and effective communications that include SVP/VP level presentations as well as routine updates to our field team
  • Facilitate decisions on complex issues with ability to develop communication plans and content as well as lead change management initiatives
  • Liaise with brand teams, stakeholders, internal business partners on an ongoing basis to ensure all projects are tracking on time and are high quality, Inform project stakeholders and management of project time changes, as well as potential risks to project deliverables and quality

REQUIREMENTS:

  • Bachelor’s degree required, Master’s degree preferred
  • 7+ years pharmaceutical experience, preferably in Sales Operations, Sales/Sales Leadership and/or similar roles supporting sales forces
  • Roles requiring strong planning & strategic thinking
  • Strong understanding of the pharmaceutical market including sales models, hospital/IDNs, and managed markets
  • Experience with specialty sales, CNS experience preferred
  • Experience working with Field Sales teams promoting multiple products preferred
  • Ability to think and act strategically
  • Ability to effectively lead complex projects and ensure execution excellence
  • Very strong communications skills
  • Ability to develop strong partnerships with all levels of field sales as well as HQ support roles
  • Strong analytical, organization and planning skills with a strong attention to detail and focus on data accuracy
  • Experience with Sales Operations functions such as sales data processing, reporting, alignment management, CRM and call planning
  • Strong knowledge of pharmaceutical data including an understanding of field sales roles including sales, managed markets, account-based teams, etc.

PERSONAL ATTRIBUTES NEEDED:

  • Desire to lead complex projects
  • Flexibility and adaptability
  • Ability to work collaboratively with a wide range of stakeholders including sales leadership
  • Ability to coordinate and influence the efforts of cross-functional teams
  • Strong attention to detail and focus on accuracy
  • Strong communication skills, both written and verbal
  • Exceptional project management skills