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Reference Number: SK-ADFFENY
Location: New York, United States

Associate Director Field Force Effectiveness (Sales Force Liaison)

 

My client, a small fully integrated biopharmaceutical company based in Westchester County, New York discovers, invents, develops, manufactures and commercializes medicines. They have an extensive solid pipeline, including multiple late stage development products, and are known for their scientific excellence. 

The company has an unwavering commitment to combining good science & good business.  They offer a culture that is high energy, collaborative and cohesive. This is an opportunity to join a select team that is already leading the way in the Pharmaceutical/Biotech industry.

This is a unique role, ideal for someone that is a DSM that wants to come in-house for corporate experience.  This is not a sales operations/analytics role, however this position partners and collaborates with many of the functions integral to the commercialization of the assigned product’s indication in immunology/dermatology. This job requires working with sales leadership, the field sales teams, sales training, marketing, sales analytics, market research, HR, legal, Compliance and other functions as required to continuously improve sales force effectiveness.   This role will be the liaison between the sales force and the other commercial functions, will provide the sales force perspective in internal meetings, and will also pro-actively identify potential opportunities to set the sales force up for success.

YOU:                         

  • 9+ years progressive pharmaceutical/biotech experience
  • Must have pharma sales experience, and ideally District Manager experience
  • If you do not have experience as a DSM, you must have other in-house experience to be considered (sales operations, marketing, market research, etc.)
  • Launch experience a plus
  • Dermatology (medical) experience a plus
  • Co-promote or alliance experience is a plus
  • Ability to work in an evolving and dynamic environment/flexibility
  • Authorized to work for any employer in the US without sponsorship

TITLE:  Associate Director Field Force Effectiveness

LOCATION: Westchester County, New York                                

REPORTS TO: Director, Commercial Effectiveness

RELO:  Yes 

 

RESPONSIBILITIES: 

  • Partner with Director, CBU Effectiveness and brand team to set operational strategy in alignment with brand strategy
  • Coordinate and execute tactical plans to drive the commercial success of product's assigned indication for brand
  • Ensure cross-functional and cross-collaboration communication and alignment with Alliance Marketing, Field Access and Reimbursement, Trade, Medical and National Accounts.
  • Offer lens of salesforce in internal meetings
  • Collaborate with the Director, Incentive Compensation and Regional Directors to design, implement, and track IC plans for brand
  • Collaborate with Analytics and Regional Directors to establish and monitor agreed metrics for field teams and ensure regular distribution to the field leadership and the field teams.
  • Partner with Commercial Training on Plan of Action Meetings, Train the Trainer Meetings, Career Development, Selling Models, training curriculum, etc.
  • Collaborate with Alliance counterpart and field management to ensure brand objectives are aligned across companies
  • Work with Finance to ensure field force budgets are properly aligned with field initiatives and reports generated to monitor adherence to budgets
  • Partner with Customer Relationship Management system administrator on tools to allow the Medical Specialists, District Managers, and home office to gauge promotional effectiveness
  • Act as a communication liaison between the home office, field teams, customers and Alliance Partner
  • Manage the overall strategic and operations calendar, interact with the Regional Directors’ direct reports, organize staff meetings and business reviews

REQUIREMENTS:

The Associate Director, Field Force Effectiveness must possess the expertise to interpret and draw business insights from data analysis to formulate recommendations and execute action plans. Demonstrate cross-functional coordination to execute product initiatives. Other critical success factors include:

Confidence and ability to influence senior executives in support of key initiatives. 

  • Proactively and independently prioritize requests and business needs
  • Ability to facilitate cross-functional collaboration (e.g. Finance, Marketing, Sales Analytics, HR, Compliance, Legal, etc.) 
  • Strong organization/ coordination capabilities and excellent written and oral communication skills
  • Ability to develop and leverage internal network to facilitate the execution of business requirements

Job Experience and Education: 

  • Bachelor’s Degree minimum; MBA preferred
  • Nine or more years of progressive pharmaceutical industry experience with a strong preference for field management and home office experience
  • Knowledge of Dermatology is preferred
  • Product launch experience preferred
  • Travel as required; 25 - 30%