Overview

The Senior Director of Field & Marketing Operations is responsible for the leadership of the multiple functions supporting the Field Sales, Market Access, Marketing, and Medical Affairs teams. This individual will be focused on how to optimize the execution of our field forces, as well as provide key insights from the field into the business.

The Senior Director of Field & Marketing Operations will support the field teams in developing key reporting and various tools to enable teams to effectively understand business trends. This role is expected to work closely with their respective Insights & Analytics (I&A) leads to ensure appropriate insights are transformed into standardized metrics and reports while partnering to develop key insights for quarterly business reviews.

Additional areas of focus include leading the design and implementation of the CRM (in coordination with Commercial Data Management and Technology or CDM&T), design and operationalizing dynamic targeting & alignment, Incentive Compensation programs, speaker bureau management, promotional material distribution and management, fleet/sample management and field force communication.

Beyond working to support the field teams, this leader will be the key coordinator between the home office (Marketing, Market Access, Medical Affairs, Legal, Compliance, IT, HR, and Finance) and the field teams to ensure strategic alignment. Maintaining an effective, collaborative relationship across all these stakeholders will be a critical skillset for the successful leader.

Responsibilities

• Provide critical operational and analytical support for field sales, field medical affairs, and field managed markets teams.  This includes leadership and oversight of:
  • Territory sizing, design, and alignment
  • Design and execution of incentive compensation (IC) plans
  • Design and management of relevant field based KPIs, including report development and reporting
  • Continuous improvement of existing reports and dashboards for field-based teams; partner closely with I&A teams to ensure alignment of field-based reports with home office reports
• In partnership with I&A and CDM&T, help define how data and analytics for the field facing teams can drive performance; ensure insights from the field are captured and incorporated into brand and corporate decisions when appropriate.
• Work closely with CDM&T to leverage sales force automation system to full capabilities and enhance to support the field
• Manage the Marketing operations functions in support of the various marketing brand teams; this includes (but not limited to) the management of Speaker Bureaus and promotional material and equipment distribution 
• Identify and deploy (in partnership with CDM&T and IT) additional field resources and requirements, such as sales analysis tools, reporting, field technology and CRM reporting tools as needed
• In partnership with relevant functions (i.e., field leadership, Compliance, Legal, Finance, and HR), implement, manage, and update incentive compensation programs and corporate policies; ensure communication of policy to field and various internal departments; coordinate management oversight of program by leading Shionogi Incentive compensation review committee (SIRC) on quarterly basis
• Coordinate with CDM&T to institute processes for data and reporting governance of ad hoc field-based inquiries
• Oversee the fleet vehicle program for field teams; negotiate with vendors; oversee the issuance and administration of fleet vehicles to field sales.  Oversee processes for operation, reporting, maintenance, disposition, etc.
• Build and retain highly impactful Field & Marketing Operations team by hiring, developing, and challenging top talent
• Responsible for managing relevant field & marketing operations budget to ensure all required tasks are accomplished

Minimum Job Requirements

Qualifications

• Bachelor’s degree required
• Master’s degree or MBA strongly preferred
• Minimum of 8-10 (Director) / 10-12 (Senior Director) years prior sales operations and marketing experience within pharma or biotech industries; 5+ years’ experience in a leadership position, including sales management and/or sales operations leadership
• Deep understanding and documented experience of field-based team strategy/performance/data analytics, sales force deployment, customer targeting/segmentation, incentive compensation plans and CRM deployment and utilization
• Additional skills required include experience focused on project management/execution, organizational structure, data procurement and implementation and customer impact innovation initiatives
• Excellent presentation skills required in developing,