Associate Director, Field Analytics - Oncology Franchise A & E

The Associate Director, Field Planning, Oncology is responsible for leading call planning and targeting efforts, directing sales force structure and sizing initiatives, managing territory alignments, as well as executing analyses that enable the Oncology demand generating and facilitating teams to be more effective and efficient.  The individual will partner with peer analytic and technology functions as well as the Oncology commercial teams to ensure that field teams are deployed and supported in line with the respective brands’ strategy.

 

Function Responsibilities Include:

 

• Strategic Planning: Play a key role in partnering with commercial leadership to proactively align on long range strategic plans for the Oncology brands, identifying and responding to business needs as they arise.  Infuse a customer-focused mindset to deliver business solutions to ensure field deployment efforts are aligned with, and in support of, strategic imperatives.

 

• Targeting: Partner with Marketing, Sales, Field Planning & Analytics Team (FPAT), and Marketing Analytics & Business Insights (MABI) leadership to continually refine and improve Account and HCP targeting approaches based on the needs of the business and the dynamics of the market, thus ensuring that field resourcing efforts are planned and deployed optimally.

 

• Call Planning: Lead the development of cycle-based call panels that reflect marketing and sales objectives for the Oncology teams. Ensure that the process is performed in alignment and cooperation with FPAT and MABI partners.

 

• Sales Force Sizing and Alignment Support: Manage the cycle-based adjustments to field alignments that ensure relevance with the evolving market and an ongoing workload balance across the country. Lead the sizing and/or re-sizing efforts required when major changes within the Oncology franchises dictate footprint optimization.

 

• Ad-hoc Analytics: Work with internal FPAT members as well as our Marketing, Sales, and MABI partners to generate timely insights specific to trends or events impacting the brands or the sales teams.  Partner with the Field Tools group to transform ad-hoc analyses into standardized reporting if/when ongoing production is required.

 

• Operational Excellence: Represent subject matter expertise for each of these responsibilities and understand the cross-functional dependencies that they place on other groups and processes to ensure that the totality of cycle planning runs smoothly and accurately. Proactively recommend improvements to business rules and processes to enhance functional relevance and/or reduce cycle time.

 

Supervisory / Management Responsibilities:

 

• Structure: Manage 1 direct report in support of all functional responsibilities for the Oncology franchises. Will need to expertly balance leading vs doing based on the needs of the team as well as the needs of the franchises.

 

• Coach: Convey subject matter expertise, experiential learnings, and feedback to your direct report(s) to give them the tools and confidence to think at an enterprise level while executing at a functional level.

 

• Support: Ensure the team is adequately resourced for current, cyclical, and future objectives. Understand their needs and provide leadership in the manner that best fits the situation and their personality, whether it be via rolling up your sleeves to execute tasks, managing the expectations of the stakeholder, prioritizing objectives, or providing detailed guidance.

 

• Development: Work with your team to understand where they are in their development and understand where they strive to be in their respective futures and then set actionable goals for the short term (annual performance process) and the long term (individual development plan). Provide continuous and constant feedback in line with these goals and identify ways to improve areas of opportunity and capitalize on areas of strength.

Qualifications:

• BA/BS degree required or equivalent experience, advanced degree preferred
• 8+ years of pharmaceutical/health care experience is a must
• Prior sales planning experience with responsibilities aligned to this role is a must

Background

• Strong leader who can motivate individuals towards a shared purpose.
• Collaborates and influences without authority in a matrixed organization.
• Excellent judgment and decision-making skills.
• Can communicate insights and recommendations to Executive, Sales, and Brand Leadership.
• Understanding of field sales activities, roles, and behaviors preferred.
• Excellent written, verbal, and presentation skills.
• Proficiency with Microsoft PowerPoint and Excel.
• Ability to clearly and confidently articulate complex and difficult concepts. 
• Ability to develop and deliver training and communications.
• Excellent business acumen and an understanding of basic corporate finance and financial analysis concepts.
• Experience working directly with pharmaceutical sales data sources.
• Ability to thrive in a team and cross-functional environment.
• Ability to develop and execute innovative, creative solutions.
• Results-oriented with exceptional process, project, and resource management skills.
• Consistent ability to meet and exceed agreed upon timelines.