Lead Director, Field Planning and Analytics Team

APEX (Analytics & Performance Excellence) is a group within the US Commercial organization.  This team drives business performance by creating efficiencies, identifying opportunities, and instilling excellence across the enterprise. We have an amazing opportunity for the Neuroscience Business leader role on the Field Planning & Analytics Team.

This role will lead the analytical support and innovation in Field Planning, Field Tools, and Incentive Compensation capabilities for the field-based teams within their respective therapeutic area. By using insights of their marketplace, analytics, and data science, this leader will nurture new innovations to support our field teams by balancing design and operational tradeoffs. This person should have salesforce effectiveness experience and knowledge and can challenge the status quo to determine what is fit-for-purpose for our business of tomorrow. This role will be an Inspirational Leader as this person will identify differential developmental opportunities for talent that optimizes their technical expertise or leadership/acumen expertise. This role will be an indispensable business partner and communicator as this person will work with their team and cross functionally with brand and functional leaders to deliver business results.

The Specialty FPAT Director will report directly to the Senior Director, Neuroscience APEX and will lead a team of people including first- and second-line managers.

Key Responsibilities:

Incentive Compensation:

• Develop Incentive Compensation (IC) strategy, based on BU pull-through defining direction to evaluate and refine IC
• Lead strategy with VPs on strategic direction of the brand, ensuring IC is motivating, clearly defined, aligned with forecasting

Strategic Sales Planning:

• Lead Field Force design, alignment, and call planning process. 
• Collaborate with franchise & sales leadership and internal stakeholders to determine optimal field force alignment
• Lead the field targeting/call plan process by collaborating with sales leadership to identify the business rules, execute the adjustment process and provide achievement metrics to management
• Drive/support annual processes: ABS Approval Process Sales Force Effectiveness leveraging data/reporting Franchise Annual Sales Operations Planning

Field Tools:

• Ensure field tools and operations are optimized to best meet the needs of customers
• Create, review and simplify critical processes
• Report on field force execution metrics to sales leadership on a regular basis and support the quarterly field business planning
• Drive adoption and identify improvement areas for field tools 
• Identify and lead/support process improvement initiatives (i.e. next generation call plan, vacancy management, SF Expansions, optimizations and launches)

Champion franchise needs as they relate to field-focused deliverables:

• Listen to / be voice of customers’ needs
• Keep eye on trends to bring innovative ideas to franchise leads
• Inform ops team of franchise strategies/needs; help navigate thru hurdles
• Manage/triage/direct incoming facing issues or requests.
• Connect issues/tasks to appropriate stakeholders
• Communicate status/resolution to key stakeholders

Key Stakeholders include:

The FPAT Director is accountable to the Therapeutic Area VPs and APEX Leadership. Accountable to drive strong partnership, ways of working, and alignment between the team and respective cross-functional leads.

• BS/BA required; MBA preferred
• Minimum of 10  years of experience with a preference of at least 3 years in sales
• 3-5 years  of management experience
• Preference with 2 years of headquarter based experience
• Significant expertise in Incentive compensation design and administration, field sales structure and call plan design and Field Tools development and administration
• Demonstrated communication, networking, project management, leadership and collaboration skills.