Director, Field Excellence, Delivery

What you will do

You will be accountable for coordinating our delivery efforts across the internal and external team located in AIN and across India. In addition, the Director must manage relationships across a complex internal set of teams and functional groups.

This position reports to the Executive Director, US Field Excellence and will be responsible for the following

Responsibilities

• Key Integrator: Act as main point of contact and representative of the Field Excellence team in India
• Talent Development: Hire, train, develop, and manage talent to meet organizational needs
• Global Collaboration: Act as the primary point of contact for Field Excellence leadership in the US and the offshore team in India, either through our Contract teams or direct AIN FTEs
• Operational Excellence and Delivery: Oversee end-to-end delivery of core field analytics, operations, incentive compensation, and field systems and platforms ensuring quality, scalability, and operational efficiency, while promoting best practices in field effectiveness approaches and methodologies
• Lead/ co-lead special initiatives and projects (e.g. sales force go-to-market, size & structure, sub-national analytics, launch readiness)
• Oversee execution and pull-through of field force capabilities customer targeting, field reporting, field alerts / suggestions, omnichannel / digital, field transformation, etc.
• Oversee IC Program delivery excellence (analytics design and health checks, administration and operations, field and data inquiry management, performance tracking and reporting, platform operations)
• Offshore Vendor Management: Manage offshore teams including CWs, maintaining quality of service and timely deliverables
• Innovation Leadership: Foster a culture of innovation, ensuring the India team remains at the forefront of emerging technologies and trends in field force effectiveness and enablement
• Continuous Improvement: Lead identifying and prioritizing areas of opportunity across the organization. Collaborate with cross-functional teams to implement organizational improvements.
• Automation: lead the piloting, planning, and implementation of automation across the Field Excellence capabilities
• Business Impact & Collaborator Management: Ensure capability solutions drive tangible business outcomes and collaborate with global key collaborators to refine requirements, measure impact, and report progress

Basic Qualifications

• Masters degree & 18+ years of experience in sales analytics, sales operations, and/or field effectiveness OR
• Bachelors degree & 20+ years of experience in sales analytics, sales operations, and/or field effectiveness AND
• 8+ years of leadership experience directly managing people, teams, projects, programs, and directing the allocation of resources

Preferred Qualifications

• Relevant sales force effectiveness, sales operations, incentive compensation, and field platforms and systems (i.e. CRM, sales operations enablement, reporting) experience in the bio/pharmaceutical industry
• Analytical Skills : The ability to analyze data, identify trends, and make data-driven decisions is crucial. This includes proficiency in statistical analysis and familiarity with tools like Excel, SQL, and data visualization software.
• Technical Proficiency : Knowledge of relevant software and technologies, such as sales planning and operations platforms (targeting, alignment and roster management, incentive compensation), sales CRM, and other field-specific tools, is important.
• Critical Thinking: Strong analytical skills to diagnose business issues and incorporate into development or adjustment of strategies, plans and tactics to achieve business objectives
• Project Management: Ability to lead cross-functional teams to identify, prioritize, and implement improvements to field analytics and operations processes
• Collaboration: Ability to work effectively with stakeholders to ensure alignment and support for initiatives
• Communication: Effective communication is key, both in writing and verbally. This includes the ability to present data and findings clearly to stakeholders and team members.
• Minimum 5 years experience in leading and delivering sales force Go-To-Market and Size and Structure strategy project
• Experience in successfully deploying AI/ML based Next Best Action recommendation engine to optimize field execution and customer experience
• Leadership experience in building and developing high performance teams, delivering results, and shaping the future
• Ability to foster and encourage an environment of openness and transparency in seeking diverse opinions and empower risk-taking in idea generation, idea incubation and/or experimentation
• Ability to think strategically about issues impacting an entire portfolio of therapeutics across geographies and stages of development
• Experience managing multiple senior stakeholders, prioritizing across a multitude of responsibilities and allocating resources to drive maximum impact
• Partners with business leaders to deliver high-quality predictions that guide strategic decision making
• Oral, written and presentation skills to explain complex concepts and controversial findings clearly to a variety of audiences, including senior management
• Comfortable challenging the status quo and bringing forward innovative solutions
• Ability to identify areas for process and systems innovation and implement change that will enhance the overall effectiveness of the team
• Comfortable working through and leading large-scale global change management
• Understanding of technology platforms and ability to partner with IS/IT and business leaders