Director, Field Analytics – Operations

This is a fully remote position, open to applicants in United States.

📋 Description

• Lead the roadmap for field effectiveness, encompassing field force sizing, territory design and alignment, targeting of HCPs/HCOs, segmentation, and call planning.

• Design and manage incentive compensation plans, including quota methodology, crediting rules, payout calculations, and dispute resolution processes.

• Establish governance for incentive compensation in collaboration with Finance, HR, Legal, and Compliance departments.

• Act as the commercial business owner for field-facing CRM and technology solutions, including platforms like Veeva.

• Convert field requirements into system specifications and drive system configuration, adoption, and ongoing enhancement.

• Create performance dashboards, territory and account scorecards, call activity reports, quota attainment metrics, and launch KPIs.

• Leverage automation and AI to enhance decision-making capabilities.

• Contribute to the development of an integrated customer engagement framework linking in-person, virtual, and remote field interactions with approved email, digital marketing, speaker programs, and other non-personal channels.

• Coordinate customer journeys, engagement triggers, and recommendations for next-best-actions alongside cross-functional teams.

• Merge field and non-personal engagement data to construct a comprehensive view of HCP engagement.

• Interpret performance trends and customer insights to formulate recommendations for targeting, deployment, and resource distribution.

• Create scalable processes, controls, and change management practices to ensure reliable and compliant field operations.

• Collaborate with Sales, Finance, HR, Legal/Compliance, IT, and Data Strategy & Operations to align priorities and manage dependencies.

• Oversee vendors for field operations, budget planning, and capability investments.

• Initially function as the primary subject matter expert within the role, with the potential to build a team as the organization expands.

• Report directly to the Executive Director of Commercial Operations.

• Travel required is up to 10% for conferences, company meetings, and other business-related needs.

⛳️ Requirements

• Bachelor’s degree in a quantitative field, business, or life sciences.

• Over 10 years of experience in the pharmaceutical or biotechnology sector.

• Significant experience in field operations, sales operations, commercial operations, field effectiveness, incentive compensation, or launch readiness.

• Proven track record supporting multiple U.S. specialty pharmaceutical or biotech product launches, covering field deployment, territory alignment, incentive compensation, CRM, and performance reporting.

• Demonstrated ownership of field operations or field effectiveness, including managing vendors, cross-functional decision-making, and engaging with senior stakeholders.

• Practical experience in defining requirements for and supervising CRM, incentive compensation, territory alignment, and field reporting platforms.

• Experience managing personal and non-personal HCP engagement channels as part of a cohesive customer engagement strategy.

• Familiarity with pharmaceutical commercial compliance, including promotional requirements, PhRMA Code standards, HCP data privacy and consent, and incentive compensation controls.

• Strong analytical capabilities.

• Advanced proficiency in Excel.

• Experience with Tableau, Power BI, or comparable business intelligence platforms.

• Excellent business judgment and communication skills.

• Ability to translate complex operational analyses into straightforward recommendations.

• MBA or relevant master's degree is preferred.

• SQL experience is preferred.

• Experience with Veeva CRM, marketing automation, customer data platforms, or next-best-action tools is preferred.

• Familiarity with prescription, claims, specialty pharmacy, hub, and HCP/HCO reference data is preferred.

• Experience in developing commercial capabilities within a lean, pre-launch organization is preferred.

• Candidates may reside anywhere within the continental United States.

🏝️ Benefits

• Annual target bonus.

• Equity compensation.

• Medical insurance.

• Dental insurance.

• Vision insurance.

• 401(k) retirement plan.

• Employee Stock Purchase Plan.

• Company-paid life insurance.

• Short- and long-term disability coverage.

• Paid time off.

• Paid company holidays.

• Remote work arrangement.