Director, Field Operations

Overview

The Director, Field Operations reporting to Executive Director Commercial Operations will lead the development and execution of commercial plans for field force and home office interaction, effectiveness, and impact. The leader will be the key coordinator between the home office and the field teams (Sales, Marketing, Market Access, and Medical Affairs) to ensure strategic alignment and optimal execution as we plan to launch our skin cancer franchise.

Responsibilities

Field Reporting and Analytics:

• Collaborate with Commercial stakeholders to design, deliver and maintain technology solutions that align to Commercial's business strategic direction.

• Work with cross-functional team members to identify and prioritize actionable, high-impact insights across a variety of core business areas including Sales, Marketing, Market Access, Patient Services and IT.

• Research, design, implement, and validate cutting-edge dashboards to analyze diverse sources of data to achieve targeted outcomes.

• Institute processes for data and reporting governance of ad-hoc field-based inquiries from the Executive Leadership Team and other Commercial functions.

Field Operations:

• Coordinate execution of our go to market customer model that focuses on field force deployment strategies including sizing, structure, geographical alignments, and call plans in collaboration with the executive leadership team to maximize field force impact. In addition, the customer model will include coordination with market access, marketing, and field medical affairs.

• Lead customer targeting strategy and execution for both in person calls along with how to enhance virtual engagement of customers.

• Design, develop, implement, and lead the company's customer management system (CRM) with input from Commercial, IT, Quality and Finance.

• Strategic and tactical planning for field teams including incentive compensation design and administration, data management, reporting, and CRM management.

• Lead data inquiry and data stewardship efforts in support of field-based teams.

• Build and manage day-to-day activities of field force/home office operations: Ensure compliant and effective field communications, coordinate field team meetings and other identified initiatives.

• Embody the company culture, which attracts, develops, and retains high caliber candidates, fosters a culture of diversity, innovation and teamwork that will drive the future success of the organization.

Qualifications

Experience and Qualifications:

• Bachelor's degree, Master's degree preferred

• 10+ years' multi-disciplinary work experience in the industry with an emphasis on commercial experience including field sales, field sales management, CRM, marketing, analytics, and commercial operations

• Experience in leading or serving on teams involved with the sales operations function (sales force size and structure, incentive compensation, sales training, business analytics/research, alignment operations, field communications, meeting management)

• Extensive experience in developing and optimizing CRM platforms for different field teams (Salesforce)

• Superior leadership skills focused on project management/execution, organizational structure, data procurement and implementation and customer impact innovation initiatives

• Ability to generate, quantify and analyze data in creating appropriate solutions for sales force and marketing optimization using industry sources and unconventional methods. Tableau experience and advantage.

• Experience selecting and overseeing external vendors and outsourced partnerships.

• Strong customer orientation/focus

• Strong problem-solving skills that can be leveraged for uncovering quick and meaningful solutions to ensure speed of execution and quality are not compromised.

Other Competencies and Behaviors:

• Be flexible and adept to work in a fast-paced, start-up environment with the ability to take initiative and solve problems to build a best-in-class launch

• Ability to collaborate effectively in an evolving cross-functionally matrixed structure with some ambiguity

• Be a strong and visible leader in the importance of good business conduct and adherence with applicable laws, regulations, rules, and codes

• Proven ability to work under pressure and prioritize work to achieve positive results

• Strong verbal and written communication skills are essential