Senior Director, Field Execution
The Senior Director, Field Execution is responsible for overseeing a team of professionals responsible for the execution and delivery of strategic deliverables in Field Design & Deployment, Incentives and Execution adherence in the US Market. This is a critical role leading a team with the ambition to continuously innovate to drive growth and execution for all US businesses. The successful candidate will align and collaborate with all BOS Functional Leaders, other cross-functional support functions, Business Unit and Sales Leaders to ensure excellence in execution. In addition, the candidate will be identifying business efficiencies and developing innovative solutions to address market, industry, and brand opportunities based on modern industry benchmarks & customer engagement models.
The Senior Director, Field Execution will report to the Head, Customer Engagement and Execution with strong accountability to the Business Unit General Managers and Sales Leadership.
Lead a team of 5+ direct reports responsible for the strategy, design, deployment and execution of brand sales architecture, IC plans & contests and execution adherence.
Specifically, responsibilities of the candidate will be leading the strategy and continuous improvement of field force architecture; incentives design, optimization & deployment; measurement of field execution & systems adherence using knowledge of modern industry go to market and customer engagement models.
Maintains accountability of team performance, transparency and change management.
Maintain run state of these activities linked to normal weekly, monthly & quarterly processes.
Coordination & support of Sales Operations activities including Quarterly Business Activities, Veeva enhancements, data/reporting enhancements, Field triggers, etc.
Create opportunities for efficiencies in brand performance through process improvements, vendor leverage and data analysis, partnering with the brands to implement solutions and track ROI.
Recommend changes and make suggestions to BOS and Business Unit teams using Insights and Operational expertise to drive increased performance through innovative ideas and staying abreast of latest industry trends.
Collaborate with colleagues in similar roles, cross-business unit to ensure best practice sharing, drive consistency and efficiencies, and effective leverage of support teams.
10+ years of experience in Biotechnology or Pharmaceuticals; Undergraduate degree, MBA preferred.
Experience leading a team of direct reports in a matrix organization; not afraid to play & coach.
High emotional intelligence, change management, communication & financial acumen is required.
Demonstrated ability to drive change as a forward thinker within an organization, cultivating support and maximizing contribution from other cross functional team members.
Knowledge of modern Go-to-Market models, customer engagement processes and KPIs, tactics including Account vs HCP selling models, KAM & GPO strategies, hybrid selling, rep & home office orchestration, etc.
Knowledge of modern incentive compensation plans across therapeutic areas; Lead vs Lag indicators, execution adherence integration, etc.
Knowledge of industry standard data sets (IQVIA Xponent & DDD, 867, de-identified SP/HUB data, etc.), systems (Veeva, Salesforce, Snowflake, PowerBI, etc.) and stays abreast of modern technologies, methodologies, and their applications.
Acts with integrity and adheres to excellence in governance practices
Experience leading without authority in a matrix environment.
Excellent presentation skills, ability to tell a story supported by facts.
Excellent Project/Program management capabilities
Sanofi Inc. and its U.S. affiliates are Equal Opportunity and Affirmative Action employers committed to a culturally diverse workforce. All qualified applicants will receive consideration for employment without regard to race; color; creed; religion; national origin; age; ancestry; nationality; marital, domestic partnership or civil union status; sex, gender, gender identity or expression; affectional or sexual orientation; disability; veteran or military status or liability for military status; domestic violence victim status; atypical cellular or blood trait; genetic information (including the refusal to submit to genetic testing) or any other characteristic protected by law.
At Sanofi diversity and inclusion is foundational to how we operate and embedded in our Core Values. We recognize to truly tap into the richness diversity brings we must lead with inclusion and have a workplace where those differences can thrive and be leveraged to empower the lives of our colleagues, patients and customers. We respect and celebrate the diversity of our people, their backgrounds and experiences and provide equal opportunity for all.