Associate Director, US Field Force Deployment and Sales Force Effectiveness

$135,867 - $203,800/Yr

Alexion Pharmaceuticals - Boston, MA

Full-time - Mid Level

Boston, MA

Chemical Manufacturing

About the position

The Associate Director, US Commercial Field Force Deployment & Sales Force Effectiveness will play a critical role in the success of Alexion's US business and the Commercial Operations organization. This individual will lead, develop, and support processes that drive a rapidly growing Commercial organization from a Deployment and Sales Force Effectiveness perspective including all critical drivers of Alexion's Deployment Strategy/Framework including segmentation, targeting, field sizing & structure, alignments, and execution. The incumbent leads, manages and makes recommendations on the size of existing and new territories, as well as entire field force sizes for Alexion US as well as making recommendations and advises Sales Leadership in determining the balance of territory business potential, geographic optimization and the balance of targeted customer information. The ideal candidate will have in depth understanding of critical field sales deployment and sales force effectiveness processes as well as a proven ability to work with a diverse group of stakeholders ensuring successful outcomes. Specifically, the position will entail the following responsibilities across our business units: In partnership with the Director, US Field Force Deployment and Sales Force Effectiveness provides strategic leadership to develop and advance Alexion's Deployment strategy in order to achieve operational excellence. Proactively partners with key stakeholders - BULs, ESDs, RSDs, NSDs to successfully execute key initiatives relating to Deployment and Sales Force Effectiveness. Actively leads, develops, and executes our Deployment Framework i.e. customer segmentation, targeting, field force size and structure, territory alignments, operationalization of customer engagement plans and field execution analytics. Incumbent is the Subject Matter Expert and ambassador of Alexion's Deployment Framework. Directs, plans, and executes the quarterly alignment process for assigned Business Units aligned with Strategic Objectives. Ensures alignment between downstream systems ensuring accuracy and reliability for field operational execution. Leads quarterly alignment process for assigned business units meeting high quality standards of operational efficiency and ensuring operational readiness for strategy execution. Leads, collaborates with ESDs/NSDs to recommend changes to optimize territories. Develops alignment scorecards. Collaborate with key stakeholders to manage, oversee plan, and execute major and minor field force realignments. Directs, manages the roster management for assigned business unit. Develops, leads, partners with Government Relations to accurately abide by state registration requirements pertaining to field personnel. Accurate reporting for each state authority will ensure Alexion is appropriately meeting legal requirements and avoiding costly monetary penalties.

Responsibilities

• Provide strategic leadership to develop and advance Alexion's Deployment strategy to achieve operational excellence.
• Proactively partner with key stakeholders to execute key initiatives relating to Deployment and Sales Force Effectiveness.
• Lead, develop, and execute the Deployment Framework including customer segmentation, targeting, field force size and structure, and territory alignments.
• Act as the Subject Matter Expert and ambassador of Alexion's Deployment Framework.
• Direct, plan, and execute the quarterly alignment process for assigned Business Units aligned with Strategic Objectives.
• Ensure alignment between downstream systems for accuracy and reliability in field operational execution.
• Lead quarterly alignment processes ensuring operational readiness for strategy execution.
• Collaborate with ESDs/NSDs to recommend changes to optimize territories and develop alignment scorecards.
• Manage, oversee plan, and execute major and minor field force realignments.
• Direct and manage the roster management for assigned business unit.
• Partner with Government Relations to ensure compliance with state registration requirements for field personnel.

Requirements

• Bachelor's degree in a relevant field required.
• 8+ years of related health care industry experience required: pharmaceuticals, strategy consulting.
• Advanced knowledge of Field Force Deployment and Sales Force Effectiveness processes including practical application in the pharmaceutical industry.
• Demonstrated ability to evaluate optimal sales territory alignments.
• Strong business acumen complemented with knowledge and experience of the pharmaceutical US industry data and market understanding.
• Ability to adapt and thrive in a fast-paced environment while managing multiple complex assignments.
• High level of integrity and dependability with a strong sense of urgency.
• Demonstrated knowledge of pharma or healthcare industry data and market understanding required.
• Excellent presentation and communication skills, ability to interact with senior management.
• Advanced command on analytical tools (e.g., MS Excel, Access).
• Proven business acumen, including strong analytical skills, interpretation, and business problem solving.

Nice-to-haves

• Pharmaceutical Sales Experience
• Master's degree or MBA a plus
• Territory Design software experience preferred i.e. Javelin Territory Designer or similar
• Excellent written and verbal skills and strong interpersonal skills
• High level of proficiency in MS Office software including: Word, Excel, Outlook, Visio, and PowerPoint
• Mastery of Microsoft Excel

Benefits

• 401(K) plan
• Paid vacation and holidays
• Paid leaves
• Health benefits including medical, prescription drug, dental, and vision coverage
• Short-term incentive bonus opportunity
• Eligibility to participate in equity-based long term incentive program