Director, Field Excellence, North America
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Key details
- Location
- United States
- Work style
- Remote
- Level
- Lead / Staff+
- Job type
- Full-time
- Experience
- 10–13 yrs
- Function
- Operations & Strategy
- Focus area
- other
- Posted
- Yesterday
Skills
About the role
This position is listed on behalf of a partner company, which manages all applications and next steps. Our partner is looking for a Director, Field Excellence, North America based in the United States.
As Director, Field Excellence, you will lead the development and execution of strategies designed to strengthen commercial performance and field effectiveness across North America. You will oversee a high-performing team responsible for field force effectiveness, analytics, insights, and incentive compensation planning. Working closely with senior leaders across Sales, Marketing, Medical, and Market Access, you will translate business priorities into actionable strategies and measurable results. You will drive the evolution of field capabilities, tools, and enablement programs to improve customer engagement and operational efficiency. This role combines strategic leadership, data-driven decision-making, and cross-functional collaboration within a dynamic biotechnology environment. You will also champion innovation, continuous improvement, and consistent execution across a complex, matrixed organization.
Accountabilities:
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Lead Field Excellence strategy: Define and implement the vision, objectives, and priorities for Field Excellence, ensuring alignment with broader commercial and business strategies.
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Manage and develop teams: Lead a high-performing team specializing in field force effectiveness, analytics, insights, and incentive compensation planning while fostering accountability and professional development.
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Drive cross-functional collaboration: Act as a strategic advisor to senior stakeholders across Sales, Marketing, Medical, and Market Access, translating strategic priorities into operational plans and measurable outcomes.
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Strengthen field capabilities: Partner with Commercial, IT, Analytics, and Digital teams to improve field tools, platforms, workflows, and customer engagement capabilities.
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Optimize enablement programs: Support the adoption and continuous improvement of CRM systems, digital solutions, AI/ML capabilities, training initiatives, and change management programs.
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Oversee incentive compensation: Lead the design, governance, and execution of sales incentive compensation programs, ensuring they are motivating, compliant, data-driven, and aligned with business objectives.
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Drive analytics and performance: Oversee scenario modeling, sensitivity analyses, validation processes, and reporting to support informed business decisions and field performance.
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Establish operational standards: Develop governance frameworks, operating procedures, documentation, and performance review processes to ensure consistency and accountability.
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Promote continuous improvement: Benchmark industry best practices, identify opportunities for simplification and standardization, and encourage innovation and data-driven decision-making across the organization.
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Bachelor's degree in Business, Marketing, or a related discipline is required; a Master's degree, MSc, or MBA is preferred.
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At least 10 years of relevant experience with a bachelor's degree, 7+ years with a master's degree or MBA, or 5+ years with a doctoral or professional degree.
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Extensive experience in Commercial Operations, Field Enablement, Sales Operations, Marketing, or Business Planning within the biotechnology or pharmaceutical industry.
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At least 4 years of leadership experience building and managing teams, influencing senior stakeholders, and driving organizational change within complex, matrixed environments.
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Demonstrated expertise in designing and governing field incentive compensation programs, including performance measures, rules, controls, vendor management, and issue resolution.
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Strong understanding of field execution strategies, including customer targeting, territory design, coverage models, call planning, and performance management.