The Director/Senior Director of Field & Marketing Operations is responsible for the leadership of the multiple functions supporting the Field Sales, Market Access, Marketing, and Medical Affairs teams. This individual will be focused on how to optimize the execution of our field forces, as well as provide key insights from the field into the business.

The Director/Senior Director of Field & Marketing Operations will support the field teams in developing key reporting and various tools to enable teams to effectively understand business trends and maximize sales potential. This role is expected to work closely with their respective Insights & Analytics (I&A) leads to ensure appropriate insights are transformed into standardized metrics and reports while partnering to develop key insights for quarterly business reviews.

Additional areas of focus include leading the design and implementation of the CRM (in coordination with Commercial Data Management and Technology or CDM&T), design and operationalizing dynamic targeting & alignment, Incentive Compensation programs, speaker bureau management, promotional material distribution and management, fleet/sample management and field force communication.

Beyond working to support the field teams, this leader will be the key coordinator between the home office (Marketing, Market Access, Medical Affairs, Legal, Compliance, IT, HR, and Finance) and the field teams to ensure strategic alignment. Maintaining an effective, collaborative relationship across all these stakeholders will be a critical skillset for the successful leader.

• Provide critical operational and analytical support for field sales, field medical affairs, and field managed markets teams. This includes leadership and oversight of:
  • Territory sizing, design, and alignment
  • Design and execution of incentive compensation (IC) plans
  • Design and management of relevant field based KPIs, including report development and reporting
  • Continuous improvement of existing reports and dashboards for field-based teams; partner closely with I&A teams to ensure alignment of field-based reports with home office reports
• In partnership with I&A and CDM&T, help define how data and analytics for the field facing teams can drive performance; ensure insights from the field are captured and incorporated into brand and corporate decisions when appropriate.
• Work closely with CDM&T to leverage sales force automation system to full capabilities and enhance to support the field
• Manage the Marketing operations functions in support of the various marketing brand teams; this includes (but not limited to) the management of Speaker Bureaus and promotional material and equipment distribution
• Identify and deploy (in partnership with CDM&T and IT) additional field resources and requirements, such as sales analysis tools, reporting, field technology and CRM reporting tools as needed
• In partnership with relevant functions (i.e., field leadership, Compliance, Legal, Finance, and HR), implement, manage, and update incentive compensation programs and corporate policies; ensure communication of policy to field and various internal departments; coordinate management oversight of program by leading Shionogi Incentive compensation review committee (SIRC) on quarterly basis
• Coordinate with CDM&T to institute processes for data and reporting governance of ad hoc field-based inquiries
• Oversee the fleet vehicle program for field teams; negotiate with vendors; oversee the issuance and administration of fleet vehicles to field sales. Oversee processes for operation, reporting, maintenance, disposition, etc.
• Build and retain highly impactful Field & Marketing Operations team by hiring, developing, and challenging top talent
• Responsible for managing relevant field & marketing operations budget to ensure all required tasks are accomplished

Minimum Job Requirements

Qualifications

• Bachelor’s degree required
• Master’s degree or MBA strongly preferred
• Minimum of 8-10 (Director) / 10-12 (Senior Director) years prior sales operations and marketing experience within pharma or biotech industries; 5+ years’ experience in a leadership position, including sales management and/or sales operations leadership
• Deep understanding and documented experience of field-based team strategy/performance/data analytics, sales force deployment, customer targeting/segmentation, incentive compensation plans and CRM deployment and utilization
• Additional skills required include experience focused on project management/execution, organizational structure, data procurement and implementation and customer impact innovation initiatives.
• Excellent presentation skills required in developing, communicating and presenting strategies for maximizing field force effectiveness to executive leadership
• Ability to generate, quantify and analyze data in creating appropriate solutions for sales force and marketing optimization using industry sources and unconventional methods
• Proven leadership in developing new business processes and moving them to automated systems and implementation
• Experience selecting and overseeing external vendors and outsourced partnerships.
• Demonstrated strong proficiency in Microsoft Excel and PowerPoint.

Competencies

• Growth mindset with “can do” attitude and high emotional intelligence.
• Ability to problem-solve and develop solutions for routine day-to-day issues.
• Experience advising senior level executives, strong coaching, and problem-solving skills.
• Strong ability to influence laterally and vertically.
• High degree of creativity and innovation in developing new approaches, processes, and methodologies
• Strong interpersonal and communication skills and the ability to develop effective working relationships with multiple levels of management and across a range of functions.
• Excellent project management skills with demonstrated ability to lead multiple projects and priorities.

Other Requirements

• Demonstrated leadership skills in coaching and managing a team.
• Ability and willingness to travel approximately 10-20% of the year.
• Must live a commutable distance to our US Corporate Headquarters in Florham Park, NJ. Office presence is required at least 3 days per week.

Essential Physical and Mental Requirements

• Ability to articulate clearly and conduct verbal presentations with large and small audiences.
• Ability to travel via automobile and/or airplane.
• Ability to view video display terminal images < 18” away from face for extended period of time – up to four (4) hours at a time.
• Ability to operate a computer keyboard and telephone.
• Ability to sit for extended periods of time – up to four (4) hours at a time.
• Ability to lift, tug, pull up to fifteen (15) pounds.

Disclaimer

The job description is not designed to cover or contain a comprehensive listing of requirements, duties or responsibilities that are required of the employee. Other requirements, duties and responsibilities may change or be assigned at any time with or without notice. 

You acknowledge and agree that information described herein may be disclosed to applicable regulatory authorities, alliance partners and/or third-party service providers as necessary for Shionogi to fulfil its obligations under applicable laws, including but not limited to compliance with regulatory inspections and/or audits.

Shionogi Inc. is an equal opportunity/affirmative action employer.
All qualified applicants will receive equal consideration for employment opportunities based on valid job requirements without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity, marital status, national origin, age, ancestry, citizenship, disability, genetic information, status as a disabled veteran, a recently separated veteran, Active Duty Wartime or Campaign Badge Veterans, and Armed Forces Service Medal Veterans, or any other characteristic protected by applicable law.
It is the policy of Shionogi Inc. to undertake affirmative action in compliance with all federal, state, and local requirements to recruit a diverse pool of applicants and to ensure that our employment practices are, in fact, non-discriminatory.