Director, Field Operations

The Director of Field Operations is responsible for 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 of Field Operations will support the field teams in developing key reporting and various tools to enable teams to effectively understand business trends. Additional areas of focus include supporting the design and implementation of the CRM (in coordination with Commercial Data Management and Field Force Technology and Operations), design and operationalizing dynamic targeting & alignment, Incentive Compensation programs, speaker bureau management, promotional material distribution and management, fleet/sample management and field force communication.  This role will work across brands and operational functions to flex to the needs of the organization.

Beyond working to support the field teams, this individual contributor will help coordinate 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 success.

• Lead the development, implementation, and continuous improvement of field operations strategies to support sales force execution and performance
• Oversee territory design, segmentation, targeting, and alignment processes in coordination with analytics and marketing teams
• Design and manage incentive compensation plans that motivate field behavior while maintaining compliance and business objectives
• Manage field communication processes, training tools, and operational readiness for product launches and promotional updates
• Ensure compliant execution and reconciliation of field promotional materials, sample distribution, and expense reporting
• Collaborate with Field Force Technology, IT and Data teams to ensure systems (e.g., CRM, BI tools, roster systems) support field team needs and business goals
• Support field force size and structure assessments and business case development
• Serve as the liaison between sales leadership and internal support functions to streamline processes and remove operational barriers

Minimum Job Requirements

Qualifications

• Bachelor’s degree required
• Master’s degree or MBA strongly preferred
• 8+ years prior sales operations and marketing experience within pharma or biotech industries
• 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

Additional Information

The base salary range for this full-time position is $190,000 - $220,000. Individual pay is determined by several factors, which include but are not limited to: job-related skills, experience, and relevant education or training. The range does not include the comprehensive benefits, bonus, long-term incentive, applicable allowances, or any additional compensation that may be associated with this role. 

Shionogi Inc. is an equal opportunity employer supporting individuals with disabilities and veterans. All qualified applicants will receive equal consideration for employment opportunities based on valid job requirements without regard to race, color, religion, sex (including pregnancy), 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 for protected veterans and individuals with disabilities in compliance with all federal, state, and local requirements to recruit a diverse pool of protected veteran and individuals with disabilities applicants and to ensure that our employment practices are, in fact, non-discriminatory.

If you are qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to use or access this website to apply for a vacancy as a result of your disability. You can request accommodations by calling 973-307-3550 or by sending an email to ShionogiHR@shionogi.com.