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Director, Field Operations and Business Planning
As a privately-owned, specialty healthcare company, Ferring focuses on developing life-changing innovations that help people live better lives. Our independence helps us cultivate an entrepreneurial spirit and long-term perspective that enables us to achieve growth and scale while remaining agile and true to our 'people first' philosophy. Built on a 70-year commitment to science and research, Ferring is relentless in pursuit of science that drives powerful discoveries and therapies to help people build families, stay healthy, and stand up to the world's oldest enemy: disease.
This role will drive commercial excellence by identifying continuous improvement opportunities and best practices through internal assessment and selective external benchmarking. They will be responsible for the business readiness and enablement of our commercial functions across sales, finance and marketing, and will link the near- and long-term business planning efforts for inline and new products including brand planning, forecasting and new market commercial readiness. In addition, they will support the Commercial Model by leading field operations including sales force execution (targeting, resource optimization, call planning, incentive compensation, field tools), automation, sample and fleet management, and meeting planning.
Optimize Sales Force Effectiveness (SFE) and Field Force Deployment strategies:
Lead strategy and promote processes for optimal field force design, deployment, alignment and call planning.
Make recommendations for changing sales roles, coverage models, and team configurations to maximize sales.
Utilize innovative techniques and data sets to make call plans more data driven and actionable.
Monitor relevant sales force effectiveness metrics, conduct ongoing and ad hoc analyses.
Lead the development of effective communication and training to maximize the value and use of call plans and various reporting tools designed to support strategic business decision-making.
Lead field force execution and customer interface initiatives:
Drive operational excellence by establishing innovative sales force design, KPIs, and executional modeling in response to changing market drivers and in alignment with brand strategy.
Develop strategic recommendations and monitor execution in the areas of targeting, resource optimization, call planning, incentive compensation, and field analytical and planning tools.
Support Business Unit leads with pre-launch and in-line brand assessment through cluster segmentation, opportunity sizing, targeting, dashboarding, KPIs and deep dive analyses.
Proactively drive enhancements and utilization of technology that will enable the teams to best execute their core job responsibilities and further drive field team effectiveness.
Develop effective strategies to ensure optimal utilization of details, samples and other promotional resources in collaboration with applicable co-promotion partners.
Oversee critical field processes to ensure effective and efficient operations:
Provide leadership and mentorship to establish innovative approaches and further develop field operations functions including Incentive Compensation (IC), Sales Operations, and Field force Automation.
Partner with brand leadership and other key customers to develop and administer (plan design, analysis, implementation, business rules, policies and procedures, communications and training) sales IC plans that effectively motivate field performance in alignment with brand strategy.
Rigorously assess commercial capabilities to determine whether to build from within or outsource operations and obtain organizational buy-in to recommendations; effectively manage multiple external vendor/partner relationships to ensure high quality services, compliance with company and industry policies, practices and regulations, and seamless integration with internal processes and teams.
Oversee activities related to sample management, fleet management, field sales travel and expense reporting.
Contribute to the planning, agenda and content of the National Sales and POA meetings.
Lead or co-lead CRM Initiatives and projects to drive key business results through strong project planning and management.
Provide strategic business planning insights and actionable recommendations to Commercial Leadership:
Establish relevant Key Performance Indicators (KPIs) and ensure regular tracking and reporting of metrics in support of business objectives.
Work with commercial leadership and cross-functional colleagues to develop, communicate and facilitate important commercial business processes including the brand planning and budgeting processes.
Proactively monitor business performance and execution and present identified performance trends and growth opportunities to senior and executive leadership.
Establish and manage a business plan for the Commercial Operations group, reflecting clear alignment with the Commercial organization's goals, objectives, brand plans, etc.; execute the plan according to timelines and budget.
Partner with cross functional teams, including Finance and Supply to improve forecasting methodologies and delivery.
Drive innovation, perform benchmarking vs. industry peers and incorporate best practices to evolve business plans.
Advanced or Bachelors Degree required, MBA preferred.
10+ years of pharmaceutical commercial or related sales, commercial operations or business analytics experience required.
Excellent organizational, planning and project management skills with a strong attention to detail and ability to effectively manage multiple cross-functional projects simultaneously.
Experience with call plan development, territory alignment and customer/product segmentation.
Demonstrated experience in outsourcing commercial operations functions and effectively managing partner relationships.
Join our team and you'll become part of a close-knit family - one in which you'll be listened to and your contributions valued.
Surrounded by like-minded people, you'll have the support to achieve more. So if you love to come up with new ways to make a positive difference and see them through, welcome to the team.
We are proud to be an Affirmative Action/EEO Employer. EOE Minorities/Females/Protected Veterans/Disabled. We maintain a drug-free workplace and perform pre-employment substance abuse testing.