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Director, Field Force Effectiveness

Posted on Apr 5, 2021 by Pharmacyclics

Libertyville, IL 60048
Immediate Start
Annual Salary

Major Responsibilities:

  1. Lead Field Force design, alignment, and call planning process

    • Collaborate with sales leadership and internal stakeholders to determine optimal field force size and structure

    • Lead the field call plan process by collaborating with sales leadership to development target panels that reflect changes in promotional strategies and tactics

    • Manage territory alignments through sales force deployment changes and quarterly maintenance

    • Identify and lead/support process improvement initiatives (ie next generation call plan, vacancy management, sales force expansions, optimizations and launches)

    • Proactively provide insights on call plan execution and field force effectiveness

  2. Lead the strategic planning for all Sales Incentive compensations including plan design, analysis, implementation, communications and training

    • Collaborate with business partners to design effective Incentive Compensation plans that support overall sales strategy

    • Coordinate with sales leaders to provide continuous training on Incentive Plan design to ensure field engagement and understanding

    • Ensure all incentive programs are equitable, motivating and aligned to corporate incentive philosophy

    • Proactively analyze impacts of changes in sales trends and how market events may impact performance and ICP results

    • Leverage Sales Ops team to stay updated on latest industry trends and practices in sales compensation and share with sales leadership to provide insight & recommendations on enhancements

  3. Ensure field tools and operations are optimized to best meet needs of customer

    • Partner with sales and brand teams to drive adoption and identify improvement areas for field tools

    • Manage team through data management, KPI tracking, field sales analytics and ad hoc reporting

    • Report on field force execution metrics to sales leadership on a regular basis and support the quarterly field business planning

  4. Champion franchise needs as they relate to Field-Focused Deliverables

    • Listen to/be voice of customers' needs

    • Proactively track trends to bring innovative ideas to franchise lead

Supervisory/Management Responsibilities:

  • Manage team of 7-10 including both direct and indirect reports who are driving sales planning, field tools & reporting, and sales incentive compensation.



  • BS/BA required; MBA preferred

  • Skills:

    • Communication

    • Project management

    • Leadership

    • Collaboration

    • Analytical

    • Attention to Detail


This position requires 10+ years of related experience with 3+ years of managing others. It also requires strong leadership skills, communication skills, analytical skills, attention to detail and a proven ability to work closely and effectively with all corporate functions and senior management.

Reference: 1152695161

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