Director, Field Force Effectiveness

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.

Qualifications

Education/Skills:

• BS/BA required; MBA preferred


• Skills:
  
  
  • Communication
  
  
  • Project management
  
  
  • Leadership
  
  
  • Collaboration
  
  
  • Analytical
  
  
  • Attention to Detail
  
  
  
  

Background:

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.