Please note that this position is based in either San Diego, CA, or Princeton, NJ. Acadia’s hybrid model requires this role to work in our office three days per week on average.

Position Summary:

Join our dynamic team to as an integral member in driving overall commercial success and helping improve the lives of patients through your leadership and strategic and analytical expertise. As the Senior Director, Field Force Effectiveness for the Neuro Science group you will be responsible for leading efforts and your team to implement and administer initiatives and support services that are critical to maximizing the effectiveness of our field based teams by working in partnership with leadership, Sales, Marketing, and Patient Service groups.  This includes ensuring that the field teams are optimally deployed with the correct territory alignment, they are targeting the right customers with the right call plan, they are providing the right level of services to optimize the patient on-boarding journey, they have the right incentive compensation bonus plan that properly rewards/motivating their performance, and they have the right insights to elevate their performance. To accomplish this, (s)he will be responsible for effectively managing their team to determine the proper methodologies, generate the appropriate analytics, deploy sound strategies, implement efficient processes, and leverage appropriate tools/techniques needed to support field leadership to drive sales performance, patient onboarding, and organizational growth.  This position assumes a high level of competences and expertise in biopharma commercialization strategies including deployment, targeting, patient on-boarding/support services, incentive compensation, and field level analytics/reporting/insight generation. Additionally, as a leader within the Commercial Insights and Analytics team, this position will also work closely and partner with others in the group along with those from People & Performance, Legal/Compliance, and IT departments along with outside vendors in order to fufill the resposiblities of this position.   The ideal candidate will be a high-energy, detail-oriented, and self-motivated individual with a demonstrated history of strong focus on customer service, execution excellence, and great problem solving capabilities

Primary Responsibilities:

• Lead and administer the field deployment, sizing, and territory alignment efforts for the Neuro Science group by partnering with sales, marketing, patient services and account management leadership to ensure that Acadia’s field teams are optimally deployed to achieve commercial objectives
• Lead and administer the field targeting and POA call planning/optimization process by working with commercial leadership teams to ensure that our field teams are focused on the right customers with the right contact frequency, by leveraging the right promotional to channel with the right discussion topic to ensure our patients have access and receive the best treatment outcomes from our products
  • Leverage predictive modeling to increase and optimize field force effectiveness, customer experiences, and other business outcomes
• Help inform the commercialization plan for potential new assets as well as existing commercial brands, particularly as it relates to sales force sizing requirements, call plan, identification of target customers, and overall market opportunity
• Lead the design and the administer of the field incentive compensation, contest/award functional area for the US Neuro Science field teams by collaborating with internal stakeholder and vendors to ensure that plans are motivating, rewarding, and are align with business objectives:
  • Lead the evaluation, development, design and administer IC Plans, contests, and annual awards for Neuro Science field teams, , along with their field management teams
  • Provide leadership around governance, inquires, and approval process for IC plans, contests, and awards
  • Implement strategies and the administrative processes to ensure accurate performance and bonus/contest payout calculations.
  • Ensure timely communication and documentation to the field teams around IC/contest/award plans, IC goals, IC performance status reports(scorecards), and the administration processes
  • Collaborate with others on the CIAO team and IT on data governance to ensure the consistent performance metric definitions are being utilized and that the necessary data integrations needed for IC are accurate, efficient, and reliable.
• Lead and administer US Neuro Science field-based performance analysis and reporting capabilities at a national, sub-national and customer level by working with sales, patient services, and national account leadership
  • Monitor and assess execution against key business targets to identify gaps and business opportunities, including the assessment of current business situation utilizing key sales performance dashboards and reports to provide insights and make recommendations to on market/ /customer opportunities and field force effectiveness improvements to ensure objectives are met in advancing patient care
  • Work with sales and patient service management to assist in analyzing performance , facilitating business reviews, and examining the execution and effectiveness of POA and field based initiatives
  • Partnering with Commercial System and Analysis group to ensure reporting platforms and metrics/KPIs are aligned to achieve sales objectives and goals
• Working closely with patient and distribution team, lead efforts in monitoring and providing key performance insights and recommendations surrounding the patient on-boarding, pull-thru, support service and product distribution experience including identify potential bottlenecks, and opportunities.
• Provide input and support for the POA and Brand planning process and ensuring key outputs and initiatives affecting the field teams are implanted on time.
• Collaborate with CIAO and the IT groups to ensure systems and data infrastructure (data warehouse), along with its governance/process, around alignment, targeting, incentive compensation, Veeva CRM, syndicated 3-party data, and sales force performance reporting capabilities are designed to support the US field force objectives and needs.
• Lead efforts, by partnering with sales training, to improve the business skills of the field management team and field personnel with the goals of; improved territory management, business acumen skills, and overall performance

Education/Experience/Skills:

• Requires a Bachelor’s degree in marketing, health care, business administration or related field, or an equivalent combination of relevant education and experience may be considered. MBA a plus
• A minimum of 12 years of progressively responsible experience within the pharmaceutical or biotech industry with demonstrated proficiency in biopharmaceutical field incentive compensation, field force deployment, targeting, field force performance analytics
• Requires at least 3 years’ of combined experience working in a commercial analytics, incentive compensation and/or field operations (ex. deployment, targeting etc.) roles supporting field based teams. Requires at least 2 years of people management experience
• Proven success in leadership position with the ability to establish a clear vision, strategies and initiatives to optimize the effectiveness of field base teams
• Demonstrated success in optimizing field force effectiveness by leveraging performance metrics and implementing deployment, alignment, and targeting strategies
• Strong knowledge of incentive compensation plan design and administration
• Previous direct report management experience with the proven ability to establish clear expectations, motivate, manage performance, and to coach others
• Proven success building strong working relationships with field leadership and other cross functional partners
• Ability to think critically and form a methodical analytic approach to solve business problems
• Knowledgeable in commercial data warehouse concepts, industry physician/patient/payer level data, VeevaCRM platform, and reporting tools (PowerBI and/or similar analytics reporting software)
• Highly proficient with MS Excel and PowerPoint
• Well organized with a proven ability to multitask, prioritize, delegate, and manage shifting strategies/tactics/responsibilities in a dynamic, cross-functional teamwork environment
• Strong interpersonal and cross-functional collaboration skills
• Excellent verbal and written communication skills with the ability to communicate complex concepts and ideas to leadership and the field teams in a easy to understand and relatable terms
• Ability to challenge the status quo and drive organizational action
• Travel approximately 20%

Scope:

Establishes strategic plans for designated function(s).  Develops methods, techniques, and evaluation criteria for projects, programs, and people. Works on complex issues where analysis of situations or data requires an in-depth knowledge of functional area and related organizational objectives.  Erroneous decisions will have a serious impact on the overall success of functional area and may impact the long term success of the Company.

Physical Requirements:

While performing the duties of this job, the employee is regularly required to stand; walk; sit; use hands to finger, handle, or feel; reach with hands and arms; climb or balance; stoop, kneel, crouch, see, talk or hear in a standard office environment and independently from remote locations. Employee must occasionally lift and/or move up to 20 pounds.   Ability to travel by car or airplane independently overnight up to 10% of the time and work after hours if required by travel schedule or business issues.

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