Director, Sales Force Effectiveness

CSL Vifor; King of Prussia (PA); On-site; USD 120,000 - 180,000; Full time

Job summary

CSL Vifor is seeking a Director of Sales Force Effectiveness to lead the SFE team and elevate customer insights for CSL’s US Commercial organization. You will partner with sales, market access and marketing to deliver actionable analyses and strategic recommendations.

You will also work within the US Insights & Analytics group, supporting leadership with data-driven strategies and governance for field teams across promoted brands.

Qualifications

• Bachelor’s degree required, preferably in business or related field.
• 12+ years of experience in commercial pharma or biotech.
• Strong analytics, operations, and project management skills.
• Excellent negotiation, communication and relationship-building abilities.
• Knowledge of business, legal and compliance requirements.

Responsibilities

• Lead and enable the SFE team to drive analysis and align on business areas.
• Analyze correlations between performance, field activity and market dynamics.
• Develop data framework integrating primary and secondary sources.
• Improve sales performance reporting for leadership and field teams.
• Collaborate with Sales Operations on targeting, call planning and IC.
• Facilitate forums with field and accounts leads to share insights.
• Lead or support commercial projects for field teams.
• Communicate proactively with field leadership on improvements.

Skills

Analytics

Operations

Project management

Negotiation

Communication

Relationship-building

Data sensitivity

Education

Bachelor’s degree

Tools

MS Excel

PowerPoint

Job description

The Director of Sales Force Effectiveness (SFE) will be responsible for leading the SFE team and driving the field analysis and reporting for promoted brands. This role will enable stakeholder support for the US Commercial organization through partnership with the US sales, market access, and marketing teams and through close collaboration with the key ABCIA teams. This role will lead efforts to elevate our understanding of our customers and deliver actionable insights.

This role requires a strategic understanding of the US commercial business including sales, marketing, and analytics. This role will also operate as a key member of the US Insights & Analytics team and strategic business partner to the US sales and marketing leadership teams.

Responsibilities:

• Lead and enable the SFE team in proactively driving analysis and reinforce strategic alignment on key business areas to drive evolution of customer view (e.g. subnational) for pragmatic performance measurements and actions
• Conduct analysis into the variety of metrics regarding the effectiveness of CSL Sales teams by examining the correlations between performance, field activity, and market dynamics. Enable field leadership to effectively understand and communicate performance narratives
• Develop and implement a framework for integrating primary and secondary data sources to monitor performance and identify geographic trends for key customers
• Responsible for the continued improvement and evolution of sales performance reporting for sales leadership and all field teams
• Partner with Sales Operations counterparts to inform and enhance key processes such as targeting, call planning, and IC
• Operationalize collaborative forums with field and corporate accounts leads to support strategic priorities, share intelligence, and generating actionable insights
• Lead or support execution of commercial projects related to field teams
• Facilitate proactive communication and collaboration with field leadership to identify areas of improvement, best practices related to data and reporting

Qualifications:

• Bachelor’s degree required, preferably in business, or related field
• 12+ years of experience in the commercial pharmaceutical or biotech industry
• Exhibits effective collaborative and interpersonal skills to quickly build rapport and credibility with CSL stakeholders
• Demonstrates strong competencies in analytics, operations, and project management
• Excellent negotiation, communication, and relationship-building abilities
• Knowledge of relevant business, legal, and compliance requirements
• Pharmaceutical, medical, or healthcare experience required
• Experience with and successful track record of advancement of direct reports
• Demonstrates strong competencies in analytics, operations, and project management
• Knowledge of relevant pharmaceutical business, legal, and compliance requirements
• Experience working with sensitive and confidential material required
• Experience working with multiple levels of in-house management (to VP level), as well as field-based personnel and management required
• Strong listening, communication, and relationship-building abilities
• Advanced MS Excel, PowerPoint skills required
• Highly detail oriented, analytical abilities, communication skills, creative thinking, process management ability, able to work with little supervision, organizational skills, customer focus, ability to make decisions, problem solving skills, manage consultants / vendors