Field Force Effectiveness, Director
About The Position
The Director, Field Force Effectiveness defines, builds, and maintains analytical frameworks and capabilities to measure and optimize the impact of Genentech’s customer-facing teams. Reporting directly to the Senior Director of Insights & Analytics, Field Force Excellence, this individual contributor designs field impact measurement approaches that reflect Genentech’s customer engagement model and advises senior Customer Engagement leaders using advanced data and analytics. The role provides actionable insights into field execution, engagement performance, and impact across a complex product portfolio. The role brings together traditional and novel approaches to measuring field effectiveness across the customer engagement value chain. It designs robust impact measurement systems and integrates complex data sources into field effectiveness models, combining analytical rigor, pharmaceutical commercial execution expertise, and cross-functional collaboration to maximize field resource impact and improve commercial operations.
Requirements
- Bachelor’s degree in a quantitative, analytical, business, or life sciences discipline.
- Minimum of 8–10+ years of progressive experience in commercial analytics, sales operations, or field effectiveness in the pharmaceutical or biotech industry.
- Deep expertise in field force measurement, KPI design, sales performance tracking, and subnational analytics.
- Strong proficiency with pharmaceutical data sources such as IQVIA and Symphony.
- Ability to translate ambiguous business questions into structured analytical approaches and actionable strategic insights.
- Demonstrated success partnering with and influencing field sales leadership and cross-functional stakeholders.
- Excellent verbal, written, and visual communication skills, including the ability to communicate strategic recommendations to non-technical audiences.
Nice To Haves
- Master’s degree (MBA, MS in Analytics/Statistics, or related field).
- Experience with analytical and visualization tools such as Tableau, Qlik, SQL, and Python/R; Python/R is noted as preferred.
Responsibilities
- Design, implement, and continuously evolve field force performance measurement strategies and frameworks aligned with brand strategies and customer engagement goals.
- Establish and monitor KPIs to track field execution, evaluate effectiveness, and identify subnational growth opportunities or performance risks.
- Oversee development of analytical models and dashboards that translate field activity, sales, and omnichannel data into actionable insights for field leadership.
- Partner with omnichannel and digital teams to ensure effectiveness measures reflect and optimize the relationship between personal and non-personal customer touchpoints.
- Analyze regional and territory-level performance, identify drivers of success or areas for intervention, and provide recommendations to sales leadership.
- Develop new analytical methodologies and measurement techniques to evaluate field effectiveness and improve customer engagement channels.
- Collaborate with Brand Analytics, Incentive Compensation, Field Resource Optimization, and Digital Technology teams to align and execute field enablement solutions.
- Present complex analytical findings as clear, compelling narratives for senior sales and commercial leaders to support data-driven decisions.
- Lead strategic initiatives and complex analytical projects independently, and influence cross-functional decisions without direct authority.
Benefits
- A discretionary annual bonus may be available based on individual and Company performance.
- Benefits are referenced through a linked benefits page; specific benefits are not listed in the posting.
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What This Job Offers
Job Type
Full-time
Career Level
Director
