Director, Field Operations & Effectiveness

Rhythm Pharmaceuticals•Boston, MA

3d•$182,000 - $275,000•Hybrid

About The Position

Reporting to the Head of Business Insights and Analytics, the Director of Field Operations and Effectiveness is responsible for leading and optimizing the operational infrastructure supporting field-based functions in North America including Sales, Medical, Area Development and Patient Services. This role expands on the traditional scope of sales operations, encompassing a broader spectrum of support for all field-based teams to ensure alignment, scalability, and efficiency. The individual in this role drives tactical and strategic deliverables and ensures effective execution of processes, tools, and systems while delivering measurable outcomes aligned with corporate objectives. The role requires collaboration with cross-functional teams, including sales, medical, patient services, marketing, finance, HR, compliance, and IT.

Requirements

Bachelor’s degree, advanced degree preferred
10+ years of relevant experience in pharmaceutical industry with majority of experience in orphan drug/rare disease markets
Deep experience in Sales operations including incentive compensation, targeting, territory sizing and alignments and CRM
Hands-on experience with territory mapping software tools
Strong ability to conduct statistical analysis and using Business Intelligence tools (i.e. PowerBI, Excel) for dashboard development
US and Canada experience and demonstrated ability to effectively work across cultures in a global organization highly preferred
Expertise with different types of pharmaceutical datasets with a thorough understanding of specialty pharmacy and orphan drug payor coverage challenges
Strong analytical skills with attention to details
Demonstrated success in balancing strategic and tactical initiatives, while managing numerous projects simultaneously
Ability to communicate and influence across the organization from sales representatives to Legal and Compliance, Senior Leadership and Executives
Ability to travel 10% for Business meetings, Congresses & Market Research

Responsibilities

Develop, lead and execute a comprehensive field operations strategy aligned with Rhythm’s business objectives, encompassing Sales, Medical, and Patient Services field-based teams.
Proactively identify areas for process improvement, scalability and efficiency across all field-based teams.
Serve as a strategic partner to North America leadership to ensure field operations are aligned with regional and corporate goals and priorities.
Lead, develop, implement and manage IC plans for all applicable field-based roles, ensuring alignment with corporate and strategic goals. Identify opportunities and proactively present ideas for continuous improvement and evolution of the plan structure.
Collaborate with leadership for applicable field-based roles to define performance metrics and IC structures tailored to each function’s objective.
Ensure IC plans are compliant with applicable regulations, competitive with industry benchmarks and adaptable to changing market dynamics.
Present and secure approval of IC plans from the Incentive Compensation Committee.
Clearly communicate IC plans clearly to eligible field teams, ensuring transparency and understanding of goals, targets and payout calculations.
Routinely analyze and report on IC Plan performance at National, Regional and individual levels.
Partner with HR and Incentive Compensation Committee to ensure IC payouts are accurate and timely.
Responsible for the collection, analysis and interpretation of data across all field teams to provide actionable insights and performance metrics.
Develop and maintain dashboards, KPIs and performance metrics for Sales, Medical, and Patient Services field-based teams.
Anticipate needs and provide regular updates to North American leadership on field team performance and progress toward business objectives.
Ensure all Compliance, Privacy, and Legal processes are adhered to and considered when purchasing, ingesting, and using data.
Lead field team sizing and territory alignment analyses, including updates to address short- and long-term needs (i.e. vacant territory coverage, expansion or boundary adjustments).
Manage ZTT alignment files and serve as the expert on Rhythm’s territory alignment software.
Collaborate with cross-functional colleagues from Sales, Medical, Marketing and Analytics to manage lead generation programs, deliver high-quality leads and measure their performance against established benchmarks.
Act as a key member, and co-leader, of cross-functional committees responsible for managing CRM systems and field technologies across all field-based teams.
Partner with IT to translate the needs of Sales, Medical, and Patient Services field-based teams into system requirements and updates.
Oversee training and adoption of CRM tools to ensure effective use by all field functions.
Work closely with field leadership to identify operational challenges and implement solutions to improve efficiency and effectiveness.
Provide training and resources to enhance field team productivity, collaboration, and alignment with corporate goals.
Monitor field team engagement and satisfaction with operational tools and processes, addressing feedback as necessary.
Serve as a key member of existing cross-functional committees tasked with managing and address CRM and technology needs for the field teams.