Senior Director, Field Force Excellence

Roche • South San Francisco, CA

1d • $214,600 - $398,600 • Hybrid

About The Position

The Senior Director of Insights & Analytics, Field Force Excellence is a strategic leader responsible for using data science, commercial operations, and predictive analytics to strengthen customer-facing field teams. Reporting to the Executive Director of Field Analytics & Insights, this role leads a team of analytics professionals and drives sales force effectiveness, territory design, incentive governance, and omnichannel engagement across a multi-billion-dollar product portfolio. The position is based in South San Francisco and follows a hybrid schedule with three days per week on campus. Relocation benefits are available.

Requirements

• Bachelor’s degree in a quantitative, analytical, business, or life sciences discipline.
• At least 12 years of progressive commercial operations, sales analytics, or portfolio analytics experience within the pharmaceutical industry.
• Demonstrated expertise in brand strategy and analytics, field force strategy, segmentation and targeting, and field effectiveness measurement.
• Proven direct line management experience leading, developing, and inspiring analytical professionals.
• Hands-on experience leading large-scale, cross-portfolio analytics initiatives that have affected commercial resource allocation and revenue growth.
• Strong pharmaceutical business understanding and ability to connect strategic considerations and translate ambiguous questions into actionable analytics.
• Experience managing complex, cross-functional projects from strategy through operational implementation.
• Exceptional verbal, written, and visual communication skills, including the ability to influence executive leadership and translate technical analytics into strategic business decisions.

Nice To Haves

• Master’s degree, such as an MBA or an MS in Business Analytics, Statistics, Data Science, Operations Research, or a related life sciences discipline.

Responsibilities

• Define and execute the field force effectiveness analytics strategy, partnering with executive customer engagement leaders to translate commercial strategy into operational execution.
• Oversee the design, modeling, rollout, and compliance governance of incentive compensation programs across sales teams.
• Direct national and subnational territory sizing and alignment, customer segmentation, and call-planning initiatives to maximize market reach, field productivity, and return on investment.
• Build and monitor performance analytics and subnational key performance indicators to assess field execution, diagnose business health, and identify commercial opportunities and risks.
• Champion the development and adoption of AI-enabled analytics tools and omnichannel account-planning capabilities within field customer workflows.
• Coach, mentor, and develop a team of 6–8 analytics managers and data specialists, fostering an inclusive culture of analytical excellence and continuous learning.
• Synthesize complex data science into executive-ready narratives that influence commercial strategy and portfolio decisions.

Benefits

• Relocation benefits
• A discretionary annual bonus may be available based on individual and Company performance.
• Benefits are referenced at a link in the job posting.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior