Director, Field Planning & Analytics

Performance Operations is a group within the US Commercial organization that is made up of five talented teams: Brand Excellence, Field Planning & Analytics Team (FPAT), Leadership & Development, Marketing Operations, and US Commercial Compliance. These teams drive business performance by creating efficiencies, identifying opportunities, and instilling excellence across the enterprise. We have an amazing opportunity for the Oncology Franchise V leader role of the Field Planning & Analytics Team.

This role will deliver analytical innovation in Field Planning, Field Tools, and Incentive Compensation capabilities for the field-based teams within their respective therapeutic area. By using insights of their marketplace, analytics, and data science, this leader will nurture new innovations to support our field teams by balancing design and operational tradeoffs. This person must have Salesforce Effectiveness experience and knowledge and can challenge the status quo to determine what is fit-for-purpose for our business of tomorrow. This role will be an Inspirational Leader as this person will identify differential developmental opportunities for talent that optimizes their technical expertise or leadership/acumen expertise. This role will be an Effective Business Partner and Communicator as this person will work cross functionally with Brand and Functional Leaders to deliver business results.

The Oncology Franchise V FPAT Director will report directly to the Lead Director, U.S Oncology Field Planning & Analytics and will lead a team of people including first- and second-line managers.

This is a hybrid role and requires the ability to come to our Florham Park, NJ office at least 3 days per week. Travel is approximately 20% of the time.

Key Responsibilities:
Expertise and experience in the following 3 FPAT Pillars (Incentive Compensation, Strategic Sales Planning & Field Tools) as well as leveraging multiple therapeutic areas and capabilities experience: This is a critical people leader role in the FPAT organization and will be responsible for developing analytical talent and leaders.

Incentive Compensation:

• Develop Incentive Compensation (IC) strategy, based on business unit pull-through defining direction to evaluate and refine IC in development with several cross functional business partners including: FPAT team members, Marketing Analytics and Business Insights (MABI), Business Human Resources (BHR) and Finance.
• Lead team to leverage partnerships across all teams and understand how each plays an important role in IC.
• Lead strategy with VPs on strategic direction of the brand, ensuring IC is motivating, clearly defined, aligned the brand strategy, is motivating and fiscally responsible.

Strategic Sales Planning:

• Lead Field Force deployment strategy with VP and franchise leadership, while developing team members to take the lead on projects.
• Lead innovative field force deployment models based on gained industry insights and AbbVie enterprise best practices.
• Develop, in partnership with several cross functional partners, the targeting strategy as aligned to overall strategic imperatives and goals of the brand. Lead team to pull through targeting strategy and effectively ladder up to brand strategy.
• Communicate with franchise VPs and GMs, develop team members to enhance stakeholder engagement with Directors and other leaders.

Field Tools:

• Develop field tools and operations strategy, optimized to best meet needs of the franchise, while ensuring strong cross functional alignment and stakeholder involvement. Clearly define and align stakeholders on the vision for field tools and effectively ladder up to brand strategy.
• Create, review and simplify critical processes, while driving adoption and identify improvement areas for field tools by leveraging enterprise and industry innovation.
• Align franchise strategy to field tools, develop team members to build and effectively roll out and communicate strategy.
• Identify and lead/support process improvement initiatives (i.e. next generation call plan, vacancy management, Sales Force Expansions, optimizations and launches).

Key Stakeholders include:

The FPAT Director is accountable to the TA VPs and aligned FPAT Leadership. Accountable to drive strong partnership, ways of working, and alignment between the team and respective cross-functional leads.

Requirements

• BS/BA required; MBA preferred
• Minimum of 10 years of experience with at least 3 years in sales
• 3-5 years of management experience
• Preference with 2 years of headquarter based experience
• Demonstrated communication, networking, project management, leadership and collaboration skills.
• Leadership experience in multiple therapeutic areas and IC, Sales Planning and field tools
• Demonstrated ability to lead large cross functional teams in different areas of the business