Field Force Effectiveness, Director
Roche
Summary
The Director, Field Force Effectiveness is a critical role responsible for defining, building, and maintaining the analytical frameworks and capabilities that 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 will play a key role in designing field impact measurement approaches that capture the essence of the industry leading customer engagement model at Genentech. This person will act as a strategic advisor and subject matter expert, leveraging advanced data and analytics to partner with senior leaders across Customer Engagement leadership to provide actionable insights into field execution, engagement performance, and impact across a complex product portfolio.
Job description
Key Accountabilities
- Strategic Measurement Frameworks: Design, implement, and continuously evolve comprehensive field force performance measurement strategies and frameworks that align with overarching brand strategies and customer engagement goals.
- KPI Development & Tracking: Establish and monitor critical Key Performance Indicators (KPIs) to track field execution, evaluate effectiveness, and identify subnational growth opportunities or performance risks.
- Advanced Analytics & Reporting: Oversee the development of advanced analytical models and intuitive dashboards that translate complex field activity, sales, and omnichannel data into actionable insights for field leadership.
- Omnichannel Integration: Partner with omnichannel and digital teams to ensure field effectiveness measurements accurately reflect and optimize the interplay between personal and non-personal customer touchpoints.
- Subnational Performance Diagnostics: Conduct deep-dive analyses into regional and territory-level performance to uncover drivers of success or areas requiring intervention, providing strategic recommendations to sales leadership.
- Technical Innovation & Methodology: Pioneer novel analytical methodologies and advanced measurement techniques to evaluate field effectiveness and drive continuous innovation across customer engagement channels.
- Cross-Functional Collaboration: Partner closely with Brand Analytics, Incentive Compensation, Field Resource Optimization, and Digital Technology teams to ensure alignment and seamless execution of field enablement solutions.
- Strategic Communication: Synthesize and present complex analytical findings into compelling, easy-to-understand narratives for senior sales and commercial leadership, driving data-driven decision-making.
Who you are
- You have a Bachelor’s degree in a quantitative, analytical, business, or life sciences discipline required.
- Industry Experience: Minimum of 8–10+ years of progressive experience in commercial analytics, sales operations, or field effectiveness within the pharmaceutical or biotech industry.
- Core Functional Expertise: Deep subject matter expertise in field force measurement, KPI design, sales performance tracking, and subnational analytics.
- Strategic Influence & Leadership: Demonstrated ability to drive strategic initiatives, lead complex analytical projects independently, and influence cross-functional decisions without direct authority.
- Technical Acumen: Strong proficiency in pharmaceutical data sources (e.g., IQVIA, Symphony) and analytical/visualization tools (e.g., Tableau, Qlik, SQL, Python/R preferred).
- Analytical Problem Solving: Proven ability to translate ambiguous business questions into structured analytical approaches that yield actionable strategic insights.
- Business Partnership: Strong track record of successfully partnering with and influencing field sales leadership and cross-functional stakeholders.
- Communication Skills: Excellent verbal, written, and visual communication skills, with the ability to translate dense data into clear, strategic recommendations for non-technical audiences.
Preferred Qualifications
Master’s degree (MBA, MS in Analytics/Statistics, or related field).
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 within the pharmaceutical or biotech industry
- Deep subject matter expertise in field force measurement, KPI design, sales performance tracking, and subnational analytics
- Demonstrated ability to drive strategic initiatives, lead complex analytical projects independently, and influence cross-functional decisions without direct authority
- Strong proficiency in pharmaceutical data sources (e.g., IQVIA, Symphony) and analytical/visualization tools (e.g., Tableau, Qlik, SQL, Python/R preferred)
- Proven ability to translate ambiguous business questions into structured analytical approaches that yield actionable strategic insights
- Strong track record of successfully partnering with and influencing field sales leadership and cross-functional stakeholders
- Excellent verbal, written, and visual communication skills, with the ability to translate dense data into clear, strategic recommendations for non-technical audiences
Benefits
- Annual bonus
- Medical, Dental & Vision
- 401(k) Matching
- Paid Time Off
Company overview
Roche is a Swiss multinational healthcare company and a global pioneer in pharmaceuticals and diagnostics, founded in 1896 and headquartered in Basel, Switzerland. As the world's largest biotech company and the fifth-largest pharmaceutical company by revenue, Roche operates through two primary divisions: Pharmaceuticals and Diagnostics. The company is renowned for its leadership in personalized healthcare, combining strengths in both drug development and diagnostic testing to deliver tailored treatments for patients. Roche maintains a strong focus on oncology, immunology, infectious diseases, ophthalmology, and central nervous system disorders, with a portfolio that includes over 30 medicines on the World Health Organization's Model Lists of Essential Medicines. The company owns significant subsidiaries including Genentech, Chugai Pharmaceuticals, Ventana Medical Systems, and Foundation Medicine. With approximately 103,000 employees worldwide and operations in over 100 countries, Roche has established itself as a leader in cancer treatments globally while maintaining a robust pipeline of innovative therapies and diagnostic solutions. The company's commitment to sustainability has been recognized through ten consecutive years as Group Leader in the Dow Jones Sustainability Indices within the Pharmaceuticals, Biotechnology & Life Sciences Industry.