Senior Director, Field Force Excellence
Roche
Summary
As the Senior Director of Insights & Analytics, Field Force Excellence, you will serve as a premier strategic leader shaping how Genentech harnesses data science, commercial operations, and predictive analytics to empower our field customer-facing teams. Reporting directly to the Executive Director of Field Analytics & Insights (FAI), you will lead a dedicated team of analytics professionals to optimize sales force effectiveness, territory design, incentive governance, and omnichannel engagement across a multi-billion dollar product portfolio.
Job description
- Drive Field Analytics Strategy: Define and execute the overarching field force effectiveness analytical vision, partnering with executive customer engagement leaders to translate commercial strategy into high-impact operational execution.
- Lead Incentive Compensation & Governance: Oversee the end-to-end design, modeling, rollout, and compliance governance of equitable, highly motivating incentive compensation programs across diverse sales teams.
- Optimize Commercial Resource Allocation: Direct national and subnational territory sizing, alignment, customer segmentation, and call-planning initiatives to maximize market reach, field productivity, and ROI.
- Establish Measurement & KPI Frameworks: Build and monitor advanced performance analytics and subnational KPIs to track field execution, diagnose business health, and identify commercial opportunities and risks.
- Advance AI & Analytical Products: Champion the development and adoption of AI-enabled analytics tools and omnichannel account planning capabilities embedded directly into field customer workflows.
- Develop High-Performing Talent: Coach, mentor, and foster an inclusive culture of analytical excellence and continuous learning for a team of 6–8 analytics managers and data specialists.
- Advise Executive Decision-Makers: Synthesize complex data science into intuitive, executive-ready narratives that influence commercial strategy and drive key portfolio decisions.
Who you are
- You have a Bachelor’s degree in a quantitative, analytical, business, or life sciences discipline required;
- You have a minimum of 12+ years of progressive commercial operations, sales analytics, or portfolio analytics experience within the pharmaceutical industry.
- Core Functional Expertise: Demonstrated expertise across brand strategy/analytics, field force strategy, segmentation and targeting, and field effectiveness measurement.
- Leadership & Team Management: Proven track record of direct line management, successfully leading, developing, and inspiring a team of analytical professionals.
- Complex Portfolio Analytics: Hands-on experience leading large-scale, cross-portfolio analytics initiatives that directly impacted commercial resource allocation and revenue growth.
- Strategic Acumen: Demonstrated track record of deep business understanding of Pharma, ability to see big picture, connect the dots, and translate ambiguous questions into actionable analytical analytics.
- Operational Excellence & Project Management: Strong track record of managing complex, cross-functional projects simultaneously from strategy through operational implementation.
- Executive Presence & Communication: Exceptional verbal, written, and visual communication skills, with a proven ability to influence executive leadership and translate dense technical analytics into strategic business decisions.
Preferred
- Master’s degree (MBA, MS in Business Analytics, Statistics, Data Science, Operations Research, or related life sciences discipline).
Requirements
- Bachelor’s degree in a quantitative, analytical, business, or life sciences discipline required
- Minimum of 12+ years of progressive commercial operations, sales analytics, or portfolio analytics experience within the pharmaceutical industry
- Demonstrated expertise across brand strategy/analytics, field force strategy, segmentation and targeting, and field effectiveness measurement
- Proven track record of direct line management, successfully leading, developing, and inspiring a team of analytical professionals
- Hands-on experience leading large-scale, cross-portfolio analytics initiatives that directly impacted commercial resource allocation and revenue growth
- Demonstrated track record of deep business understanding of Pharma, ability to see big picture, connect the dots, and translate ambiguous questions into actionable analytical analytics
- Strong track record of managing complex, cross-functional projects simultaneously from strategy through operational implementation
- Exceptional verbal, written, and visual communication skills, with a proven ability to influence executive leadership and translate dense technical analytics into strategic business decisions
- Master’s degree (MBA, MS in Business Analytics, Statistics, Data Science, Operations Research, or related life sciences discipline) preferred
Benefits
- Relocation 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.