Director, Field Force Effectiveness

EMD Serono is seeking a seasoned professional with broad experience in designing, developing and managing field force effectiveness functions in a growing pharmaceutical/biotech company. This is an exciting opportunity for a master collaborator and highly motivated individual who has a demonstrated track record of working with TA and sales leadership, marketing, human resources and other functional areas to continually improve and evolve the overall sales effectiveness for the organization. Examples include development of best in class sales training, development and leadership programs for sales leadership and sales professionals. This role will be responsible, in conjunction with Field Team Leadership, for identifying strategic needs and capabilities across the customer facing teams and creating a fully aligned, result-oriented, highly effective field team functionality to establish the EMD Serono field force as a premier function within the biopharmaceutical industry.
The Director of Field Force Effectiveness will report to the Vice President of Business Excellence.
Sets strategic plans that include organizational capability assessment and corresponding training & development and functional support plans in conjunction with Commercial business goals and objectives
Proactively assesses all aspects of field performance to inform recommendations to field team management around priorities, programs and processes to ensure continuous improvement in sales effectiveness.
Manage and develop direct reports to ensure alignment to the department philosophies as well ability to execute specific initiatives within the department, ensuring support across all field force groups; sales, market access, TLLs, and first and second line managers.
Responsible for assessment, recommendations and development of appropriate models (i.e. selling, coaching, Account Planning, Team Performance etc) to support efficient and effective field activities; ensure models imbedded within the field force and aligned with across all of commercial functions
Partner with HR by providing input to evolve commercial field force hiring, performance management and talent planning practices
Partner with key commercial and IT teams to drive implementation and adoption of the field force technologies in support of field force effectiveness priorities (includes CRM, iPad, other as indicated)
Responsible for development and execution of field team training strategy and sales leadership training in conjunction with leadership including but not limited to all training and development phases (new hire through advanced)
Responsible for management of the training process for needs assessment, design, and delivery through measurement controls to continuously improve training and development effectiveness
Responsible for integration and alignment of training and development strategies with marketing business plans to field application.
Responsible for evolving process and system to centralize all field force effectiveness communications, ensuring streamlined process and managing cadence of information provided to the field force
Responsible for planning, design, content and implementation of national level field team meetings (i.e. NSM / POA, RBD meetings) and support as necessary of Area level meetings
Key Activities:
Develop rolling 12 month strategic training and assessment plan aligned with commercial requirements
Manage a team of direct reports to meet sales, training and field force effectiveness objectives
Ensure the continuous integration and training of new product, disease, competitive, and clinical knowledge through the design, development, and delivery of learning experiences for new hire sales representatives through advanced sales representatives, field management, and internal support teams.
Apply adult-learning model and processes for all field force members learning experiences that ensure transfer of knowledge and skills to field application and achievement of measurable business results.
Guides and directs sales training team in conducting needs assessments and provide ongoing GAP analysis to align learning objectives with required behaviors for field force members to attain success.
Identify and update sales representative 'best practice' knowledge and skill requirements through an ongoing competency model approach. Integrate business needs with organizational competency development in close conjunction with Field Sales Management, Marketing, and Human Resources.
Conduct, analyze and report evaluation measures of internal customer satisfaction and validation for all learning experiences and provide evaluation measures of application and business impact for major training curriculum.
Identify, prioritize, develop, and implement learning programs to meet business needs and priorities to include: product launches, national meetings, competitive response, marketing programs
Design, develop and execute modules and programs that support consistent Market Accesses and Managed Markets process and tools. Ensure the continuous integration and training of the business side of healthcare. This includes the design, development, and execution of learning experiences for the field sales organization and internal support teams.
Support organizational wide sales leadership development initiatives in close conjunction with Sales Management and Human Resources to develop initiatives for on-boarding new hire or newly promoted first line managers, current first line managers training and development, and first line manager candidate development
Contributes to organizational wide talent management and success planning initiatives with Sales Management, Leadership and Organizational Development and Human Resources
Effectively manage budget and vendors
Ensure all programs are in compliance with EMD Serono business practices, Pharma guidelines and Federal regulations
Minimum Basic Qualifications:
Bachelor's required. Master's degree preferred.
Minimum 15 years industry experience in Sales/Sales Training/Pharmaceutical Commercial operations experience effectively leading and motivating teams
Minimum: 5+ years Sales Training and Development Management experience
Minimum of 2 years in first line Sales Management experience required
Needs to be a highly motivated self-starter with the commitment to see projects to their completion.
Demonstrates creative thinking and a willingness to implement new approaches.
Possesses excellent organization and interpersonal skills.
Demonstrates strong presentation and moderator skills.
Successful demonstration of adaptability / flexibility
Public speaking experience
Demonstrated pragmatic thinking, ability to integrate divergent information and develop project plans and actions
Desired Qualifications:
Managed Markets experience preferred
Leadership Development experience preferred
Experience in adult education principles competency modeling preferred
Desired Competencies:
Provides ongoing clarity (on both goals and behavior) as needs change, keeping the team aligned with changes both in the external environment and across EMD Serono as an enterprise. Follows up to ensure that people have what they need to success (e.g., offers on-going encouragement, provides the team with feedback on both outcomes and behaviors, obtains needed resources, etc.)
Proactively establishes the scope of one's decision taking ability with one's leadership and peers to enable speedy and appropriate action in the future (e.g., communicates proactively to ensure clarity and accountability for future decisions). Reassesses business decisions based on new information, improving processes and/or organizational structure, to enable successful implementation of business plans.
Looks across (and beyond) EMD Serono to identify unnecessary bureaucracy and inefficiencies in current systems. Makes EMD Serono wide changes to systems and processes in order to drive strategy and performance across the enterprise, committing significant resources and/or time to improve outcomes for the business and for other stakeholders (e.g. patients, providers, partners, etc.)
Leverages an in-depth understanding of the organization (e.g., historical organizational dynamics, ongoing alliances or rivalries, etc.) to build up credibility and acceptance of an idea or project. Engages the hearts and minds of key stakeholders, making one's argument/point of view relevant to them by connecting with others' emotions (e.g., through symbolic or dramatic action).
Uses one's knowledge of longer term medical and business trends to anticipate future changes in the clinical and commercial marketplace, beyond one's area or program.
Proactively partners across EMD Serono in discussions about how best to leverage future trends or upcoming issues for the success of the enterprise.
Job Requisition ID: 184463
Location: Rockland
Career Level: E - Professional (10+ years)
Working time model: full-time

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