Director Commercial Excellence

Mis à jour: May 19, 2023
Emplacement: Nationwide, United States
Identification d’emploi: 148746

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Overview

You’re driven, resourceful, and above all else - remarkably smart.
You love a good challenge. You are the first to roll up your sleeves and work with relentless energy until you solve the unsolvable, beat the unbeatable and you always come out on top. Passable doesn’t cut it – you’ve got fire in your belly to learn more, do more and be more. For you, the sweetest success is shared success and you’re known for your good nature. You’ll fit right in at Syneos Health where we surround ourselves with the most talented and agile professionals in the industry, but we check our egos at the door.

Responsibilities

The primary role of the Director Commercial Excellence (DCO) is to provide strategic support to Field Sales Leadership through National and Regional strategic business planning, market and brand insights, payer pull through initiatives, and tactical execution of Brand / Team business priorities.  The role will focus on linking strategy to execution in order to deliver customer value and accelerate brand + team performance growth in alignment with business objectives.   

The DCO will facilitate a culture of accountability through ongoing cadence discussions with Syneos Field Leaders (1st and 2nd line), Syneos internal partners (HR, Commercial Capabilities, Client Services) and client stakeholders (Brand, Sales Leadership, Commercial Operations) to identify scalable best practices and to problem solve potential field barriers to effective execution. It will be essential to recognize and leverage “voice of the field” insights to inform and influence sales leadership, priorities and field initiatives in order to enable a high performance environment. 

The DCO will be the business lead for field force effectiveness, customer targeting, and sales team alignment (with support from Syneos targeting and alignment team).  The Director will also monitor and maximize deployment model effectiveness through KPI development and reporting to optimize field team alignment.  The DCO is the National Business Director’s main point of contact for strategic insights, lead and lag performance, continuous improvement initiatives and field force execution. 

Key Job Responsibilities:

  • Identify and leverage business insights to inform and influence Sales leadership and strategic decision making.
  • Understanding of key business drivers, metrics, and factors that reflect Syneos Health contractual metrics and field effectiveness, along with the ability to offer assessments and insights into actual vs. desired performance on a regular basis.
  • Lead the alignment, coordination and measurement of national/ sub national business planning, resource allocation and payer pull through tactics.
  • Actively measure Regional / National business performance against KPIs / market dynamics, initiate action planning when and where appropriate
  • Scale sub national tactics that lead to increased performance against business priorities and objectives
  • Influence regional leadership planning and decision making through business insights and regional performance against KPIs, BU priorities and local opportunities.
  • Actively participate in the business review process to add business insights, feedback, scale successful execution tactics and ensure alignment to Team business priorities.
  • Conduct ad hoc analytics to uncover business insights for sales leadership tactical planning and monitoring sales performance.
  • Lead the alignment and coordination with internal + external stakeholders to directly impact Field Sales Team performance.
  • Stakeholders: NBDs, 1st and 2nd line field leaders, A&R team, Client Services, HR, Recruiting, and key Client matrix partners
  • Sustain engagement with internal stakeholders to influence support for National / Regional tactical execution, problem solving, and resource allocation, technical assistance.
  • Remain fully versed in promotional compliance regulations including legal and regulatory and ensure sales team is promoting product within Company’s guidelines and that only approved promotional materials and messaging are being used in the field.
  • Works closely with Sales Leadership, Training, Targeting & Alignment, A&R, IC, CRM, and Data Management teams to provide insights and recommendations for field action to respond to data trends, alerts, or findings from analytics work.
  • Leverage “voice of the field” insights that informs and influences sales leadership, priorities and field initiatives.
  • Maintain a high level of engagement with field sales leadership to continuously assess culture and influence plans to build capabilities.
  • Participate in field leadership business reviews to provide business insights, scale successful execution and align  opportunities and on problem solving.
  • Champion voice of the field to influence organizational priorities, actions and leadership / sales meeting content planning.
  • Enhance sub-national recognition across the team and local sales leadership.
  • Conduct regular meetings with the account and field sales management teams as well as periodic interaction with representatives to discuss program issues, training needs and personnel development.

 

Job Requirements

 At Syneos Health, we are dedicated to building a diverse, inclusive and authentic workplace. If your past experience doesn’t align perfectly, we encourage you to apply anyway. At times, we will consider transferable skills from previous roles. We also encourage you to join our Talent Network to stay connected to additional career opportunities.  

Required

  • BA/BS or equivalent experience.
  • 10+ years in a commercial pharma role (Field leadership, Sales Ops, Analytics/Insights)
  • 3+ years as a Sales Leader

Preferred

  • Advanced Business Degree / MBA
  • 2+ Years Second Line Leader
  • Field Force Effectiveness and Commercial Operations Experience
  • Launch and Team building experience.
  • Ability to negotiate and influence cross-functionally.
  • Proven, successful history in leadership and motivational role.
  • Strong client relationship management skills
  • Ability to multitask, work under deadlines, manage customer expectations and execute timely deliverables.
  • Experienced in creating field effectiveness programs to ensure strong field adoption and utilization of analytics tools and reports, resulting in tangible business results.
  • Travel up to 40% in first year

#LI-JJ1

At Syneos Health, we believe in providing an environment and culture in which our people can thrive, develop and advance. We reward and recognize our people by providing valuable benefits and a quality of life balance. #LIJJ1


Why Syneos Health? Join a game-changing global company that is reinventing the way therapies are developed and commercialized. Created through the merger of two industry leading companies - INC Research and inVentiv Health - we bring together more than 23,000 clinical and commercial minds to create better, smarter, faster ways to get biopharmaceutical therapies to patients. Teaming with some of the most talented professionals in the industry, you'll gain exposure and work in a dynamic environment where you'll be supported with comprehensive resources including emerging technologies, data, science and knowledge sharing. Grow your career with a global company committed to shortening the distance from lab to life.

WORK HERE MATTERS EVERYWHERE | How will you accelerate biopharmaceutical commercialization?

Syneos Health is an affirmative action/equal opportunity employer (Minorities/Females/Vet/Disabled)

At Syneos Health, we believe in providing an environment and culture in which Our People can thrive, develop and advance. We reward and recognize our people by providing valuable benefits and a quality-of-life balance.   The benefits for this position will include a competitive compensation package, Health benefits to include Medical, Dental and Vision, Company match 401k, eligibility to participate in Employee Stock Purchase Plan and flexible paid time off (PTO) and sick time. Because certain states and municipalities have regulated paid sick time requirements, eligibility for paid sick time may vary depending on where you work. Syneos complies with all applicable federal, state, and municipal paid sick time requirements.  

The annual base salary for this position ranges from $144,000 to $170,000.  The base salary range represents the anticipated low and high of the Syneos Health range for this position.  Actual salary will vary based on various factors such as the candidate’s qualifications, skills, competencies, and proficiency for the role.  In addition, some positions MAY include eligibility to earn commissions/bonus based on company and / or individual performance.

Syneos Health has a voluntary COVID-19 vaccination policy.  We strongly encourage all employees to be fully vaccinated.  Additionally, certain local governments or Syneos Health customers may have vaccine requirements that apply to some of our employees.  These employees are required tosubmit proof of vaccination to Syneos Health and maintain compliance with these requirements. 
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