Alexion Pharmaceuticals Associate Director, US Field Force Deployment and Sales Force Effectiveness in Boston, Massachusetts
The Associate Director, US Commercial Field Force Deployment & Sales Force Effectiveness will play a critical role in the success of Alexion’s US business and the Commercial Operations organization. S/he will lead, develop and support processes that drive a rapidly growing Commercial organization from a Deployment and Sales Force Effectiveness perspective including all critical drivers of Alexion’s Deployment Strategy/Framework including: segmentation, targeting, field sizing & structure, alignments and execution. The incumbent leads, manages and makes recommendations on the size of existing and new territories, as well as entire field force sizes for Alexion US as well as making recommendations and assisting Sales Leadership in determining the balance of territory business potential, geographic optimization and the balance of targeted customer information. The ideal candidate will have in depth understanding of critical field sales deployment and sales force effectiveness processes as well as a proven ability to work with a diverse group of stakeholders ensuring successful outcomes.
Job Duties & Responsibilities
This role is dynamic, fast-paced, highly collaborative and covers a broad range of operational processes that transform our strategy into excellence in execution which are critical to Alexion US in achieving our commercial goals. You will join colleagues who are constantly driving business transformation through their proactive thought leadership, innovative analytic capabilities, and ability to communicate highly complex information in new and creative ways.
Specifically, the position will entail the following responsibilities across our business units:
In partnership with the Director, US Field Force Deployment and Sales Force Effectiveness provides strategic leadership to develop and advance Alexion’s Deployment strategy to achieve operational excellence.
Proactively partners with key stakeholders – BULs, ESDs, RSDs to successfully execute key initiatives relating to Deployment and Sales Force Effectiveness
Actively leads, develops, and executes our Deployment Framework i.e. customer segmentation, targeting, field force size and structure, territory alignments, operationalization of customer engagement plans and field execution analytics
Incumbent is the Subject Matter Expert and ambassador of Alexion’s Deployment Framework.
Directs, plans, and executes the quarterly alignment process across Business Units aligned with Strategic Objectives and opportunities. Ensures alignment between downstream systems ensuring accuracy and reliability for field operational execution.
Leads evaluation, develops, and executes a best in class quarterly alignment process across busines units meeting high quality standards of operational efficiency and ensuring operational readiness for strategy execution.
Leads, collaborates with ESDs to recommend changes to optimize territories. Develops alignment scorecards.
Collaborates with key stakeholders to manage, oversee plan, and execute major and minor field force realignments
Directs, manages the roster management process for US Commercial – end to end solution.
Leads the evolution of the roster management to account for all US field personnel.
Develops, leads, partners with Government Relations to accurately abide by state registration requirements pertaining to field personnel. Accurate reporting for each state authority will ensure Alexion is appropriately meeting legal requirements and avoiding costly monetary penalties.
Bachelor’s degree in a relevant field required
10+ years of related health care industry experience required: pharmaceuticals, strategy consulting
Advanced knowledge of Field Force Deployment and Sales Force Effectiveness processes including practical application in the pharmaceutical industry, including best practices
Demonstrated ability to evaluate optimal sales territory alignments
Strong business acumen paired with knowledge of and experience with US pharmaceutical industry data and market understanding is a must
Ability to adapt and thrive in a fast-paced environment while successfully managing multiple complex assignments
High level of integrity and dependability with a strong sense of urgency
Demonstrated knowledge of pharma or healthcare industry data and market understanding required
Excellent presentation and communication skills, ability to interact with senior management.
Advanced command on analytical tools (e.g., MS Excel, Access)
Proven business acumen, including strong analytical skills, interpretation, and business problem solving
Master’s degree or MBA a plus
Proficiency in using Javelin Territory Designer
Pharmaceutical Sales Experience
Some opportunities happen only once in a lifetime - like a job where you have the extraordinary opportunity to change lives. At Alexion, such opportunities arise through our unwavering mission to serve patients and families affected by rare diseases. These patients are our guiding star, and we act with integrity, urgency, and discipline because we know their lives are at stake.
Alexion is a global biopharmaceutical company focused on serving patients and families affected by rare diseases and devastating conditions through the discovery, development and commercialization of life-changing medicines. As a leader in rare diseases for more than 25 years, Alexion has developed and commercializes two approved complement inhibitors to treat patients with paroxysmal nocturnal hemoglobinuria (PNH) and atypical hemolytic uremic syndrome (aHUS), as well as the first and only approved complement inhibitor to treat anti-acetylcholine receptor (AchR) antibody-positive generalized myasthenia gravis (gMG) and neuromyelitis optica spectrum disorder (NMOSD). Alexion also has two highly innovative enzyme replacement therapies for patients with life-threatening and ultra-rare metabolic disorders, hypophosphatasia (HPP) and lysosomal acid lipase deficiency (LAL-D) as well as the first and only approved Factor Xa inhibitor reversal agent. In addition, the company is developing several mid-to-late-stage therapies, including a copper-binding agent for Wilson disease, an anti-neonatal Fc receptor (FcRn) antibody for rare Immunoglobulin G (IgG)-mediated diseases and an oral Factor D inhibitor as well as several early-stage therapies, including one for light chain (AL) amyloidosis, a second oral Factor D inhibitor and a third complement inhibitor. Alexion focuses its research efforts on novel molecules and targets in the complement cascade and its development efforts on the core therapeutic areas of hematology, nephrology, neurology, metabolic disorders and cardiology. Headquartered in Boston, Massachusetts, Alexion has offices around the globe and serves patients in more than 50 countries. Further information about Alexion can be found at: www.alexion.com.
As a leading employer in our industry, Alexion is proud to offer a highly competitive package of base and incentive compensation as well as a comprehensive benefits program designed to support the health, wellness and financial security of our employees and their families. Benefits include group medical, vision and dental coverage, group and supplemental life insurance, 401(k) with company match, tuition reimbursement, relocation assistance and much more.