Job Description Summary:
The Field Force Effectiveness (FFE) Director will be a key player, reporting directly to the Executive Director of Business Operations for the Americas Region. This pivotal role will be instrumental in driving the growth of our field teams to support multiple launches within the organization. The FFE Director will ensure that our customer-facing teams are equipped with the essential tools, training, and strategies to conquer their objectives. We are seeking a visionary leader with a strong strategic mindset and a profound understanding of commercial operations within the biotech and rare disease industry.
Moreover, this role will take charge of field reporting and analytics, crafting a data strategy roadmap and uncovering crucial insights and trends. The FFE Director will analyze sales achievements and other vital metrics by integrating and harmonizing quantitative and qualitative data from various sources to conduct intricate analyses. They will interpret these analyses, draw compelling conclusions, and craft and deliver presentations on findings and trends (such as sales growth, marketing mix and market trends) for the sales management and internal stakeholder team. The FFE Director will also spearhead the quarterly incentive compensation process and play a key role in supporting the field alignment process at PTC.
Job Description:
Responsibilities:
- Strategy Development: Innovate and implement field effectiveness strategies to elevate the performance and productivity of the customer-facing team.
- Performance Metrics: Establish and monitor key performance indicators (KPIs) to evaluate field team effectiveness and pinpoint areas for enhancement.
- Collaboration: Foster close collaboration with Sales, Marketing, Medical Affairs, and other departments to harmonize field strategies with overall business objectives.
- Market Insights: Analyze market trends, competitor activities, and customer feedback to shape field strategies and ensure a competitive advantage.
- Statistically Supported Analytics: The ideal candidate will excel in various analytical techniques, including regression analysis, Marketing Mix Model reviews, cluster analysis, and data visualization.
- Field Force Sizing Structure and Optimization: Spearhead the identification of the optimal field force size and structure by leveraging comprehensive design methodologies, competitive analysis, forecast, and other pertinent data resources. Lead the design of territory alignments for the field force teams to optimize resource allocation based on business needs. Assess ongoing organizational requirements and revamp field teams for scenarios such as new product launches.
- Develop and implement sales operations strategies that align with the company's overarching business objectives. Collaborate with sales leadership to craft sales plans, quotas, and territory management strategies. Analyze sales performance metrics and offer insights and recommendations for improvement.
- Responsible for planning, designing, payout, and administering sales compensation incentive plans and special incentive programs for commercial customer-facing teams.
- Comprehend strategic and tactical issues, utilize appropriate methodologies to analyze data, and offer insights and recommendations concerning field deployment and customer targeting.
- Deliver compelling and informative presentations to internal and field teams, including senior management and sales leadership.
Qualifications:
- Attention to detail and a track record of success are crucial for this position.
- We are seeking an individual with a Bachelor’s Degree in Business, Life Sciences, or a related field - an advanced degree is preferred.
- The ideal candidate will have a minimum of 10 years of experience in the orphan or rare disease industry, with at least 5 years in areas such as Field Effectiveness, Sales Incentives, Marketing Sales Operations, and Finance.
- We are looking for someone who can transform data into powerful information for sales and marketing management, project manage and drive cross-functional teams to execute targeting strategies and tactics and develop and execute successful field effectiveness strategies.
- Strong analytical, problem-solving, and decision-making abilities are essential, as well as proficiency in CRM systems and other sales enablement tools.
- The successful candidate will possess excellent communication and interpersonal skills, with the ability to collaborate effectively across departments.
- They must have a deep understanding of the rare disease sales process and market dynamics, and the ability to anticipate issues and respond quickly and creatively to solve problems and address commercial market challenges. Additionally, the ability to work independently and collaboratively in a fast-paced, matrixed, team environment is crucial.
- If you are someone who can influence without direct authority, has excellent verbal and written communication skills, and is an analytical thinker with excellent problem-solving skills and the ability to adapt to changing priorities and deadlines, we want to hear from you.
- Excellent planning, organization, and time management skills, including the ability to support and prioritize multiple projects, are a must.
- Expertise in using Power BI for data analysis, visualization and reporting to leadership. Collaboration with teams to identify improvement opportunities and policy development. Creating documentation for stakeholders to understand data analysis.
- Microsoft Suite and strong Excel skills
*Special knowledge or skills and/or licenses or certificates preferred.
- Advanced degree (Master’s, MBA).
- Experience supporting the commercialization of an orphan, rare disease
Travel requirements: 20% (Attend in person meetings as required)
Location: Remote (East coast)
*Expected Base Salary Range:
$200,700 – $252,600. The base salary offered will be contingent on assessment of candidate education level, background, and experience relative to the requirements of the position they are being considered for, as well as review of internal equity. In addition to base salary, PTC employees are also eligible for short- and long-term incentives. All eligible employees may also enroll in PTC’s medical, dental, vision, and retirement savings plans.
EEO Statement:
PTC Therapeutics is an equal opportunity employer. We welcome applications from all individuals, regardless of race, color, national origin, gender, age, physical characteristics, social origin, disability, religion, family status, pregnancy, sexual orientation, gender identity, gender expression, disability, veteran status or any unlawful criterion under applicable law. We are committed to treating all applicants fairly and avoiding discrimination.
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