Director, Field Sales Effectiveness-Analytics
Scorpion Therapeutics, Trenton, New Jersey, United States
Role Summary
The Director, Field Sales Analytics serves as a strategic analytics partner to field sales leadership, delivering sub-national insights and performance analytics that drive data-informed decision making, optimize resource allocation, and enhance field force effectiveness. The role collaborates with Commercial Insights & Analytics, Marketing, and Advanced Analytics teams to align methodologies and provide a unified view of performance across geographies, translating data into actionable strategies to maximize field impact. Responsibilities
Strategic partner to Field Sales leadership within a designated Therapeutic Area, supporting territory- and region-level planning, opportunity analysis, performance reviews, resource optimization, and new indication launches with actionable, sub-national analytics. Single point of contact for Customer Facing Capabilities for the Field – triage and manage multiple questions around Field Effectiveness. Develop, track, and refine KPIs that measure field sales execution and effectiveness, ensuring alignment with national brand strategy and collaboration with Insights & Analytics colleagues supporting marketing teams. Co-lead the creation and delivery of sub-national performance insights, translating data into strategic recommendations that inform field resource allocation, incentive design, pull-through strategies, and performance optimization. Co-lead ad-hoc and recurring sub-national analyses, identifying trends and opportunities across geographies and customer segments using metrics such as call activity, HCP engagement, territory coverage, and pull-through effectiveness. Ensure a unified “one version of the truth” by collaborating with National Insights & Analytics teams and Advanced Analytics partners to align methodologies, definitions, and data narratives delivered to sales and marketing leaders. Develop and manage field-facing dashboards and reporting tools that synthesize key sales metrics and enable real-time decision-making for field leaders and senior commercial stakeholders. Liaise with external vendors and internal partners to ensure delivery of high-quality, timely sub-national Sales Force Effectiveness (SFE) reports that are fit-for-purpose and actionable. Co-lead and field-collaborate in the design and measurement of field tactics, including targeting effectiveness, sales cadence, pull-through initiatives, and deployment optimization strategies. Ensure data integrity and reliability by working closely with data governance and commercial data management teams to validate sources, define metrics, and troubleshoot inconsistencies. Mentor junior analysts or matrixed team members by sharing therapeutic-area-specific knowledge, analytics best practices, and business acumen to drive team effectiveness and career growth. Lead hub team day-to-day on projects in a matrix management structure. Qualifications
Required: BA/BS with a minimum of 7 years of experience in pharmaceutical Analytics, Forecasting, and/or Sales Operations; equivalent combination of education (MS/MA/MBA/PhD) and/or consulting experience may be considered. Required: Proven business acumen, with strong communication and presentation skills. Required: Well-developed strategic thinking ability, with capacity to synthesize disparate sources of data to provide a coherent narrative and actionable insights. Required: Strong analytical skills, with ability to design, develop, and execute analyses to answer complex business questions. Required: Life sciences analytics experience, with understanding of best practices and ability to access and manipulate large data sets via cloud-based data warehouse/analytics platforms. Required: Experience with key pharmaceutical data sources and analytics platforms, including IQVIA NPA/NSP, CRM systems (Veeva, Salesforce), data management/analysis platforms (Databricks, Snowflake), data visualization tools (Power BI, Tableau, Qlik), and MS Office. Required: Excellent project management and prioritization skills, able to balance multiple projects/priorities in a matrix environment with cross-functional partners. Required: Ability to work in a matrixed environment to influence key business decisions. Preferred: Ability to thrive in a fast-paced environment, comfortable with ambiguity, and a track record of delivering exceptional results. Preferred: Experience with programming languages (SQL, R, Python) and data science principles. Preferred: Experience applying AI/Machine Learning/data science methodologies to address quantitative questions and derive actionable insights. Skills
Analytical mindset with strong data storytelling capability Strategic thinking and cross-functional collaboration Advanced proficiency with analytics and visualization tools Project management and leadership in matrix organizations Education
BA/BS required; advanced degree (MS/MA/MBA/PhD) preferred or equivalent consulting experience as noted above
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The Director, Field Sales Analytics serves as a strategic analytics partner to field sales leadership, delivering sub-national insights and performance analytics that drive data-informed decision making, optimize resource allocation, and enhance field force effectiveness. The role collaborates with Commercial Insights & Analytics, Marketing, and Advanced Analytics teams to align methodologies and provide a unified view of performance across geographies, translating data into actionable strategies to maximize field impact. Responsibilities
Strategic partner to Field Sales leadership within a designated Therapeutic Area, supporting territory- and region-level planning, opportunity analysis, performance reviews, resource optimization, and new indication launches with actionable, sub-national analytics. Single point of contact for Customer Facing Capabilities for the Field – triage and manage multiple questions around Field Effectiveness. Develop, track, and refine KPIs that measure field sales execution and effectiveness, ensuring alignment with national brand strategy and collaboration with Insights & Analytics colleagues supporting marketing teams. Co-lead the creation and delivery of sub-national performance insights, translating data into strategic recommendations that inform field resource allocation, incentive design, pull-through strategies, and performance optimization. Co-lead ad-hoc and recurring sub-national analyses, identifying trends and opportunities across geographies and customer segments using metrics such as call activity, HCP engagement, territory coverage, and pull-through effectiveness. Ensure a unified “one version of the truth” by collaborating with National Insights & Analytics teams and Advanced Analytics partners to align methodologies, definitions, and data narratives delivered to sales and marketing leaders. Develop and manage field-facing dashboards and reporting tools that synthesize key sales metrics and enable real-time decision-making for field leaders and senior commercial stakeholders. Liaise with external vendors and internal partners to ensure delivery of high-quality, timely sub-national Sales Force Effectiveness (SFE) reports that are fit-for-purpose and actionable. Co-lead and field-collaborate in the design and measurement of field tactics, including targeting effectiveness, sales cadence, pull-through initiatives, and deployment optimization strategies. Ensure data integrity and reliability by working closely with data governance and commercial data management teams to validate sources, define metrics, and troubleshoot inconsistencies. Mentor junior analysts or matrixed team members by sharing therapeutic-area-specific knowledge, analytics best practices, and business acumen to drive team effectiveness and career growth. Lead hub team day-to-day on projects in a matrix management structure. Qualifications
Required: BA/BS with a minimum of 7 years of experience in pharmaceutical Analytics, Forecasting, and/or Sales Operations; equivalent combination of education (MS/MA/MBA/PhD) and/or consulting experience may be considered. Required: Proven business acumen, with strong communication and presentation skills. Required: Well-developed strategic thinking ability, with capacity to synthesize disparate sources of data to provide a coherent narrative and actionable insights. Required: Strong analytical skills, with ability to design, develop, and execute analyses to answer complex business questions. Required: Life sciences analytics experience, with understanding of best practices and ability to access and manipulate large data sets via cloud-based data warehouse/analytics platforms. Required: Experience with key pharmaceutical data sources and analytics platforms, including IQVIA NPA/NSP, CRM systems (Veeva, Salesforce), data management/analysis platforms (Databricks, Snowflake), data visualization tools (Power BI, Tableau, Qlik), and MS Office. Required: Excellent project management and prioritization skills, able to balance multiple projects/priorities in a matrix environment with cross-functional partners. Required: Ability to work in a matrixed environment to influence key business decisions. Preferred: Ability to thrive in a fast-paced environment, comfortable with ambiguity, and a track record of delivering exceptional results. Preferred: Experience with programming languages (SQL, R, Python) and data science principles. Preferred: Experience applying AI/Machine Learning/data science methodologies to address quantitative questions and derive actionable insights. Skills
Analytical mindset with strong data storytelling capability Strategic thinking and cross-functional collaboration Advanced proficiency with analytics and visualization tools Project management and leadership in matrix organizations Education
BA/BS required; advanced degree (MS/MA/MBA/PhD) preferred or equivalent consulting experience as noted above
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