Director, Field Sales Effectiveness-Analytics
Scorpion Therapeutics, Cambridge, Massachusetts, us, 02140
Role Summary
The Associate Director/Director, Field Sales Analytics serves as a strategic analytics partner to field sales leadership. This role delivers sub-national insights and performance analytics to drive data-informed decision making, optimize resource allocation, and enhance field force effectiveness. It collaborates with Commercial Insights & Analytics, Marketing, and Advanced Analytics to ensure alignment on methodologies and a unified view of performance across geographies. Based in Cambridge, MA, and Bridgewater, NJ, the role reports to the Senior Director/Director, Field Sales Analytics. 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 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 (e.g., Veeva, Salesforce); data management/analysis platforms (e.g., Databricks, Snowflake); data visualization tools (Power BI, Tableau, Qlik); MS Office (Excel, PowerPoint, Word). Required: Excellent project management and prioritization skills, able to balance multiple projects/priorities; ability to work in a matrixed, cross-functional environment. Preferred: Ability to thrive in a fast-paced environment, comfortable with ambiguity, with 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 complex quantitative questions and derive actionable insights. Skills
Strategic analytics and decision support Data visualization and dashboard development Stakeholder management and cross-functional collaboration Data governance and quality assurance Programming and data science fundamentals (SQL, Python, R) Strong communication and presentation skills Education
BA/BS required; advanced degree (MS/MA/MBA/PhD) considered for equivalent experience
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The Associate Director/Director, Field Sales Analytics serves as a strategic analytics partner to field sales leadership. This role delivers sub-national insights and performance analytics to drive data-informed decision making, optimize resource allocation, and enhance field force effectiveness. It collaborates with Commercial Insights & Analytics, Marketing, and Advanced Analytics to ensure alignment on methodologies and a unified view of performance across geographies. Based in Cambridge, MA, and Bridgewater, NJ, the role reports to the Senior Director/Director, Field Sales Analytics. 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 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 (e.g., Veeva, Salesforce); data management/analysis platforms (e.g., Databricks, Snowflake); data visualization tools (Power BI, Tableau, Qlik); MS Office (Excel, PowerPoint, Word). Required: Excellent project management and prioritization skills, able to balance multiple projects/priorities; ability to work in a matrixed, cross-functional environment. Preferred: Ability to thrive in a fast-paced environment, comfortable with ambiguity, with 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 complex quantitative questions and derive actionable insights. Skills
Strategic analytics and decision support Data visualization and dashboard development Stakeholder management and cross-functional collaboration Data governance and quality assurance Programming and data science fundamentals (SQL, Python, R) Strong communication and presentation skills Education
BA/BS required; advanced degree (MS/MA/MBA/PhD) considered for equivalent experience
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