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