Drive field performance and operational excellence by enabling robust incentive models, territory alignment and clear KPI frameworks for Commercial field teams. The role ensures field operations are data-driven, compliant, and aligned with international standards, brand priorities and local regulatory requirements.
Field Incentive Design & Governance
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Support the design and operationalization of Commercial field incentive schemes based on international guidance and local workforce planning.
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Prepare decision-making inputs such as scenario models, payout curves and impact analyses for TA and Sales leadership.
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Coordinate with Finance and People & Organization to validate incentive calculations and budget guardrails.
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Liaise with DAP teams and external vendors to integrate benchmarks and data sources into incentive design.
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Partner with CRM and field system owners to support incentive implementation.
Territory Design & Alignment Operations
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Own execution of territory design and alignment processes ensuring accuracy and feasibility.
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Lead territory mapping, rep placement analytics and call plan generation; strategy remains owned by TA .
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Ensure territory changes are fully implemented in systems in partnership with CRM owners.
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Apply International ICE segmentation and targeting standards in territory operations.
Operational Excellence Frameworks
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Drive continuous improvement of incentive and field operations processes.
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Partner with DAP and CRM teams to ensure data, dashboards and AI-enabled tools are adopted by field teams.
Field KPIs & Performance Insights
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Ensure alignment of Commercial KPIs with international and local strategies.
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Integrate ICE KPIs for consistency across execution models.
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Analyze field performance data and translate insights into improvement actions.
Go-to-Market & Field Force Resource Guidance
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Support launch go-to-market design and implementation aligned with international guidance.
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Propose field force size, structure and deployment scenarios
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Support HCP tiering and call planning using ICE and funnel analytics inputs.
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Timely and high-quality delivery of incentive models and diagnostics.
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Accuracy of incentive calculations with minimal corrections.
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Adoption of field KPIs and dashboards by Commercial leaders.
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Stakeholder satisfaction across Sales, TA, Finance and P&O.
Education
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University degree in Business, Engineering, Life Sciences, Economics or related field; advanced degree preferred.
Experience & Skills
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Experience in pharma or biotech commercial operations, analytics or field excellence.
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Proven exposure to commercial incentive design and payout modelling.
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Strong analytical skills and experience with CRM, BI and segmentation tools.
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Ability to translate data into actionable insights for leadership decision-making.
