Director, Field Force Effectiveness and Data Management

Position Title: Director, Field Force Effectiveness and Data Management  

Position summary:

Reporting to the head of Commercial Operations, this highly visible role will have the rare opportunity to build the Field Operations function from the ground up as we build the Invivyd’s commercial organization.

The Director, FFEDM will serve as the business lead for customer targeting, field force sizing and alignment, field incentive compensation design and implementation, field insights and reporting, field communications and plan of action (POA) cycle management. This role will lead the CRM system design to meet the needs of all customer-facing teams, including Market Access, Sales and Medical Affairs.  This role will also liaise with the head of Patient Services to provide operational support as needed.   In addition, the person in this role will actively influence commercial strategy and tactical execution by providing timely, unbiased, objective, in-depth intelligence about customer level performance. This person must be able to engage diverse HQ and field-based audiences, possess strong analytical skills with an ability to translate findings into actionable insights through the POA process. As a senior member of the commercial business, this role will serve as an internal consultant to Commercial and Field leadership to drive innovation and forward-thinking customer-focused solutions.

This role will be responsible for leading the design, development, implementation, and maintenance of Invivyd’s commercial data environment (CDE) to include data strategy, sourcing, integration, and management; data infrastructure design and implementation; analytics and reporting needs assessment and development; key vendor partner identification and integration and ongoing data governance.  The CDE will become the “single source of truth” for the commercial organization and support key needs of the company more broadly.  It must therefore thoughtfully and powerfully address a variety of needs of multiple functions across the organization while maintaining a high priority on ease of use and cost-efficiency.

Responsibilities:

• Design and maintain Invivyd’s field-facing customer engagement model
  • Leverage subnational data and market knowledge to recommend optimal field structure and sizing
  • Design and deploy alignment process to align territories for optimal field effectiveness
  • Manage field roster

• Develop and lead a best-in-class incentive compensation function
  • Establish the committee and processes to compliantly design and document incentive plans
  • Design compliant incentive compensation plans that appropriately motivates field sales team
  • Develop tracking, attainment reconciliation and payout calculation process
  • Design timely and effective standardized incentive compensation reporting
• Serve as HQ liaison for field-based personnel, develop and manage field communications to efficiently triage data and system inquiries and ensuring field employees have the information, data and insights needed to be successful in territory
• Responsible for guiding the compliant design of the CRM across field Market Access, Sales, Medical Affairs and field leadership
  • Monitor department performance against key performance indicators and collaborate with commercial leadership to implement improvements
  • Assist Training and Development with creation and implementation of systems training

• Ensure timely and accurate collection, analysis, management, and dissemination of all field sales reports
  • Develop tools and dashboards that capture key performance metrics across all teams
  • Design and implement effective call planning and customer insights tools
  • Assist management in evaluating sales productivity/performance
  • Develop field activity, performance and attainment reporting

• Serve as a thought-partner to Commercial Operations and the Leadership of field-based roles
  • Lead the POA cycle to ensure strategic alignment across the organization on brand strategy are translated to coordinated executional tactics
  • Champion intellectual agility and use of analytics to define long-term strategy and a flexible approach to execution
  • Demonstrate managerial courage to make and stand by difficult decisions
  • Display high degree of creativity and innovation in problem solving, proactively developing new approaches, processes, and methodologies to maintain timely, accurate and reliable field operations
  • Serve on cross-functional data governance team and help establish and maintain data and ensure data quality
  • Oversee and execute a wide variety of adhoc initiatives

• Build and manage the Commercial Data Environment (CDE)
  • Ensure adherence to consistent and compliant collection, management and usage of commercial data sets.
  • Develop commercial data management roadmap and overarching data strategy in alignment with IT.
  • Standup cloud-based data management environment and manage ongoing operations
  • Identify secondary data providers and facilitate data purchases with other members of the commercial organization, becoming the Invivyd lead for any relationships established.
  • Ensure seamless, timely and accurate ingestion, validation/QC, and integration of multiple internal and external data sources (specialty pharmacy, syndicated data, claims-based and/or EMR data, CRM, Patient Services, etc) into the CDE

Requirements:

• BS/BA degree in business or related discipline.  MBA or other advanced degree preferred
• 8+ years of experience within the pharmaceutical, biotechnology or consulting industries.  Rare disease experience, including launch experience, is strongly preferred.
• 8+ years of progressive experience in field/sales operations roles, CRM systems administration, incentive compensation, and/or consulting
• Hands on, in-depth understanding of designing, implementing assessing incentive plans in small markets and for launch products
• Strong analytical skills with the capability to appropriately define business issues; to comprehend quantitative methods and analytical techniques; to perform accurate analysis; to cross-check data and assumptions; to document and establish data trails; and to think creatively about different ways to analyze information
• Must be a true team player – authentic, humble, able to build a positive team spirit and lead through the ups and downs of a launch, puts success of team above own interests and support everyone’s efforts to grow and develop
• Excellent interpersonal, oral and written communication skills, including ability to synthesize data and deliver a clear overview of commercial strategy, opportunity and risks for the Executive Team
• Deep experience with pharmaceutical data (e.g., IQVIA, SHA, Patient Claims, Specialty pharmacy, Hub, etc.)
• Strong business acumen, critical thinking, along with technical and problem-solving skills
• Thrives in fast-paced, minimally structured environment, able to deal with ambiguity and can act without having the complete picture
• Ability to self-direct projects and work with little supervision
• Experience managing vendor partners/consultants and leading project teams to achieve milestones and objectives
• Global experience a plus
• Ability to travel (up to 20% of time with potential for more occasionally)

At Invivyd we strive to create a welcoming and inclusive environment. Here all applicants will receive equal consideration for employment without discrimination on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, or any other applicable legally protected characteristics.

Invivyd is proud to be an equal opportunity employer.