Description:
Expertise and experience in the following 3 FPAT Pillars (Incentive Compensation, Strategic Sales Planning & Field Tools) as well as leveraging multiple therapeutic areas and capabilities experience: This is a critical people leader role in the FPAT organization and will be responsible for developing analytical talent and leaders.
Incentive Compensation:
- Develop Incentive Compensation (IC) strategy, based on business unit pull-through defining direction to evaluate and refine IC in development with several cross functional business partners including: FPAT team members, Marketing Analytics and Business Insights (MABI), Business Human Resources (BHR) and Finance.
- Lead team to leverage partnerships across all teams and understand how each plays an important role in IC.
- Lead strategy with VPs on strategic direction of the brand, ensuring IC is motivating, clearly defined, aligned the brand strategy, is motivating and fiscally responsible.
Strategic Sales Planning:
- Lead Field Force deployment strategy with VP and franchise leadership, while developing team members to take the lead on projects.
- Lead innovative field force deployment models based on gained industry insights and AbbVie enterprise best practices.
- Develop, in partnership with several cross functional partners, the targeting strategy as aligned to overall strategic imperatives and goals of the brand. Lead team to pull through targeting strategy and effectively ladder up to brand strategy.
- Communicate with franchise VPs and GMs, develop team members to enhance stakeholder engagement with Directors and other leaders.
Field Tools:
- Develop field tools and operations strategy, optimized to best meet needs of the franchise, while ensuring strong cross functional alignment and stakeholder involvement. Clearly define and align stakeholders on the vision for field tools and effectively ladder up to brand strategy.
- Create, review and simplify critical processes, while driving adoption and identify improvement areas for field tools by leveraging enterprise and industry innovation.
- Align franchise strategy to field tools, develop team members to build and effectively roll out and communicate strategy.
- Identify and lead/support process improvement initiatives (i.e. next generation call plan, vacancy management, Sales Force Expansions, optimizations and launches).
Key Stakeholders include:
The FPAT Director is accountable to the TA VPs and aligned FPAT Leadership. Accountable to drive strong partnership, ways of working, and alignment between the team and respective cross-functional leads.
Qualifications
- BS/BA required; MBA preferred
- Minimum of 10 years of experience with at least 3 years in sales
- 3-5 years of management experience
- Preference with 2 years of headquarter based experience
- Demonstrated communication, networking, project management, leadership and collaboration skills.
- Leadership experience in multiple therapeutic areas and IC, Sales Planning and field tools
- Demonstrated ability to lead large cross functional teams in different areas of the business