Overview
Would you like to join an international team working to improve the future of healthcare? Do you want to enhance the lives of millions of people? Grifols is a global healthcare company that since 1909 has been working to improve the health and well-being of people around the world. We are leaders in plasma-derived medicines and transfusion medicine and develop, produce and market innovative medicines, solutions and services in more than 110 countries and regions.
The Director of Sales Force Effectiveness (SFE) is a high-impact, hands-on leadership role responsible for optimizing the productivity and performance of the field organization. You will serve as the primary strategic partner to Sales and Marketing leadership, ensuring that our commercial "engine" is designed for maximum impact. This role requires a blend of technical data proficiency and the ability to translate complex sales ecosystems into proactive, executable field strategies.
Responsibilities include but are not limited to:
Field Force Architecture & Optimization
- Size & Structure: Lead the assessment of field force sizing to ensure optimal coverage across various markets and product portfolios.
- Territory Design: Ownership of territory alignment and optimization, utilizing mapping tools to ensure equitable opportunity and travel efficiency.
- Segmentation & Targeting: Develop and refine sophisticated customer segmentation models to focus field efforts on high-potential targets.
Risk Assessment & Proactive Analytics
- Opportunity Mapping: Perform proactive analysis to identify untapped market pockets and growth opportunities before they are identified by the field.
- Risk Mitigation: Analyze performance trends to identify areas of risk (e.g., declining reach, competitive inroads, or territory vacancies) and develop intervention strategies.
- Commercial Health Checks: Regularly audit the sales ecosystem to ensure data integrity and execution consistency.
Commercial Synergy & Customer Experience
- Marketing Partnership: Collaborate closely with Marketing teams to ensure seamless customer experience by aligning field execution with brand strategy and optimizing every customer touchpoint.
- Omnichannel Integration: Ensure that field activity is synchronized with digital marketing efforts to provide a unified voice to the customer.
Performance Support & Execution
- Incentive Compensation (IC): Support the design and implementation of motivating IC plans that align field behavior with corporate goals. Facilitate the communication and validation of plans to ensure transparency.
- KPI Development: Establish leading and lagging indicators to provide a 360-degree view of field performance.
- Sales Strategy Connectivity: Connect disparate data sources (CRM, specialty pharmacy, claims) to create a single source of truth for the sales organization.
This Job Description is intended to present the general content and requirements for the performance of this position. The description should not be construed as an exhaustive statement of duties, responsibilities or requirements. Managers and supervisors may assign other responsibilities as needed.
Skills/Qualifications/Education:
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skills, education, and/or ability required. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
- Education: Advanced degree or MBA preferred; Bachelor’s degree required
- Experience: 5-10+ years in Commercial Operations, SFE, or Sales Analytics within the Biopharma or Life Sciences industry.
- Technical Proficiency: Mastery of data visualization (Tableau/PowerBI), Excel, and CRM platforms (Veeva/Salesforce). Experience with territory alignment software is required.
- Collaborative Mindset: Proven ability to work across the aisle with Marketing and Sales leadership to drive a "one-team" approach to the customer.
- Analytic Rigor: A "detective" mindset, the ability to dig into data, find the outlier, and propose a solution before it becomes a problem.
- Communication: Ability to explain complex analytics and strategic shifts to field stakeholders with clarity and executive presence.
- Depending on the area of assignment, directly related experience or a combination of directly related education and experience and/or competencies may be considered in place of the stated requirements. Example: If a job level requires a Bachelor’s degree plus 4 years of experience, an equivalency could include 8 years of experience, an Associate’s degree with 6 years of experience, or a Master’s degree with 2 years of experience.
Work is performed in an office environment with exposure to electrical office equipment. Frequently sits for 6-8 hours per day. Frequent hand movement of both hands with the ability to make fast, simple, movements of the fingers, hands, and wrists. Frequently walks. Occasionally bends and twists neck. Light to moderate lifting and carrying objects with a maximum lift of 25lbs. Frequently drives to site locations and frequently travels within the United States. Able to communicate complex information and ideas so others will understand; with the ability to listen to and understand information and ideas presented through spoken words and sentences. Frequently interacts with others, relates sensitive information to diverse groups. Ability to apply abstract principles to solve complex conceptual issues. Performs a wide range of complex tasks as dictated by variable demands and changing conditions with little predictability as to the occurrence.
