Director, Field Operations

About Otsuka

We defy limitation, so that others can too. In going above and beyond‑under any circumstances‑for patients, families, providers, and for each other. It’s this deep‑rooted dedication that drives us to uncover answers to complex, underserved medical needs, so that patients can push past the limitations of their disease and achieve more than they thought was possible each and every day.

The Director of Field Operations will lead and oversee all aspects of field force operations supporting the CNS and Nephrology therapeutic areas with primary responsibilities to lead and manage field force territory alignment and structure, speaker bureau/promotional program operations and technology, Samples Management programs, Fleet, and Field Compliance reporting. This individual reports to the Executive Director of Marketing and Sales Operations and is part of leadership team.

Management responsibilities include the management of five direct reports, their respective departmental teams, and vendor management responsibility for multiple vendors. This position will work extensively with cross‑functional partners, key stakeholders and field and home office leaders.

• Overall oversight and leadership of field operations enabling field‑facing capabilities for commercial, market access, and medical affairs field teams.
• Serves as key point of contact for all sales and non‑sales field leaders and teams including multiple business units, market access and medical affairs.
• Leads the field operations team to coordinate all relevant activities of the capabilities which includes sample management and compliance, territory sizing and alignment, speaker bureau/promotional programs, fleet, field on and offboarding, credentialing and other activities including business cards, etc.
• Lead strategic and tactical field‑force sizing and territory alignments initiatives across commercial and field medical affairs. Provide accurate and in‑depth territory deployment analyses to cross‑functional leadership teams.
• Support sales force deployment initiatives that drive sales force effectiveness. Serves as overall project lead for all alignment projects working directly with field leadership, analytics, IT, HR, and other cross‑functional teams. Responsible for reporting regular updates on alignment activities.
• Supports trimesterly alignment and call planning updates.
• Collaborate with business analytics and field force effectiveness to fulfill data analysis needs in support of key strategic sales force initiatives to ensure brand strategy is reflected in alignment design. Deliver fact‑based recommendations on ways to improve territory deployment and increase overall sales force success in meeting business objectives.
• Collaborate with internal partners to execute business operations, while driving continuous improvements in field operations processes. Ensures operational integration of processes with measurable impact on costs or revenues within the function.
• Develop processes for capturing, cataloging, analyzing, and disseminating key lessons learned from initiatives.
• Lead a team of professionals and manages performance and talent management for the team. Coach, mentor, develop, and provide direction to direct reports.

• 7 – 10 years pharmaceutical industry experience in sales/field operations or similar consulting experience.
• Significant field force alignment design, development, implementation, communications, change management, and assessment experience.
• Strong working knowledge (direct experience preferred) of Samples/PDMA operations and sample programs, speaker bureau/promotional programs process and compliance/Pharma Code regulations, Fleet, and field compliance reporting.
• Solid understanding of field systems (i.e. CRM and field reporting) to support cross‑functional understanding and operational effectiveness.
• Experience working with all levels of management and consulting with key business stakeholders. An ability to influence for greater outcomes.
• Demonstrated ability to work effectively across key functions within Commercial (Sales, Marketing, Managed Markets, etc.)…