Director, Field Excellence and Operations

About the role

The Director, Field Excellence & Operations is responsible for leading the design, execution, and continuous optimization of field strategy and Sales Force Effectiveness (SFE) across Ferring Pharmaceuticals.

Responsibilities

• Lead the design and evolution of field deployment strategy, including sizing, structure, and resource allocation, ensuring alignment with business priorities and market dynamics.
• Own the end-to-end segmentation, targeting, and call planning approach, ensuring that field efforts are focused on the highest-value opportunities and aligned with brand strategy.
• Drive territory alignment and deployment optimization, balancing workload, opportunity, and coverage to maximize field effectiveness.
• Conduct and interpret field-focused analytics, including productivity assessments, ROI analysis, to continuously refine field strategy.
• Integrate multiple data sources (IQVIA, DDD, Exponent, LAAD, claims, and SP data) to develop a comprehensive understanding of market dynamics and field performance.
• Translate complex data and insights into clear, actionable recommendations that can be effectively implemented by field leadership.
• Partner closely with the Analytics team to ensure robust data inputs, while owning the business interpretation and application for field execution.
• Lead cross-functional initiatives with Marketing, IT, Data Governance, and external vendors to operationalize SFE strategies and ensure seamless execution.
• Ensure alignment across data, systems, and field strategy to enable consistent and effective execution.
• Establish governance and tracking mechanisms to monitor performance and ensure sustained impact of implemented initiatives.
• Oversee CRM governance and optimization, ensuring systems effectively support field needs and drive high adoption.
• Serve as the key liaison between Commercial, IT, and Data teams to prioritize and implement system enhancements.
• Ensure high standards of data quality and operational integrity (including DCR processes).
• Drive omnichannel readiness, ensuring the field is equipped to effectively engage customers across multiple channels.

Qualifications & Experience

• 12+ years of experience in pharmaceutical commercial operations, field operations, or Sales Force Effectiveness.
• Proven experience managing and developing teams.
• Deep expertise in SFE, segmentation and targeting, territory alignment, and field analytics.
• Strong knowledge of pharmaceutical data sources including IQVIA, DDD, Exponent, LAAD, claims, and Specialty Pharmacy data.
• Demonstrated ability to translate complex data into actionable field strategies.
• Experience partnering closely with Sales Leadership and engaging directly with field teams.
• Experience acting as a bridge between business, IT, and Data teams.
• Experience supporting or leading CRM and commercial system implementations.
• Experience working in lean environments with high operational ownership.

Preferred

• Oncology or specialty pharmaceutical experience.
• Experience supporting product launches or growth-stage brands.
• MBA or advanced degree.

Leadership Profile

• Proven track record of building and executing Sales Force Effectiveness capabilities.
• Ability to operate effectively at both strategic and tactical levels.
• Strong understanding of field dynamics and commercial execution.
• Ability to influence senior stakeholders and drive alignment.
• Demonstrated success in leading teams and developing talent.
• Demonstrated potential for broader leadership within Commercial Operations.