Director, Global Salesforce Effectiveness

About the role

Grifols is a global healthcare company dedicated to improving the health and well-being of people worldwide. As a leader in plasma-derived medicines and transfusion medicine, we operate in over 110 countries and regions. The Director of Sales Force Effectiveness (SFE) plays a critical role in enhancing the productivity and performance of the field organization.

Responsibilities

• 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.

Qualifications

• 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.