Jazz Pharmaceuticals plc (NASDAQ: JAZZ) is a global biopharmaceutical company whose purpose is to innovate to transform the lives of patients and their families. We are dedicated to developing life-changing medicines for people with serious diseases - often with limited or no therapeutic options. We have a diverse portfolio of marketed medicines and novel product candidates, from early- to late-stage development, in neuroscience and oncology. We actively explore new options for patients including novel compounds, small molecules and biologics, and through cannabinoid science and innovative delivery technologies. Jazz is headquartered in Dublin, Ireland and has employees around the globe, serving patients in nearly 75 countries. For more information, please visit www.jazzpharmaceuticals.com and follow @JazzPharma on Twitter.

Jazz Pharmaceuticals is an international biopharmaceutical company focused on improving patients’ lives by identifying, developing, and commercializing meaningful products that address unmet medical needs. We are continuing to expand our commercial product portfolio and our research and development pipeline in therapeutic areas that can leverage our unique expertise.

Our therapeutic areas of focus include Neuroscience, Epilepsy & Movement Disorders, and Hematology/Oncology – areas in which we have a deep understanding of the patient journey and a suite of products and product candidates to address critical needs.

We are looking for the best and brightest talent to join our team. If you are looking to be a part of a company with an unwavering commitment to improving patients’ lives and being a great place to work, we hope you’ll explore our career openings and get to know Jazz Pharmaceuticals.

Position Overview
The Associate Director, Field Sales Strategy & Execution will play a central role within the Hematology/Oncology Business Unit by providing proactive, high-quality, and timely support to the field sales team. This individual will have a focus on developing and implementing initiatives and operational processes to increase field force effectiveness. The Associate Director, Field Sales Strategy & Execution works closely with the Vice President of Sales, the sales management team, and other partners/stakeholders in the Hematology/Oncology Business Unit, Market Access, North American Business Operations, Legal, I-CARE, Human Resources, and other functions to help determine, align, and oversee implementation of the required resources and processes to support the BU in meeting or exceeding its assigned objectives. Key field sales support activities include collaborating with functional partners on sales reporting and analysis, customer target identification and segmentation, field territory alignment, field sales team analysis and sizing, incentive compensation planning, field sales team technologies, and other tools/resources, product knowledge, and other training, credentialing, and planning sales meetings, congresses, and other regional conferences.

This position reports to the Vice President of Sales.

Essential Functions

Compliance, Knowledge, and Skills

• Follows all laws, regulations, and policies that govern the conduct of all activities
• Does not compromise ethics, or integrity while pursuing business goals
• Demonstrates leadership by consistent application and modeling of the appropriate conduct
• Maintains full proficiency and knowledge of disease state, product, and other aspects or issues as necessary

Support Sales Team Operations Planning

• Helps to ensure continuous assessment and updating of customer targets, market/business sizing and potential, customer/account segmentation, and sales team size, structure, and alignment
• Collaborates with Finance stakeholders to monitor budget expenditure to ensure overall compliance with parameters, and to improve overall effectiveness, efficiency, and results
• Takes a leadership role in collaborating with partners to assess, deliver, and enable resource requirements for the sales team that will facilitate optimal performance, e.g., new technologies, systems, programs, processes, etc.

Support Management of Sales Team Execution

• Assists Vice President of Sales and the Senior Sales Leadership team with the development, communication of, and monitoring of Sales team KPIs
• Analyzes sales data nationally and regionally, assess current market opportunities and evolving trends in sales performance, closely monitor sales productivity metrics
  • Facilitate ongoing, high quality, integrated strategic account planning
  • Ensure accurate and timely reporting of customer engagement activities
  • Ensure accurate and timely reporting of resource utilization, including P2P programs
  • Foster, encourage and communicate successful LIFT team collaboration
• Supports ad-hoc reports as necessary

Facilitates Sales Team Effectiveness

• Works with VP of Sales and other partners to recommend, prepare, implement analyze, and assess field sales team plans and initiatives that will enable achievement of business objectives
• Leads and/or supports projects, deliverables, teams as appropriate. If accountable, provides direction on strategies, plans, and activities; provides a clear outline of expected work processes and work output, clear roles and responsibilities within the project team, clear ongoing direction regarding the quality of work and alignment with other activities, regular feedback, and continued guidance, helping to ensure the work is executed to the highest standards, on time, and will enable the meeting of BU objectives
• Key projects include
  • Customer targeting and segmentation if appropriate
  • IC planning, including bonuses, contests, and kickers
  • SFE team leadership and management of Veeva, Dashboard, etc.
  • Field Advisor Forum
  • Meeting planning, including planning Executive-Sales lunches, rewards, and recognition, etc.
  • P2P program compliance
  • Conference planning
  • RxVantage contracting
• Identifies and realizes other opportunities to increase efficiency and/or effectiveness of sales team tools and processes

Represents the Sales Team in Key Cross-Functional Projects

• Regularly attends meetings to collaborate closely with functional partner teams
• Provides sales team perspective as appropriate
• Helps to ensure cross-functional alignment with key initiatives and decisions
• Responsible for dissemination of relevant output to relevant Sales team members
• Works closely with Market Access stakeholders to align planning and execution related to strategies, plans, and execution of shared deliverables
• Assist VP of Sales and Marketing in the development of sales team-related pre-launch planning, activities, and goals, helping to ensure that the team is ready and able at the time of approval
• Collaborates with Legal and Compliance to monitor sales team planning and activities, and proactively identify opportunities for individual or team training and development

Supports Sales and BU Communications

• Collaborates with BU head, VP of Sales, and other stakeholders to plan and execute Town Halls and other meetings as assigned, including scheduling, coordination and preparation of speakers and content, production, technology, etc.
• Collaborates with VP, ABDs, and RSMs to maintain regular communication and ensure alignment
• Coordinate sales team communications to maximize sharing of insights and responsiveness to sales force needs
• Develops agenda, content, and messaging for monthly leadership meetings

Reinforces a Culture of Continuous Learning and Development

• Helps develop team member skills, abilities, and knowledge by providing in-depth technical field management skills and related product and marketplace knowledge. Mentors and coaches when appropriate, helping to develop the overall skill set of team members within the BU
• Acts as point person for new hire on-boarding contact for sales team, sales training, and IT equipment deployment
• Actively identifies and participates in various training and development activities that will afford continued development of technical skills, competencies, and knowledge
• Enhances own and others’ understanding of diversity, equity, inclusion, and belonging; participates in affinity groups

Required Knowledge, Skills, and Abilities

• 10 + years of successful sales and/or directly sales related functions, in the pharmaceutical or medical device industry required, preferably in oncology therapeutics
• 2 + years of successful field sales leadership in the pharmaceutical or medical device industry required, preferably in oncology therapeutics
• Additional experience in Marketing, Training, Health Systems or Business Operations is preferred
• Direct experience with pre-launch planning is a plus
• The candidate should be a collaborative, solutions-oriented individual with effective communication skills including the ability to present to larger audiences, coordinate and align on key initiatives with Hem/Onc commercial teams, and able to manage through ambiguity
• Proficiency in influencing and driving outcomes with virtual stakeholders
• The candidate should be able to demonstrate good judgement and have evidence of good analytical, problem solving, strategic thinking, planning, and project management skills
• Ability to work with and coordinate demands from multiple internal customers in a timely manner
• Excellent communication skills with an ability to efficiently and productively communicate both verbally and in writing,
• Up to 30% travel is required

Required/Preferred Education and Licenses

• A Bachelor’s degree in life sciences or a related discipline
• Graduate training and/or scientific curricula are a plus

Description of Physical Demands

• The position is remote; however, expectation is to attend meetings in Palo Alto, Carlsbad, and Philadelphia, and other field locations as needed and so proximity to a major airport hub is preferred
• Routinely sitting for extended periods of time
• Occasional mobility within office environment.
• Constantly operating a computer, printer, telephone, and other similar office machinery

Description of Work Environment

• Work indoors in remote office environment with little exposure to excessive noise, dust, fumes, vibrations, and temperature changes
• Frequent computer use at workstation
• May move from one work location to another occasionally
• Responsibilities may require a work schedule that may include working outside of “normal” work hours, in order to meet business demands
• Occasional public contact requiring appropriate business apparel

Jazz Pharmaceuticals is an equal opportunity/affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any characteristic protected by law.