SFE Lead

Job Summary:

This role is responsible for optimizing Salesforce Effectiveness to support both mature products under Volume-Based Procurement (VBP) and the launch of new products including Vyepti. The position leads the SFE team and ensures SFE related tasks are aligned with the distinct needs of maintaining VBP products performance and accelerating new product commercialization, enabling data-driven decision-making and field force effectiveness.

Key Responsibilities:

• Develop and execute sales force effectiveness strategies tailored to mature CNS portfolio, specialty care and rare disease markets.
  • The candidate must have proven new product launch-related SFE experience in specialty care.
• Utilize strong analytical skills to gather, interpret, and leverage data to inform decision-making and optimize sales force performance.
  • Strong data analytical skill is a must, with the ability to interpret complex data and provide actionable insights and recommendations
• Act as a business partner, fostering objective and independent collaboration across cross-functional teams.
  • Behavior-focused competencies: objective, independent, and collaborative business partner mindset. Demonstrate hands-on leadership by actively contributing to operational tasks and setting an example for the team. Demonstrate strong communication skills in cross-functional collaborations, and influence without authority in various business situations.
• Provide coaching and guidance to direct reports, ensuring professional growth and alignment with organizational goals.
  • Hands on, capable of both managing the team and doing the work
• Monitor and evaluate key performance indicators (KPIs) to assess sales force effectiveness and recommend improvements.
  • Be able to develop a clear KPI tracking for the company and be able to execute.

For VBP Mature Products:

1. Incentive Design

• Develop incentive schemes tailored to the VBP model, balancing volume compliance, hospital coverage, and contract execution.
• Design bonus structures that reflect the unique characteristics of VBP
• Align incentive plans with key performance indicators (KPIs) like hospital listing rate, actual vs. committed volume, and formulary maintenance.
• Collaborate with finance and HR to ensure incentive plans are compliant, motivating, and cost-effective.
• Monitor incentive effectiveness and adjust schemes based on market dynamics and sales behavior.

2. KPI Setting

• Define clear, measurable KPIs for field force performance under VBP,
• Differentiate KPIs for mature VBP products vs. newly listed products.
• Integrate KPIs into Salesforce dashboards for real-time tracking and performance management.
• Support sales leadership in performance reviews and target setting

3. Territory Alignment

• Design and optimize territory structures.
• Ensure territory alignment supports equitable workload and maximizes execution.
• Use Salesforce data to evaluate territory performance and recommend adjustments.
• Collaborate with market access and regional sales teams to reflect policy and procurement changes in territory planning.

For New Product Launches:

• Collaborate with cross-functional stakeholders (e.g., Marketing, Medical, Market Access) to define clear goals for the Vyepti launch, such as market share targets, HCP engagement metrics, and sales milestones.
• Identify high-priority HCPs and institutions (e.g., neurologists, headache specialists, infusion centers) based on prescribing potential and receptivity to Vyepti. Use data-driven segmentation models to focus resources on high-value opportunities.
• Assess whether the current salesforce size and structure are adequate for the launch, analyze and suggest the optimized sizing and structure.

• Ensure territories are aligned to maximize coverage of high-potential accounts and minimize overlap. Use data such as epidemiology (migraine prevalence), prescribing patterns, and market access insights to design territories. Conduct pre-launch market analysis to identify target accounts, assess competitive dynamics, and predict adoption curves.

• Develop detailed call plans that prioritize high-value HCPs and accounts. Balance frequency of visits with the quality of engagements, especially for early adopters.

• Create IC plans that motivate the field force to focus on Vyepti during the launch period. Consider metrics such as new prescriptions (NRx), market share growth, or account activation. Ensure the IC plan balances Vyepti objectives with the broader portfolio to avoid conflicts or neglect of other products. Incorporate short-term incentives or contests to reward early adoption and momentum-building efforts.
• Set up dashboards to track key performance indicators (KPIs) such as call activity, prescription trends, and customer engagement. Enable real-time feedback loops to adjust strategies based on early market signals.
• Gather qualitative and quantitative feedback from the field to refine targeting and messaging post-launch. During post-launch, create channels for the sales team to provide feedback on customer reactions, competitive dynamics, and operational challenges.

Cross-Functional Responsibilities:

• Lead SFE training and change management initiatives to ensure high adoption and data quality.
• Act as the Salesforce subject matter expert for both mature and new product portfolios.
• Ensure compliance with regulatory and data governance standards in all SFE-related activities.

Qualifications:

• Bachelor’s degree in Pharmacy, Life Sciences, Business, or related field; advanced degree preferred.
• 7+ years of experience in pharmaceutical SFE, sales operations or commercial excellence.
• Strong experience with Salesforce CRM; Veeva CRM experience is a plus.
• Proven track record supporting both mature product management and new product launches.
• Strong analytical, communication, people leadership, project management skills.