Senior Director, National Portfolio Field Excellence

The Opportunity:

The Senior Director, National Portfolio Field Excellence leads the field sales level business requirements, standards, and governance for portfolio account planning, business reviews, field communications, field meetings, commercial congresses, and speaker bureau operations. In collaboration with the Sales Operations & Analytics team the two functions jointly manage field intelligence, launch readiness, and continuous improvement through defined decision rights and shared operating cadences that drive portfolio field excellence.

This is a non-demand-generating leadership role: it carries no sales quota and conducts no promotional activity with customers.

Key responsibilities include:

Portfolio Field Excellence Operating Model and Sales Leadership Partnership

• Jointly develop and evolve the Portfolio Field Excellence operating model with Sales Operations & Analytics, including shared priorities, decision rights, governance, and protocols.

• Serve as a portfolio-level business partner to senior Sales Leadership on field execution priorities, market dynamics, and portfolio coordination.

• Jointly manage the field-intelligence loop with Sales Operations & Analytics by identifying recurring field patterns, prioritizing portfolio solutions, and closing the loop with field leadership.

• Lead the business-facing standards and leadership forums for consistent field execution across tumor-specific field teams, shared accounts, and common ways of working.

Business Reviews Account Planning and Field Intelligence

• Establish account-planning standards, templates, and governance with Sales Leadership and portfolio partners; partner with Sales Operations & Analytics on planning tools, CRM workflows, adoption, and target and alignment refinement.

• Partner on the business-review standards, leadership cadence, action follow-through, and performance narrative across field leadership levels; partner with Sales Operations & Analytics on KPIs, reporting, analytical inputs, and workflow.

• Partner with Sales Operations & Analytics and Analytics & Insights to ensure account-level and regional performance analysis captures the local context and supports field action.

Launch and Field Readiness

• Lead the portfolio business-readiness model for new indications and field teams, including readiness expectations, leadership alignment, and launch-cycle integration.

• Partner with Sales Operations & Analytics on operational readiness across field systems, CRM, field alerts, incentive compensation, reporting, planning, and readiness tracking.

Field Communications

• Own the strategy, governance, cadence, and channels for field communications, including clear, consistent, and compliant direction and guidance for field teams.

• Manage the approval, dissemination, storage and refresh of field direction and guidance documents in partnership with Legal, Regulatory and Compliance.

Sales Meetings and Culture

• Lead planning and execution of national, area, and regional field meetings, including launch and plan-of-action meetings, in partnership with Sales Leadership and Commercial Learning, Training & Development.

• Coordinate portfolio-level connectivity across field teams to support shared customers, launches, and evolving commercial priorities.

Congresses, Sponsorships and Speaker Bureau

• Lead a team responsible for the end-to-end commercial congress execution across the portfolio: planning, field deployment, customer engagement plans, on-site operations and post-congress follow-up.

• Oversee Speaker Bureau program operations, including speaker nomination and contracting, logistics, program execution, compliance and reporting.

• Oversee commercial sponsorships and congress operations, including budget, contracting and coordination with Legal and Compliance.

• Through the Associate Director, Portfolio Operational Excellence, lead operating standards, vendor governance, and continuous improvement for commercial programs within this role's remit; partner with Sales Operations & Analytics where field systems, analytics, operations, or program execution intersect.

Required Skills, Experience and Education:

• Bachelor’s (BS) degree required.

• 12+ years of progressive commercial experience in the pharmaceutical or biotechnology industry, combining field sales leadership with commercial or field operations.

• Prior second-line field sales leadership at the Regional Business Director level or equivalent, leading first-line managers.

• Oncology experience, including buy-and-bill / IV oncology products.

• Product launch experience, including new indications or portfolio expansion.

• Experience in both a large, established pharmaceutical organization and a smaller, high-growth biotech environment.

• Demonstrated ability to build an operating model from scratch in a launch or early commercial setting and to manage and develop a team.

• Track record of partnering at the Executive Director or VP level inside a sales hierarchy, not only supporting sales from headquarters.

• Strong analytical capability: able to build and run a business review framework and interpret.