Head of Sales Force Effectiveness

JOB TITLE

  Head of Sales Force Effectiveness

L Location: Riyadh

ABOUT ASTRAZENECA

AstraZeneca is a global, science-led, patient-focused biopharmaceutical company that focuses on the discovery, development, and commercialisation of prescription medicines for some of the world’s most serious diseases. But we’re more than one of the world’s leading pharmaceutical companies.

ROLE SUMMARY

Role purpose The SFE Head leads the Saudi affiliate’s field excellence agenda to maximize patient and business impact. The role owns field force design, targeting, deployment, performance management, capability build, and omnichannel coordination—ensuring the right teams engage the right customers with the right content and cadence. The role provides leadership to the SFE team and partners closely with Business Units, Market Access, Medical, Finance and IBEX to translate brand strategies into executable, measurable field plans.

What you’ll do

• Strategy and design: Define and optimize field team sizing, structure, territory design and alignment, and call planning in line with portfolio evolution, launches, and medium‑term plans. Build GTM scenarios, including hybrid and account‑based models, to future‑proof coverage.
• Targeting and segmentation: Embed data‑driven segmentation, targeting and dynamic panel management across brands and TAs. Ensure targeting reflects access, potential, patient journeys and omnichannel propensity.
• Performance management: Establish and govern SFE KPIs (coverage, frequency, reach, TCFA, quality of interactions, capability adoption, coaching rates). Build dashboards and performance rhythms with clear accountability and actioning.
• Omnichannel coordination: Operationalize coordinated HCP engagement across face‑to‑face, virtual, and digital channels, aligning triggers, content, and cadence with brand objectives and channel analytics.
• Resource optimization: Lead continuous diagnostics to redeploy resources toward growth opportunities and address white‑space or low‑yield effort. Partner with Finance on resourcing trade‑offs and P&L levers.
• Field capability and coaching: Define the SFE capability framework; partner with Learning & Capability and first‑line managers to embed call excellence, account planning, data literacy, and omnichannel skills. Track adoption and impact.
• Analytics and insights: Translate SFE analytics into clear recommendations for brand leaders and SLT. Triangulate CRM, field activity, channel analytics, and external data to identify drivers and risks.
• Launch support: Provide pre‑launch field resourcing guidance, territory creation, targeting lists, incentive frameworks, and early performance diagnostics in partnership with Business Excellence and brand teams.
• Incentives and recognition: Co‑own IC design principles and guardrails with CO/Finance; ensure fairness, transparency, and compliance in target‑setting and payout governance.
• Ways of working and governance: Standardize field performance cadences (monthly pulse; quarter reviews), define KPI definitions and data quality standards, and ensure audit readiness across SFE processes.
• Leadership: Coach and develop the SFE team. Build a high‑performance culture grounded in evidence‑based decisions and continuous improvement.
• Success measures
• Improved SFE KPI trends (coverage, frequency, reach, quality) and correlation with sales and uptake.
• Optimized resourcing (field mix, structure, territories) evidenced by productivity and cost‑to‑serve improvements.
• Adoption of omnichannel engagement models and measurable impact on engagement quality.
• On‑time, accurate dashboards and decision‑ready recommendations adopted by SLT and brand teams.
• Capability uplift demonstrated by coaching metrics and field competency assessments.
• Audit‑ready governance of KPI definitions, targeting changes, and IC processes.

Only Applications in KSA will be considered.

Essential for the role

• Significant biopharma experience with a strong track record in SFE/Commercial Excellence leadership in Saudi.
• Hands‑on expertise in field design, targeting/segmentation, CRM utilization, performance analytics, and omnichannel coordination.
• Demonstrated impact on performance improvement and resource optimization; familiarity with P&L drivers.
• Experience partnering with senior leaders and cross‑functional stakeholders; ability to influence at SLT level.
• Bachelor’s degree required; advanced degree in business, health sciences, or related field preferred.
• Proficiency with analytics and SFE tools; strong data literacy and ability to translate insights into decisions.
• Strategic thinking and systems orientation; data‑driven decision‑making.
• Stakeholder influence and change leadership.
• Commercial acumen and resource optimization.
• People leadership and coaching.
• Execution excellence and governance discipline.
• People management experience.

Desirable for the role

• Brand teams, Market Access, Medical, Finance, Learning & Capability, IBEX/Insights, Global/Regional Commercial Excellence, HR, IT/CRM.
• Compliance and governance
• Uphold AstraZeneca’s Code of Ethics and local regulations.
• Ensure data privacy, consent, and appropriate customer data use in all SFE processes.
• Maintain rigorous governance for KPI definitions, reporting accuracy, IC controls, and audit readiness.

Why AstraZeneca?

At AstraZeneca we’re dedicated to being a Great Place to Work. Where you are empowered to push the boundaries of science and unleash your entrepreneurial spirit. There’s no better place to make a difference to medicine, patients, and society. An inclusive culture that champions diversity and collaboration, and always committed to lifelong learning, growth, and development. We’re on an exciting journey to pioneer the future of healthcare.

So, what’s next?

• Are you already imagining yourself joining our team? Good, because we can’t wait to hear from you.
• Are you ready to bring new ideas and fresh thinking to the table? Brilliant! We have one seat available, and we hope it’s yours.

Where can I find out more?

Our Social Media, Follow AstraZeneca on LinkedIn

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Date Posted

Closing Date

AstraZeneca embraces diversity and equality of opportunity.  We are committed to building an inclusive and diverse team representing all backgrounds, with as wide a range of perspectives as possible, and harnessing industry-leading skills.  We believe that the more inclusive we are, the better our work will be.  We welcome and consider applications to join our team from all qualified candidates, regardless of their characteristics.  We comply with all applicable laws and regulations on non-discrimination in employment (and recruitment), as well as work authorization and employment eligibility verification requirements.