Field Excellence Manager

Overview

The Field Excellence Manager role is responsible for enhancing field team performance and operational standards by establishing a cohesive, data-centered framework for incentives, territory management, and key performance indicators (KPIs). This position ensures commercial field teams operate with consistent, compliant procedures aligned with global benchmarks, brand strategies, and local regulatory requirements, facilitating informed decisions and effective field execution.

Key Responsibilities

• Support the development and rollout of incentive programs for commercial field teams, following international guidelines and local workforce strategies.
• Create decision support materials including scenario analyses, payout models, and impact assessments for Therapeutic Area (TA) and Sales leaders.
• Collaborate with Finance and People & Organization departments to verify incentive payments and maintain budget limits.
• Coordinate with Data Analytics & Planning (DAP) teams and third-party vendors to incorporate benchmarking data into incentive structures.
• Work alongside CRM and field technology teams to facilitate incentive plan deployment.
• Manage territory design and operational processes ensuring data accuracy and practical feasibility.
• Lead efforts in territory mapping, representative placement analytics, and call plan creation while maintaining strategy ownership with TA.
• Guarantee thorough implementation of territory adjustments within CRM and related systems.
• Implement international ICE segmentation and targeting standards within territory operations.
• Drive enhancements to incentive schemes and field operational methods continuously.
• Collaborate with DAP and CRM units to ensure adoption of data tools, dashboards, and AI-enabled applications among field staff.
• Align Commercial KPIs with both international directives and local business goals.
• Consolidate ICE KPIs to maintain consistency in execution frameworks.
• Analyze field performance metrics and convert findings into actionable strategies for improvement.
• Support go-to-market strategies and field force resource planning compliant with international best practices.
• Advise on optimal field force size, organizational structure, and deployment alternatives.
• Assist in healthcare professional (HCP) tiering and call scheduling leveraging ICE and funnel analytics.

Qualifications & Experience

• University degree in Business, Engineering, Life Sciences, Economics or a related discipline; advanced degree is advantageous.
• Background in pharmaceutical or biotechnology commercial operations, analytics or field excellence.
• Hands-on experience with commercial incentive program design and payout modeling.
• Strong analytical capabilities with proficiency in CRM systems, business intelligence tools, and segmentation technologies.
• Ability to convert complex data into strategic insights for senior leadership decision-making.

Performance Indicators

• Delivery of incentive models and diagnostics on schedule and with high quality.
• Accuracy in incentive computations ensuring minimal need for adjustments.
• Successful integration and use of field KPIs and dashboards by commercial leadership.
• High satisfaction levels among stakeholders in Sales, TA, Finance and People & Organization functions.

Why Join Novartis

Novartis is dedicated to improving lives through pioneering science and a collaborative community of passionate professionals. Together, we work to achieve impactful breakthroughs that transform patient outcomes. The company offers a comprehensive package of benefits designed to support your professional growth and personal wellbeing.