Commercial & V&A Field Excellence Lead

Job Description Summary

#LI-Hybrid
Location: Bucharest, Romania

The Commercial & Value & Access Field Excellence Lead drives field performance and execution excellence for assigned Therapeutic Areas or functions by shaping field execution models, performance frameworks and go-to-market approaches. The role serves as the primary Field Excellence interface for Commercial, Sales and Value & Access leadership, ensuring alignment between brand strategy, access strategy and field execution, while applying international Field Excellence standards adapted to local needs.

 

Job Description

Key responsibilities

• Act as the primary Field Excellence partner for Therapeutic Area, Sales and Value & Access leadership, representing field perspectives in planning, execution and performance reviews.

• Lead and coordinate Field Excellence support for assigned TAs or functions, prioritizing activities based on strategic importance and performance needs.

• Own field execution design choices by translating brand, go-to-market and access strategies into clear field execution direction, priorities and success measures.

• Design and recommend optimal field force and Value & Access organization structures, sizing scenarios and resourcing trade-offs using internal and external benchmarks.

• Shape and support go-to-market field models for launches and major cycle changes in line with international and regional guidance.

• Implement HCP tiering and guardrail ICE segmentation processes, ensuring data-driven prioritization using VIP and funnel analytics inputs.

• Define, align and steer commercial and Value & Access field KPIs in accordance with international Field Excellence standards and local strategy.

• Analyze field performance, effectiveness metrics and commercial data to derive insights and support action planning for functional leadership.

• Design and manage field incentive schemes, including quota setting, payout modeling, diagnostics and operational execution.

• Own territory design and alignment operations, including territory mapping, rep allocation, call planning and system implementation.

Requirements

• University degree in business, life sciences, economics or a related field, fluency in English and local language, with 8–12 years of experience in pharmaceutical or healthcare commercial roles.

• Strong experience in field force effectiveness, commercial excellence, sales strategy or go-to-market planning.

• Proven ability to design and steer field execution models and translate strategy into operational field direction.

• Experience with incentive design, territory alignment and field performance measurement.

• Strong analytical skills with ability to interpret performance data and translate insights into actions.

• Demonstrated experience working in matrixed, international environments.

• Ability to influence senior stakeholders without direct authority and manage trade-offs effectively.

• Structured, data-driven decision-making mindset with high ethical and compliance standards.

• Strong communication and collaboration skills across commercial, access and execution excellence teams.

Commitment to Diversity & Inclusion:

We are committed to building an outstanding, inclusive work environment and diverse teams representative of the patients and communities we serve.

 

Skills Desired

Agility, Analytical Thinking, Brand Awareness, Business Analytics, Cross-Functional Collaboration, Digital Marketing, Marketing Strategy, Media Campaigns, Project Management, Project Planning, Sales, Stakeholder Engagement, Stakeholder Management, Strategic Marketing, Waterfall Model