Job Title: Senior Director Field Effectiveness and Capability Enablement
Main Responsibilities:Strategic Partnership & Future-Readiness Leadership (40%)
- Serve as strategic partner and thought leader across GTMC, business units, Digital, Commercial Operations, and People & Culture - driving alignment on the future vision for field capabilities and challenging existing paradigms on how field teams work, learn, and engage
- Broker cross-functional collaboration to identify emerging opportunities, surface unmet needs, and co-create innovative solutions that advance field effectiveness and prepare the organization for AI-enabled, data-driven commercial execution
- Challenge the status quo by bringing forward industry trends, competitive intelligence, and emerging AI/technology capabilities - facilitating strategic conversations that push stakeholders to rethink traditional approaches to field enablement, learning, and performance management
- Champion cultural transformation toward future-ready ways of working, building organizational appetite for experimentation, continuous learning, and adoption of next-generation tools and methodologies
- Drive thought leadership on AI enablement and field innovation - representing field needs in global transformation programs, influencing enterprise digital roadmaps, and presenting strategic recommendations to senior leadership to secure sponsorship and investment
- Establish strategic partnerships with Digital, AI solution providers, technology vendors, and implementation partners to ensure Sanofi remains at the forefront of commercial innovation
- Monitor industry trends and best practices in AI for field forces, sales enablement, and commercial operations - translating external insights into actionable recommendations and strategic initiatives
AI Enablement & Capability Innovation (Strategic Focus)
- Identify and champion the piloting and scaling of AI-powered tools and solutions that enhance field productivity, insights generation, customer engagement, and decision-making (e.g., next-best-action, AI-assisted coaching, generative AI tools, predictive analytics)
- Partner with Digital and Customer Engagement Model teams to evaluate emerging AI capabilities and translate them into practical, compliant field applications that drive measurable business outcomes
- Design and deliver future-readiness initiatives that prepare field teams for AI-augmented ways of working - from foundational awareness and literacy to advanced application and proficiency
- Collaborate with CRM and Field Reporting teams to deploy AI-enhanced analytics, insights, and automation that improve field decision-making and commercial execution
- Drive enterprise data and cultural transformation toward AI-enabled, data-driven field execution in strong collaboration with Digital Global teams and business unit stakeholders
- Establish governance frameworks and guardrails to ensure responsible, compliant, and ethical use of AI within customer-facing activities
- Help shape change management and adoption strategies to drive field team readiness, proficiency, and sustained engagement with AI-enabled tools and ways of working
Program & Initiative Leadership (60%)
- Lead the design, prioritization, and execution of strategic field effectiveness and transformation initiatives that advance the Customer-Facing Capabilities (CFC) North America roadmap, spanning Field Learning & Development, Incentive Compensation & Deployment, CRM, Field Reporting, and Field Sales Analytics
- Own program governance, timelines, and risk mitigation across concurrent initiatives, from opportunity identification through scaled deployment - ensuring measurable outcomes and sustainable adoption across the field organization
- Manage interdependencies and align on roadmaps with cross-functional stakeholders across Commercial Operations, Digital, People & Culture, Hub, US, and Global teams - translating business strategy into actionable, capability-building programs
- Develop business cases and ROI frameworks to prioritize capability and technology investments, balancing quick wins with long-term capability building to maximize business impact and demonstrate value
- Serve as change management lead for major capability rollouts - partnering with the Change Management function to drive adoption, minimize disruption, and embed sustainable new ways of working
- Manage strategic vendor and technology partners across the field technology ecosystem, ensuring delivery excellence and value realization
- Coordinate with Global Customer Facing Capabilities teams to leverage global investments, align on standards, and share best practices across markets
Field Capability & Performance Excellence
- Identify capability gaps across the field organization through data analysis, field feedback, stakeholder input, and performance metrics - designing targeted interventions that shift performance and commercial outcomes
- Partner with Field Sales Analytics to surface high-impact opportunities and translate insights into actionable capability-building initiatives
- Drive continuous improvement using data and performance signals to refine and iterate on solutions, ensuring sustained impact and relevance
- Prepare and present transformation progress, risks, and recommendations to senior leadership and key stakeholders in governance forums and steering committees
About YouWork Experience:
- Minimum 7 years' experience in commercial operations, field effectiveness, analytics, or transformation functions within complex, matrixed organizations
- Proven track record of driving capability transformation and AI/technology adoption programs at scale
- Demonstrated success building strategic partnerships and influencing across multiple functions, business units, and organizational levels
- Change management expertise and experience leading organizational transformation initiatives
Minimum Required Skills:
- Strategic partnership and influencing skills - ability to build coalitions, broker alignment, and drive collaboration across diverse stakeholders with competing priorities
- Visionary and future-focused mindset - comfort with ambiguity, ability to challenge conventional thinking, and passion for exploring emerging trends and innovative solutions
- Proven ability to manage multiple high-priority, complex initiatives simultaneously with strong program management discipline
- Exceptional storytelling and communication skills to articulate vision, build alignment, and drive change across diverse audiences
- Deep understanding of field operations including CRM systems, incentive compensation, sales analytics, and field learning & development
- Experience working in a regulated industry environment with strong compliance orientation
- Demonstrated ability to manage external vendors and technology partners effectively
Technical Skills:
- Technical knowledge of AI applications, sales technology platforms, and emerging capabilities in commercial operations
- Proficiency with data analytics tools and platforms to support performance reporting and decision-making
- Familiarity with project management and portfolio management tools
Education:
- Bachelor's degree in business, life sciences, technology, or equivalent experience
- Advanced degree (MA, MS, MBA, or PhD) preferred
Preferred Qualifications:
- Pharmaceutical or life sciences industry experience
- Strong network and deep market awareness of AI innovation in the pharmaceutical and life sciences industry
- Experience with learning & development, sales operations, or commercial analytics functions
- Experience facilitating design-thinking workshops, innovation sprints, or co-creation sessions with cross-functional stakeholders
- Track record of successfully challenging organizational norms and driving adoption of new ways of working
The salary range for this position is:
$187,500.00 - $270,833.33
All compensation will be determined commensurate with demonstrated experience. Employees may be eligible to participate in Company employee benefit programs, and additional benefits information can be found here.
