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Director Go-to-Market Strategy, Segmentation and Operations 

Director Go-to-Market Strategy, Segmentation and Operations

This position will report directly to the Executive Director Field Force Deployment, Targeting and Incentives and is a strategic leader responsible for shaping, operationalizing, and continuously optimizing the commercial go-to-market execution framework across U.S. Pharma brands. This role integrates advanced segmentation strategy, GTM design, AI-enabled automation, and cross-functional alignment to ensure the field is positioned to execute with precision, efficiency, and clarity. This position collaborates with Field Operations Strategic leads, Customer Engagement, Product & Pipeline Leadership, first-line managers (AGMs), and second-line managers (SVPs) and serves as a trusted leader on go-to-market design, segmentation, targeting, field force sizing analyses, and deployment strategies to achieve launch and mature product sales & marketing objectives. The ideal candidate brings strategic thinking, strong commercial acumen, deep collaboration skills, and the ability to translate complex business needs into streamlined, scalable operational solutions.

YOUR TASKS AND RESPONSIBILITIES

The primary responsibilities of this role, Director Go-to-Market Strategy, Segmentation and Operations, are to:

• Lead the design, implementation, and evolution of GTM models that maximize field impact and align with business strategy, resource constraints, and market conditions;
• Manage quarterly updates and structural changes by assessing business trends, volume shifts, and competitive pressures, ensuring the model remains adaptive and relevant;
• Provide strategic oversight of deployment plans, ensuring recommendations are grounded in data, operationally feasible, and clearly communicated to field leadership;
• Drive cross-functional alignment with CE, Data, and Field Ops to ensure GTM changes are properly integrated into systems, processes, and field guidance materials;
• Develop and maintain forward-looking segmentation and targeting strategies that align to brand objectives, therapeutic context, and customer insights, ensuring that recommendations directly shape commercial priorities;
• Serve as a strategic advisor to brand squads, Customer Engagement, and cross-functional partners—translating complex data and market dynamics into clear strategic direction;
• Evaluate segmentation effectiveness through ongoing analytics and performance monitoring; proactively identify opportunities to refine and optimize targeting approaches;
• Translate strategic insights into executable field actions by partnering with analytics, CE, and Field Ops to operationalize enhancements at scale;
• Redesign and automate the roster management process to eliminate manual dependency, improve accuracy, and accelerate turnaround times;
• Leverage AI to revamp field resource/toolbox platforms, elevating usability, interface design, and overall experience for field teams;
• Build AI-enabled vacancy analyses and FFE impact assessments that allow rapid evaluation of territory gaps and scenario modeling for coverage decisions;
• Partner with Transformation/AI teams to identify, prioritize, and scale automation opportunities across key deployment and operations workflows;
• Collaborate with cross-functional partners to design a streamlined communication process/platform that reduces noise, increases clarity, and prioritizes the highest value content;
• Translate complex, highly technical or analytical information into simplified, consumable formats that enable better decision-making by field personnel;
• Partner with CE and Brand teams to ensure communication materials reinforce strategic priorities and are delivered with rigor and predictability;
• Act as a key liaison across CE, Brand Strategy, Data, Reporting, and Field Ops to ensure alignment, anticipate needs, and drive seamless commercial execution;
• Translate broad business questions into structured analytical requirements and ensure the right insights, models, and tools underpin all recommendations;
• Ensure operational readiness for launches, market events, and major organizational shifts by aligning stakeholders, identifying interdependencies, and coordinating execution plans;
• Surface emerging opportunities, challenges, and field insights early and work collaboratively with cross-functional teams to address them proactively.

Required Qualifications:

• Bachelor’s degree required; advanced degree preferred;
• 7+ years of experience in pharma/biotech, commercial ops, analytics, or related fields;
• Subject matter expert in Go-to-Market (GTM) platforms and territory alignment technologies such as Javelin/JTD, Alignstar, Veeva Align, or other industry-standard solutions;
• Strong analytical capability with advanced Excel mastery (pivot tables, complex formulas, modeling), enabling rigorous data analysis to support GTM design, segmentation, and operational decision-making;
• Strong understanding of segmentation, targeting, GTM models;
• Ability to lead cross-functional initiatives;
• General understanding of Sales Incentive Compensation (IC) and how Go-to-Market strategy, targeting, and segmentation directly inform IC design, measurement, and field engagement;
• Exceptional communication skills.

Preferred Qualifications:

• Experience with automation/AI-driven solutions preferred.

Employees can expect to be paid a salary between $158,720.00 to $238,080.00.  Additional compensation may include a bonus or commission (if relevant).  Additional benefits include health care, vision, dental, retirement, PTO, sick leave, etc.

This salary range is merely an estimate and may vary based on an applicant’s location, market data/ranges, an applicant’s skills and prior relevant experience, certain degrees and certifications, and other relevant factors.

This posting will be available for application until at least 3/20/26.

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