Director Field Effectiveness and Capability Enablement

Job Title: Director Field Effectiveness and Capability Enablement

Location: Cambridge, MA or Morristown NJ (Hybrid)

Our Team

The Customer Facing Capabilities (CFC) organization is designed to drive excellence in field operations and commercial execution across Sanofi's North American business. This team supports field teams through capability building, process optimization, and technology enablement — delivering impact across Field Learning & Development, Field Deployment & Incentive Compensation, CRM, Field Reporting & Engagements, Field Sales Analytics, and Change Management.

The objective of the Customer Facing Capabilities team is to:

• Drive standardization and continuous improvement across field operations processes

• Remove barriers between field-facing functions and accelerate best practice sharing

• Free up field teams to focus on customer engagement and commercial execution

• Clarify accountabilities for day-to-day field activities and long-term capability improvement

• Realize efficiencies and economies of scale across North America field operations

• Accelerate adoption of next-generation tools and ways of working

Overview:

• Join the team redefining how Sanofi's field organization operates, learns, and delivers. This Director role sits at the strategic intersection of AI innovation, field capability transformation, and cross-enterprise partnership — serving as a catalyst for future-readiness across Sanofi's North America field organization. You'll challenge conventional ways of working, broker strategic alignment across GTMC and business units, and drive the identification, design, and scaled delivery of AI-powered capabilities that position Sanofi as an industry leader in pharmaceutical commercial operations.

• This is a role for a strategic thinker and collaborative influencer who can navigate complexity, build coalitions across diverse stakeholders, and translate emerging possibilities into practical, scalable solutions that advance both field performance and organizational readiness for the future of commercial engagement.

Job Duties and Responsibilities:

1. Strategic Partnership & Future-Readiness Leadership 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

2. 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

3. 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

4. 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

Required Qualifications

Work 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

At Sanofi, we are committed to chasing the miracles of science while building a future-ready organization. This role is central to that mission — empowering our field teams with the AI literacy, tools, and capabilities they need to deliver exceptional outcomes for patients and customers. We believe that by investing in our people and embracing innovation responsibly, we can lead the industry into a new era of intelligent, human-centered field excellence.