Job Title: Director, Enterprise Capabilities

Location: Wilmington, Delaware

Department: US BBU Innovation & Business Excellence (IBEX), Commercial Learning

Reports To: Head of Learning

The annual base pay for this position ranges from $177,642.40 - $244,258.30 USD annually. Hourly and salaried non-exempt employees will also be paid overtime pay when working qualifying overtime hours. Base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. In addition, our positions offer a short-term incentive bonus opportunity; eligibility to participate in our equity-based long-term incentive program (salaried roles), to receive a retirement contribution (hourly roles), and commission payment eligibility (sales roles). Benefits offered included a qualified retirement program [401(k) plan]; paid vacation and holidays; paid leaves; and, health benefits including medical, prescription drug, dental, and vision coverage in accordance with the terms and conditions of the applicable plans. Additional details of participation in these benefit plans will be provided if an employee receives an offer of employment. If hired, employee will be in an “at-will position” and the Company reserves the right to modify base pay (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.

The Director of Enterprise Capabilities will lead the development and execution of innovative learning strategies to enhance the effectiveness and efficiency of our teams. This role involves driving cross-functional collaboration, leveraging analytics, and optimizing strategies to ensure that organizational goals align with market demands and customer expectations.

Key Deliverables:

Build Capabilities of the Future:
Embed ongoing focus on the enterprise enhancement of selling, coaching, and marketing skills to continuously elevate field business acumen.
Innovate, design and deploy field interventions and inspection with an ongoing diagnostic and measurement framework
Partner to lead Sales Excellence Academy Framework: Diagnostic capability program to keep ongoing focus on call quality; coaching; development planning
Support enterprise portfolio i360 Expansion – a tool to measure call quality and impact in the flow of work
Partner with peers to utilize the Call Quality Power BI Dashboard
Own the Coaching Analytics Tool reporting and tool oversight
Partner across IBEX, Commercial Learning and the business to ensure optimization of customer engagement and account working through omnichannel approaches and sales tools.
Build, support, and deploy tactical account planning simulation experiences, leveraging internal partnerships, systems and resources.
Parter cross-functionally across sales, brand, marketing, medical and supporting functions to build training experiences that:
Address evolving portfolio needs and environment
Focus on strategic territory planning initiatives
Build cross-functional collaboration
Integrate advanced customer engagement
Focus on simulation & experiential learning
Lead and partner with the sales, marketing, medical and HR team on strategic workforce transformation programs
Oversight of the following leadership and learning Initiatives:
Sales Excellence Academy, the ongoing enterprise field capability uplift program to optimize business performance - Sales Excellence Academy
Capability Programs - Use data-based decision making to develop bespoke programs for ongoing portfolio product knowledge, market landscape and leadership development builds.
Leadership Excellence Advancement Program (LEAP) for aspiring leaders' program
First Line Sales Manager onboarding program
Field Based Intelligence onboarding and ongoing Development Program – lead the
Field Faculty Development

Roles And Responsibilities

Vision and Strategy:
Establish a clear vision and relentless prioritization for the Commercial Capabilities team aligned with business and brand strategies.
Ongoing collaboration with senior leadership to identify opportunities for commercial growth and improvement.
Team Leadership and Talent Development:
Inspire ownership, accountability, initiative, and engagement within the team through regular communication of AZ’s vision and objectives.
Develop team members and the organization through mentoring, coaching, and continuous feedback.
Organizational Climate:
Create a trustworthy environment where team members can act decisively by clarifying roles, responsibilities, and decision-making boundaries.
Focus on Impact:
Proactively identify high-impact opportunities and deliver value through therapeutic area-specific approaches aligned to brand strategy.
Analytical Rigor:
Identify issues and opportunities early, employing robust analytical methods to frame situations
Establish key performance indicators (KPIs) to measure the success of commercial initiatives and enterprise capabilities
Regularly review and analyze performance metrics to drive improvement efforts and development action planning
Obstacle Removal:
Anticipate and remove obstacles for teams/workgroups to facilitate successful outcomes.
Performance Management:
Establish business objectives and assess performance, addressing skill development for direct reports to ensure effective portfolio management and career development opportunities. Manage underperformance with sense of urgency.
Accountability and Metrics:
Hold final accountability for content and learning assets and timelines of Commercial Capabilities projects and programs
Develop and manage the budget for commercial capabilities initiatives, ensuring optimal allocation of resources.
Partner in developing metrics to monitor learning curriculum effectiveness and adjust plans as necessary for improved performance.
Cross-Functional Collaboration:
Partner with marketing & sales teams to ensure seamless execution of commercial strategies.
Facilitate communication, coordination and collaboration among teams across IBEX, Commercial Learning and the business to enhance commercial effectiveness.
Stakeholder Engagement:
Engage with external stakeholders, including customers and industry partners, to gather insights and feedback on commercial strategy.
Represent the organization at industry forums and conferences.
Work cross-functionally with Commercial Learning Leadership Team, IBEX Leadership Teams and sales and marketing leadership teams effectively and regularly.

Qualifications:

Essential

Bachelor’s degree in business, marketing, or a related field;
Minimum of 8 years of experience in learning, sales, or marketing roles or related experience, with a proven track record in a leadership position.
Strong analytical skills and proficiency in data-driven decision-making.
Excellent communication and interpersonal skills, with the ability to influence and engage stakeholders at all levels.
Demonstrated leadership/team management, communication, project and vendor management skills
Travel may be required occasionally for regional and national meetings and conferences
Strong analytical and problem-solving abilities.
Effective project management and organizational skills.

Desired

Experience in the pharmaceutical or healthcare industry.
Advanced degree
Formal experience in Learning, curriculum design, and delivery in live and virtual setting

AstraZeneca

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