Executive Director, Sales Force Effectiveness & Enablement

Job Description

The Executive Director, Sales Force Effectiveness & Enablement, will report to the Associate Vice President, Field & Customer Excellence and serve as the enterprise leader for operational execution of Sales Force support activities.

These activities will include sales planning (performance, sales objectives, etc.), incentive compensation, territory management, and field restructuring support across the entirety of our company's commercial portfolio in the US. This role is responsible for ensuring that all company field-facing sales teams are appropriately equipped to manage day-to-day business activities and ensure business performance goals are accurately reflected and tracked by sales leaders.

Primary Responsibilities:

• Lead and integrate end-to-end field enablement across sales planning, field force incentives, field structure/territory alignments, and field readiness planning & execution to drive sales performance and execution across the US Market.

• Define the enterprise strategy, operating model, and multi-year roadmap for Field Effectiveness Strategy; leverage Director and AD-level execution resources to consistently translate brand objectives into measurable field performance goals, programs, and roadmaps

• Lead the team responsible for design, implementation, and, and continuous improvement of field KPIs, scorecards, and dashboards; lead territory performance and resource reviews and partner with Sales Leadership to ensure plan alignment and execution.

• Hold enterprise decision rights for incentive execution, field structure governance, prioritization, and trade-offs impacting sales deployment, customer coverage, and performance outcomes.

• Oversee end-to-end ownership of sales incentive execution and the field structure/alignment lifecycle from design through governance, implementation, and optimization; establish and enforce governance, controls, timelines, and compliance standards.

• Oversee a portfolio of interdependent programs (e.g., sales plans, realignments/restructures, accelerated and multi‑indication launches, and readiness initiatives) to ensure teams are launch-ready and seamlessly migrated to new structures.

• Align sales leadership, brand team, analytics, and operations to secure Field Effectiveness and Enablement buy-in; lead and coordinate change management, executing communication, training, and adoption plans.

Education:

• BS/BA required

• MS and/or MBA preferred

Required Experience and Skills:

• 12+ years across sales operations, sales information/analytics, territory design/alignments, field sales, account management, or equivalent field-facing enablement organizations, with demonstrated enterprise scope and complexity.

• Proven track record leading enterprise-scale, multi-workstream portfolios with complex dependencies and senior governance, delivering measurable field readiness and execution outcomes.

• Strong strategic planning, business savviness, and end-to-end understanding of sales and marketing levers

• Able to translate ambiguous commercial priorities into scalable operating models and decisions.

• Executive-level storytelling and synthesis; ability to drive alignment, negotiate trade-offs, and lead through influence across senior stakeholders.

• Strong portfolio/program leadership (prioritization, governance design, risk/issue management), process rigor, and a track record of building sustainable, repeatable ways of working with high attention to detail.

• Demonstrated mentorship and growth focus, with strategic, scalable insights to drive forward on upcoming launches over the next 3-5 years.

Required Skills:

Account Management, Brand Management, Business, Business Acumen, Business Decisions, Business Planning, Creativity, Cross-Functional Teamwork, Customer-Focused, Digital Marketing, Ethical Compliance, Financial Analysis, Incentive Compensation, Issue Management, Market Research Techniques, People Management, Pricing Strategies, Product Management, Product Roadmap, Professional Networking, Roadmapping, Sales Force Effectiveness, Sales Leadership, Strategic Planning, Territory Alignments

Preferred Skills:

Current Employees apply HERE

Current Contingent Workers apply HERE

US and Puerto Rico Residents Only:

Our company is committed to inclusion, ensuring that candidates can engage in a hiring process that exhibits their true capabilities. Please click here if you need an accommodation during the application or hiring process.

As an Equal Employment Opportunity Employer, we provide equal opportunities to all employees and applicants for employment and prohibit discrimination on the basis of race, color, age, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability status, or other applicable legally protected characteristics.  As a federal contractor, we comply with all affirmative action requirements for protected veterans and individuals with disabilities.  For more information about personal rights under the U.S. Equal Opportunity Employment laws, visit:

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We are proud to be a company that embraces the value of bringing together, talented, and committed people with diverse experiences, perspectives, skills and backgrounds. The fastest way to breakthrough innovation is when people with diverse ideas, broad experiences, backgrounds, and skills come together in an inclusive environment. We encourage our colleagues to respectfully challenge one another’s thinking and approach problems collectively.

Learn more about your rights, including under California, Colorado and other US State Acts

The salary range for this role is

$255,800.00 - $402,700.00

This is the lowest to highest salary we in good faith believe we would pay for this role at the time of this posting. An employee’s position within the salary range will be based on several factors including, but not limited to relevant education, qualifications, certifications, experience, skills, geographic location, government requirements, and business or organizational needs.

The successful candidate will be eligible for annual bonus and long-term incentive, if applicable.

We offer a comprehensive package of benefits.  Available benefits include medical, dental, vision healthcare and other insurance benefits (for employee and family), retirement benefits, including 401(k), paid holidays, vacation, and compassionate and sick days. More information about benefits is available at https://jobs.merck.com/us/en/compensation-and-benefits.

You can apply for this role through https://jobs.merck.com/us/en (or via the Workday Jobs Hub if you are a current employee). The application deadline for this position is stated on this posting.

San Francisco Residents Only: We will consider qualified applicants with arrest and conviction records for employment in compliance with the San Francisco Fair Chance Ordinance

Los Angeles Residents Only: We will consider for employment all qualified applicants, including those with criminal histories, in a manner consistent with the requirements of applicable state and local laws, including the City of Los Angeles’ Fair Chance Initiative for Hiring Ordinance

Search Firm Representatives Please Read Carefully 
Merck & Co., Inc., Rahway, NJ, USA, also known as Merck Sharp & Dohme LLC, Rahway, NJ, USA, does not accept unsolicited assistance from search firms for employment opportunities. All CVs / resumes submitted by search firms to any employee at our company without a valid written search agreement in place for this position will be deemed the sole property of our company.  No fee will be paid in the event a candidate is hired by our company as a result of an agency referral where no pre-existing agreement is in place. Where agency agreements are in place, introductions are position specific. Please, no phone calls or emails. 

Employee Status:

Regular

Relocation:

No relocation

VISA Sponsorship:

No

Travel Requirements:

No Travel Required

Flexible Work Arrangements:

Hybrid

Shift:

1st - Day

Valid Driving License:

Yes

Hazardous Material(s):

n/a

Job Posting End Date:

08/4/2026

*A job posting is effective until 11:59:59PM on the day BEFORE the listed job posting end date. Please ensure you apply to a job posting no later than the day BEFORE the job posting end date.