The Challenge
AstraZeneca is building a global CRM backbone from the ground up, and you'll own the strategy. Shape how their entire sales org engages customers through Salesforce—from US pilots to worldwide scale—while balancing compliance, adoption, and real field feedback.
Your Mission
Audit current Salesforce setup across US OBU; identify top 5 friction points blocking sales productivity
Build consensus roadmap with Sales leadership and IT on priority CRM workflows for Q2 pilot
Design and socialize 3-5 core sales process blueprints aligned to AZ go-to-market strategy
Establish feedback loop with 50+ field reps; collect baseline usability/adoption metrics
Execute US OBU pilot of redesigned CRM workflows; achieve 70%+ adoption and document learnings
Scale winning processes to 2-3 additional markets; train regional teams on new Salesforce setup
Deliver compliance-locked CRM configuration for Medical, Market Access, and Marketing integration
Launch formal change management and training program; measure post-launch adoption KPIs across regions
KPIs You'll Own
CRM Adoption Rate
% of sales users actively using new Salesforce workflows 30/60/90 days post-launch
Time-to-Productivity
Days until new field reps reach full CRM efficiency on core sales tasks
User Satisfaction (NPS)
Net Promoter Score from field and HQ sales teams on CRM usability and feature value
Process Compliance Rate
% of CRM records meeting legal and compliance requirements at point of entry
Support Ticket Volume
Help desk inquiries per 100 users; tracks ease-of-use and training effectiveness
Tools & Stack
Your Team
Your Manager
Senior Director, CRM (implied)
Current Team
Cross-functional: Sales leadership, field reps, IT platform owners, Compliance/Legal, Medical, Market Access, Marketing teams
Newly created role; you're building the function
The Package
Salary
$157K-$236K base
Remote
On-site, Gaithersburg, MD
Benefits & Perks
Company Intelligence
AstraZeneca is a global biopharmaceutical leader focused on oncology, cardiovascular, renal, and respiratory diseases. With tens of thousands of employees worldwide, they're modernizing their sales operations through technology and data-driven CRM strategy.
Customers
Global healthcare systems, hospitals, prescribers
Culture
Complex matrix organization; heavy emphasis on compliance, collaboration, and cross-functional alignment
Is This Role For You?
- You've owned CRM strategy or design at a pharma, medtech, or heavily regulated enterprise—not just implementation
- You thrive translating messy field reality into clean Salesforce workflows; you talk to reps, not just execs
- You're comfortable leading without direct reports; influence and collaboration are your superpowers
- You ship change management programs that actually stick; training docs and adoption metrics are your language
- You're a pure SFDC admin or developer; this is strategy and UX, not configuration nitty-grit
- You prefer greenfield over inheriting complexity; AZ's setup is messy and you'll be untangling it for months
- You hate compliance conversations; Legal and Audit are permanent neighbors in this role
Interview Process
Recruiter screen
Background check: Salesforce experience, life sciences or regulated industry exposure, CRM adoption leadership examples
Hiring manager round
Deep dive: Walk through a past CRM redesign; discuss how you gather field feedback; compliance knowledge
Cross-functional panel
Meet Sales leader, IT platform owner, Compliance rep; assess collaboration style and change management philosophy
Case study or simulation
Design a CRM workflow for a real AZ sales scenario; present findings and defend choices to stakeholders
Interested in this role?
Apply now and hear back within days, not weeks.
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About CRM & Lifecycle Roles
CRM & lifecycle marketers own the post-acquisition journey. They design onboarding sequences, retention campaigns, win-back flows, and loyalty programs that maximize customer lifetime value.