TGaS Advisory Brief

How to Lead and Develop High-Performing Field Matrix Teams

Home / Intelligence / Briefs / How to Lead and Develop High-Performing Field Matrix Teams

Many life sciences companies design customer engagement models that rely on coordination and communication between Account Managers, Sales, Reimbursement, Patient Services, and Field Medical to drive outcomes, performance, continuity and improve the customer and patient experience. These collaborative field teams are often formally or informally referred to as matrix or matrix-based field teams, and tend to be organized by Integrated Delivery Networks (IDNs), ecosystems and/or geography.

Executive stakeholders from Field Leadership, Brands and Market Access functions have shared during benchmark interviews that operating more effectively as matrix teams is a critical success factor. The challenges and complexities of operating as a high-performing matrix team seem easier to articulate than the capabilities and competencies needed to succeed. Common challenges include separate field-based roles engaging with the same customer and site of care too frequently, too close together; fears of compliance violations; conflicts within matrix teams around roles, responsibilities and swim lanes; unclear or inconsistent direction and accountability; and misaligned incentives.

In fact, searching online for “field matrix teams” in life sciences industry results in pages of job postings all requiring experience leading or managing field matrix teams, though no articles or resources on the topic are included.
(Go ahead, try it.)

Clearly, leading and developing high-performing field matrix teams is a coveted skillset, but much less clear is what success looks like, how to achieve it, and who will lead the organizational change from current to future-state.

To assist leaders in life science organizations to accelerate progress, TGaS Advisors identified:

  1. ROLES considered part of field matrix teams ​
  2. CAPABILITIES of high-performing field matrix teams ​
  3. Specific role-based SKILLS and COMPETENCIES necessary to improve performance of field matrix teams

In September of 2022, TGaS Advisors sent an electronic survey to L&D professionals within life science companies.​ Surveys were completed by 21 individuals from 18 unique companies.​ Twelve companies (67%) were mid/large tier, and six (33%) represent emerging/small tier companies.​

Complete the form below to access the full brief and view the results

By submitting this form, creating an account, and/or using our website (or using our Services) you agree to our Privacy Policy. Information provided by you is stored in our database and may be used for sending you additional information about Trinity (including Trinity’s partners and affiliates) and our products and services. Such information may be transferred for this purpose to Trinity and affiliates in other countries. If you would like to opt out in the future, please email

Related Intelligence


What You Need to Know Now to Be Prepared for 2024

Highlights from TGaS Advisors’ Fall Summit How are Biopharmaceutical organizations evolving to develop capabilities and propel innovation for 2024 and beyond? Executive leaders in Commercial Operations, Medical Affairs and Market Access are focused on making informed decisions to propel the evolution of their organizations in this rapidly changing global economy. As you strategize to accelerate […]

 Read More

White Papers

2023 Annual Digital Marketing Competency Report

Trinity Life Sciences, a leader in global life sciences commercialization solutions, released its third annual TGaS Digital Marketing Competency Report assessing 160+ biopharma brands through the lens of digital marketing patient/caregiver experiences. The study evaluates the brands across five categories and more than 100 characteristics to understand each one’s digital marketing presence and establish a […]

 Read More

White Papers

The Globalization Marathon: Is Pharma Commercial Operations Moving to a Full Global Operating Model?

In the pharmaceutical industry, there has been ongoing discussion whether the Commercial Operations departments should become a globalized function. Over the past decade as companies have become more global in commercializing their products, organizations have been investigating the effectiveness of the Commercial Operations ecosystem. For 20 years, TGaS Advisors, a Division of Trinity Life Sciences, […]

 Read More