General Description:

The Associate Director of Field Incentive Compensation Lead will be responsible for the management and leadership of our Field Incentive program including all aspects of design, execution, and support. This role will require close partnership with Sales and National Account Leadership. As a member of the Commercial Analytics team, this position will also work closely with the Commercial Operations team, Field leadership, Forecasting & Analytics, Finance, Human Resources, and vendors. The ideal candidate will be a high-energy, detail-oriented, and self-motivated individual with a strong focus on customer service, execution excellence, and creative problem solving.

Essential Functions of the job:

Provide strategic leadership of our Incentive Compensation (IC) and Summit Club programs in close partnership with the leadership of our field teams, HR, and Finance.

Prepare presentation for review and approval of plans by the Sales IC Executive Steering Committee.

Responsible for all IC Communications, including plan documents, presentations, quarterly goal setting and payout communications, play books, one-page summaries and monthly / quarterly reports for field force and leadership.

Make recommendations around our designs and goal setting methodologies based on strong analytics including the modeling, testing, and validation of the work.

Lead the execution of our plans with a very high degree of accuracy including the correct and timely calculation of payouts, effective documentation, and governance of our plans.

Determine our short and long-term solution to administer our IC plans including enabling new capabilities to support a growing and more complex sales organization.

Complete IC “health checks” (distribution of goal attainment/IC payouts, individuals or markets advantaged/disadvantaged, etc.) to ensure our plans are performing consistent with our design objectives.

Conduct ad hoc analyses to support our plans

Provide strong client service to headquarter and field-based clients including issue resolution.

Develop, maintain, and ensure execution of plans consistent with SOPs / work instructions and plan documents.

Develop clear, concise and effective content to facilitate decisions on complex issues with ability to communicate the decisions to a broad range of stakeholders.

Develop materials to communicate the designs to our field-based teams such as design documents, IC statements, monthly/annual ranking reports, and IC payout estimators.

Assist in quarterly forecast and annual budget process for incentive planning

Partner with the Sales and Commercial Operations team to support the effective management of our plans.

Investigate and resolve inquiries impacting the performance of our plans

Own and enhance the IC administration tools.

Keep abreast of latest industry and market trends and practices in sales compensation.

Required Education:

Bachelor’s degree required, Advanced degree (e.g. MBA) prefereed, in business, economics, biological, or medical sciences.

Qualifications:

Bachelor’s degree with 8 plus years of experience or an MS with 6 plus years of experience.

6 plus years pharmaceutical industry experience, preferably in salesforce incentive compensation, sales operations/analytics, or related functions.

Experience hiring, developing and leading individuals and/or vendor management.

Experience Oncology preferred.

Experience working with Field Sales teams promoting multiple products preferred.

Proficiency with Microsoft Office suite, including Excel, PowerPoint, Word, Visio, and Access.

Ability to think strategically and conduct complex analysis /calculations to support IC & PC programs.

Exceptional analytical, organization and planning skills with a strong attention to detail and focus on data accuracy.

Advanced Microsoft Excel, PowerPoint, and SQL skills.

Ability to develop and lead presentations with senior leadership (VP/SVP level).

Experience with other Sales Operations functions such as sales data processing, reporting, alignment management, CRM and call planning.

Experience working with mapping software for territory alignment, experience working on reporting tools with SQL as the backend preferred.

Strong knowledge of pharmaceutical data such as IQVIA, Specialty, Symphony, etc.

Ability to work collaboratively with a wide range of stakeholders.

Ability to coordinate and influence the efforts of cross-functional teams.

Ability to work on multiple projects with conflicting deadlines.

Strong attention to detail and focus on accuracy.

Strong communication skills, both written and verbal.

Exceptional project management skills.

Ability to meet deadlines and multi-task.

Supervisory Responsibilities:

Yes

Computer Skills:

Strong Excel and PowerPoint skills. Experience working with large complex data and corresponding query/ programming languages such as SAS, Alteryx, and SQL

Travel:

15-20%

Location:

San Francsico/San Jose Bay Area heavily prefereed with availability to go into the San Mateo office on Tuesdays and Wednedays.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability or protected veteran status.