Associate Director – Field Deployment and Incentive Compensation

Associate Director – Field Deployment and Incentive Compensation

Requirements

• Experience in Biotechnology or Pharmaceuticals; Undergraduate degree required, MBA preferred.
• High emotional intelligence, change management, communication & financial acumen is required.
• Demonstrated ability to drive change as a forward thinker within an organization, cultivating support and maximizing contribution from other cross functional team members.
• Knowledge of modern Go-to-Market models, customer engagement processes and KPIs, tactics including Account vs HCP selling models, KAM & GPO strategies, hybrid selling, rep & home office orchestration, etc.
• Knowledge of modern incentive compensation plans across therapeutic areas; Lead vs Lag indicators, execution adherence integration, etc.
• Knowledge of industry standard data sets (IQVIA Xponent & DDD, 867, de-identified SP/HUB data, etc.), systems (Veeva, Salesforce, Snowflake, PowerBI, etc.) and stays abreast of modern technologies, methodologies, and their applications.
• Acts with integrity and adheres to excellence in governance practices
• Experience leading without authority in a matrix environment.
• Excellent presentation skills, ability to tell a story supported by facts.
• Excellent Project/Program management capabilities.

Responsibilities

• Lead the strategy, design, deployment and execution of brand sales architecture, IC plans & contests and execution adherence.
• Align and accelerate key Therapeutic Area business drivers as set by the business.
• Specifically, responsibilities of the candidate will be leading are the management of field force architecture; incentives design, optimization & deployment; measurement of field execution & systems adherence using knowledge of modern industry go to market and customer engagement models.
• Maintain run state of these activities linked to normal weekly, monthly & quarterly processes.
• Coordination & support of Sales Operations activities including Quarterly Business Activities, Veeva enhancements, data/reporting enhancements, Field triggers, etc.
• Create opportunities for efficiencies in brand performance through process improvements, vendor leverage and data analysis, partnering with the brands to implement solutions and track ROI.
• Recommend changes and make suggestions to BOS and Business Unit teams using Insights and Operational expertise to drive increased performance.
• Collaborate with colleagues in similar roles, cross-business unit to ensure best practice sharing, drive consistency and efficiencies, and effective leverage of support teams.

Preferred Qualifications

• MBA preferred.