Associate Director – Incentives and Awards

Associate Director – Incentives and Awards

Requirements

• Bachelor’s Degree in relevant field.
• 3+ years of Pharma/Biotech/Healthcare commercial operations or 3+ years of combined Pharma sales + marketing/commercial operations or 3+ years of Incentive Compensation experience.
• Demonstrated experience in roles of increasing responsibility with consistent track record of performance.
• Strong analytical skills; ability to work comfortably with large datasets for analysis and effectively generate insights.
• Strong leadership skills; ability to lead individuals who may not be direct reports, manage up and strong project/time management skills.
• Strong communication skills; able to communicate well verbally, in writing, and through presentations with senior and executive levels; proactive in sharing upcoming events, risks, and new ideas; end-to-end process ownership.
• The ability to hold yourself and others accountable.
• The ability to work collaboratively in a matrixed organization.
• Forward thinking and able to adapt and flex according to business needs and priorities.
• Strong MS Excel skills: must be able to work with large data sets to build workbooks, extract insights and work with IC data models (formulas, pivot tables, graphs).
• Experience building effective MS Powerpoint presentations.

Responsibilities

• Support the BBU portfolio for field sales incentive plans, including design, modeling, deployment and administration.
• Collaborate with sales leaders, brand, Insights & Analytics as subject matter expert on incentive plan design to ensure appropriate metric selection to align Incentive Plans to brand strategy.
• Support contest development (aka special incentive plans), including design of KPIs, modeling, rollouts and administration.
• Ensure accurate delivery of performance reports, ranking reports, payroll and scorecards.
• Develop accurate goal model for field sales team to translate sales forecast into field goals; be responsible for on time and accurate delivery of sales goals.
• Lead and manage vendor partner teams to ensure on time and accurate delivery of all deliverables.
• Collaborate with compliance and HR to ensure consistency in policies, team objectives and communication.
• Partner with cross-functional teams (Brand, Forecasting, Insight & Analytics, Market Access) to deliver innovative solutions for business objectives and special projects.
• Deliver ad hoc sales effectiveness / analytics reports to respond to business questions from sales leaderships.
• Maintain all documentation of processes, SOPs, plan documents and exceptions.
• Resolve challenges or issues that arise with the administration of the plans; investigate questions from the field teams.
• Partner with data management, field reporting, and call planning teams to prioritize customer needs.
• Actively seek opportunities to enhance, innovate, and improve the quality of incentive processes.
• Align conduct with and uphold the AZ values.

Preferred Qualifications

• Minimum of 5+ years of field/sales operations experience; pharma Incentive Compensation experience preferred.
• Experience in managing external partners and vendors.
• Prior knowledge of pharma data: IQVIA, Specialty Pharmacy/Specialty Distributor.
• Working knowledge of field operations processes of call planning, targeting, alignment and CRM.
• Prior experience with Sales Analytics/CRM platforms such as Javelin, Veeva, SalesIQ, OCE, Callidus, Varicent.