Associate Director, Incentive Compensation and Sales Planning - US Specialty

AbbVie•Mettawa, IL

5h•$141,500 - $268,500•Hybrid

About The Position

The Associate Director, Incentive Compensation and Sales Planning, acts as a key strategic partner to the US Specialty group, responsible for aligning field planning and incentive compensation with overarching brand strategy. This is a highly visible and collaborative role requiring a strong, vocal brand partner who interacts with Heads of Sales, other APEX associate directors, and brand teams. The position allows for creativity and the opportunity to make a significant impact.

Requirements

BA/BS degree required, Master’s degree in Business, Science, or Engineering field preferred.
8+ years analytical and/or commercial operations experience required, preferably in the Pharma industry
Proven experience in people management and leading a team.
Demonstrated ability to be a strong, vocal brand partner with experience interacting with senior sales leaders and brand teams.
Problem-solving orientation: ability to solve problems across multiple departments and lead a team in formulating solutions and innovations.
Experience working with directly with pharmaceutical sales data sources including field reporting platforms/systems, especially for Incentive Compensation
Extensive understanding of pharmaceutical field sales activities, roles and behaviors

Responsibilities

Lead a team of IC Managers to support the USS commercial sales teams.
Develop incentive programs based on identified marketing and commercial strategies to ensure alignment with brand strategy and overarching Incentive Program design.
Provide guidance and support in the development of special incentives, assessing requests based on business needs and alignment with guiding principles.
Evaluate proposals with respect to data availability and cost/time requirements.
Support Sales Leadership in the promotion of incentive plan design and concepts.
Perform regular analysis of incentive program results, proactively identifying areas of improvement and opportunity for increased motivational value.
Develop reporting, analysis, and insights that guide business decision-making.
Provide direct support to sales leadership to respond to incentive questions and perform investigations.
Develop communication materials that effectively communicate the incentive program in a clear, motivational way.
Ensure that upcoming franchise-specific changes are communicated in a timely manner to the outside vendor team.
Lead a team responsible for call plan strategy, alignments, and field analytics.
Consult with sales and brand management to formulate field force strategies, design/maintain alignments and identify targets for promotional and non-promotional tactics
Understand strategic and tactical issues, employ appropriate methodologies to analyze data and provide insights and recommendations as it relates to field deployment, customer targeting
Develop tools, processes and recommendations for sales force size, structure, and resource allocation
Drive multiple complex projects, balancing between short-term and long-term objectives and managing the projects within budget and timelines.
Design and deploy optimal solutions that are innovative, add value and meet current and future business requirements
Lead and guide junior members of the Sales planning team to perform franchise analytics, enhance the use of advanced modeling and analytic methods and produce results that fully leverage available data and analytics
Develop and deliver formal presentations that effectively communicate the results of complex analyses to senior management and sales leadership. Collaborate with peers, Franchise Liaisons, Integration teams, and Sales and Marketing leadership on a regular basis. Share successful strategies, best practices, and lessons learned with these constituents
Manage all aspects of vendor relationships on a day-to-day basis. Ensure vendor-assisted projects are managed within budget and timeline and appropriate methodologies are employed