Associate Director, Incentive Compensation & Field Effectiveness

The businesses of Merck KGaA, Darmstadt, Germany•Boston, MA

About The Position

Work Your Magic with us! Start your next chapter and join EMD Serono. Ready to explore, break barriers, and discover more? We know you’ve got big plans – so do we! Our colleagues across the globe love innovating with science and technology to enrich people’s lives with our solutions in Healthcare, Life Science, and Electronics. Together, we dream big and are passionate about caring for our rich mix of people, customers, patients, and planet. That's why we are always looking for curious minds that see themselves imagining the unimaginable with us. United As One for Patients, our purpose in Healthcare is to help create, improve and prolong lives. We develop medicines, intelligent devices and innovative technologies in therapeutic areas such as Oncology, Neurology and Fertility. Our teams work together across 6 continents with passion and relentless curiosity in order to help patients at every stage of life. Joining our Healthcare team is becoming part of a diverse, inclusive and flexible working culture, presenting great opportunities for personal development and career advancement across the globe. This role does not offer sponsorship for work authorization. External applicants must be eligible to work in the US. Your Role: The Associate Director will be responsible for the execution and operations of our incentive compensations plans for the US Commercial Therapeutic Area and Value & Access field forces.

Requirements

5+ years experience in pharmaceutical sale or healthcare industry or consulting
2+ years experience supporting or managing incentive compensation programs
Bachelor’s degree in a related discipline
Advanced computer skills – excellent knowledge and experience with Excel (modeling & complex formulas), Word, PowerPoint.

Nice To Haves

Biotech or pharmaceutical US marketplace launch experience.
Experience in Fertility, Oncology, HIV, or Rare Disease.
Familiarity with current trends in incentive compensation and technology applications in sales performance management.
Highly analytical with experience in sales data and quota modeling, especially with syndicated data sources (e.g., IMS/IQVIA, etc.) and data warehouse environments.
Preferred experience developing Tableau dashboards to support internal team analysis and decision-making.
Ability to work under pressure and tight deadlines in a fast-paced environment while balancing several on-going projects simultaneously
Excellent interpersonal, written and oral communications skills
Ability to communicate openly and share information to foster trust while encouraging constructive debate, making informed decisions, and ensuring shared commitment to outcomes.
Demonstrates willingness to take risks and stand up for what is right while prioritizing the needs and experiences of customers and patients.
Demonstrated ability to streamline processes, embrace new ideas, challenge the status quo, and seek innovative solutions while valuing diverse perspectives and treating others with respect and dignity.
Uphold ethical standards and being honest in all interactions.

Responsibilities

Incentive Compensation Execution: In collaboration with Director, support the design, execution, and maintenance of all manner of Sales Incentive and Recognition Programs that further the achievement of the Commercial Sales, brand strategy, and company objectives in accordance with Compliance, Legal and Human Resource guidelines.
Reconciliation Management: Lead the reconciliation and provision of performance results and payout information to Payroll where appropriate on all incentive programs including annual sales incentives, sales contests and Commercial award programs, ensuring 100% accuracy based on available data.
Analysis: Lead the Incentive Plan analysis process. Assess the correlation between incentive plan payout and brand sales performance and make recommendations for changes in incentive plan design, if necessary.
Process Management: Coordinate and manage all steps involved in the incentive plan review and approval process including, Sales Management brainstorming sessions, Commercial Management Team reviews, HR and Legal reviews and preparation for Compensation Committee meeting.
Process Improvement: Identify opportunities for enhancing existing incentive compensation processes and systems to improve efficiency, accuracy, and alignment with current market trends. Foster a culture of continuous improvement by integrating best practices and innovative solutions.
Quota Development: Partner with the Director to lead the sales quota development process for all brands. Establish quota development timelines and provide direction and guidance on the creation of sales quota models. Assess quota model performance on a regular basis, and provide recommendations on model enhancements, if necessary.
Model Development: In partnership with the Director, own the development of analytical models to assess the potential performance of various incentive plan design options.
Vacant Territory Coverage Program Management: Review VTC coverage requests for accuracy and program adherence. Manage the approval and communication and calculate results.
Contest Development and Assessment: Work across sales leadership, IC team, and the broader OE&I organization to develop sales contests. Spearhead the sales content assessment process. Provide guidance on analyzing the effectiveness of sales contests in achieving contest objectives and provide recommendations and guidance on sales contest concepts and contest design.
Reporting: Work with the OE&I MPower team to ensure proper translation of IC program design into reports for the field and leadership.
President’s Award and Circle of Excellence Management: Partner with the Director to help develop program criteria for the President’s and Elite Sales Award programs and develop regular rankings reports. Coordinate with Corporate Communications on the publishing of the criteria and the ranking reports in a timely manner.
State Reporting: Support the Field Registration and Licensing process in Conjunction with a third-party Legal Consultant firm. Maintain lists of required Field and internal personnel on a regular basis.
Other responsibilities as assigned.

Benefits

We are curious minds that come from a broad range of backgrounds, perspectives, and life experiences. We believe that this variety drives excellence and innovation, strengthening our ability to lead in science and technology. We are committed to creating access and opportunities for all to develop and grow at your own pace. Join us in building a culture of inclusion and belonging that impacts millions and empowers everyone to work their magic and champion human progress!

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