Associate Director, Incentive Compensation Operations
About The Position
The Associate Director, Incentive Compensation Operations (ICO) provides strategic leadership for the design and ongoing implementation of sales incentive compensation programs in partnership with Sales and Marketing. The role combines consulting, analytical, and communication skills to manage, harmonize, and optimize sales crediting: aggregating raw customer-level sales data and applying AbbVie alignment and business rules to produce territory-level sales information. The Associate Director works closely with therapeutic area leads, field leadership, vendors, and internal commercial teams to advance Incentive Compensation objectives. The position is part of the Analytics & Performance Analytics (APEX) function, which supports AbbVie’s U.S. organization through research, analysis, data science, and strategy. The role leads ICO operations and people, oversees vendor-supported projects, and helps advance consistent sales-crediting practices and processes across franchises and company entities.
Requirements
- Bachelor’s degree (BA or BS) required.
- At least 8 years of analytical and/or commercial operations experience.
- Problem-solving mindset and ability to work independently.
- Experience partnering with leadership to solve problems and identify, gain support for, and implement solutions.
- Proficiency appropriate to the role’s grade in strategic thinking, problem-solving, innovation, cross-functional collaboration, analytics, leadership, results orientation, and communication that strengthens team effectiveness.
- Experience using AbbVie data sources to retrieve healthcare professional (HCP) and patient data.
- Knowledge of Excel, Claude, PowerPoint, and Power BI; database querying skills; and analytical expertise in regression, clustering, machine learning, and other advanced statistical methods.
- Strong critical-thinking and communication skills, including the ability to anticipate customer and business needs and address questions or issues.
- Ability to explain complex issues clearly, simply, and persuasively.
- Ability to learn quickly, grasp core issues, and adapt when needed.
- Commitment to raising standards, challenging the status quo, embracing others’ ideas, and turning innovation into practical solutions.
- Ability to develop in-depth knowledge of pharmaceutical industry data and therapeutic areas to resolve business problems efficiently and effectively.
Responsibilities
- Lead, develop, and mentor ICO Managers, strengthening their expertise, professional growth, and accountability.
- Model self-sufficiency and help build and sustain in-house expertise across FPAT and APEX.
- Guide, coach, and train therapeutic area incentive compensation leads, including influencing without formal authority.
- Coach ICO Managers in technical skills, stakeholder communication, process improvement, and business-partner collaboration.
- Oversee day-to-day vendor relationships and ensure vendor-supported projects use appropriate methodologies and stay within budget and schedule.
- Lead sales-crediting processes and business rules for aligned franchises, including data sources, market definitions, alignments, on-label specialty filtering, and the Best Address Process.
- Lead monthly and quarterly Incentive Data Audit processes conducted by the ICO team.
- Partner with the ICO team and stakeholders on continuous improvement and innovation for Incentive Data Audits, the Business Rules Management System, and other sales-crediting system components.
- Conduct ad hoc audits for specific franchises during periods of high workload.
- Standardize processes across therapeutic areas while accommodating their specific needs to improve efficiency and reduce risk.
- Guide Central Operations & Sales Incentives in maintaining a consistent, centralized sales-crediting philosophy.
- Develop analyses and insights to inform sales-crediting, incentive-compensation, and summit philosophies, particularly those affecting multiple franchises.
- Lead strategic, high-visibility initiatives to harmonize sales-crediting philosophy and processes across company entities and franchises.
- Lead complex cross-functional projects involving the IC Team, FPAT, Business Technology, Commercial Data Operations, Insights & Analytics Teams, and other partners.
Benefits
- Paid time off, including vacation, holidays, and sick time.
- Medical, dental, and vision insurance.
- 401(k).
- Eligibility to participate in long-term incentive programs.
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What This Job Offers
Job Type
Full-time
Career Level
Director
