ViiV Healthcare (GSK) Director of Performance (IC) & Engagement

ViiV Healthcare•Durham, NC

2d•Onsite

About The Position

ViiV Healthcare is a global specialty HIV company dedicated to researching and delivering new medicines for people living with, and at risk of, HIV. The company is mission-driven, aiming to be a trusted partner in HIV education and treatment. ViiV takes a holistic approach, developing community programs and improving access to care, with the ultimate goal of eradicating HIV/AIDS. They have a significant history in making HIV a manageable condition and offer a broad portfolio of HIV medicines. The company culture is described as fast-paced, diverse, inclusive, competitive, and caring, fostering a sense of belonging and encouraging employees to bring their best. This is an exciting time at ViiV as they explore novel treatment and prevention approaches. The role of Director of Performance (IC) and Engagement is crucial for linking performance and engagement, requiring a candidate who can build trust with the salesforce and strategically transform performance goals into engagement models. Incentive compensation (IC) is a core lever for driving performance and engagement, with a territory-level IC program recently launched. The role demands expertise in translating forecasts and strategies into clear, transparent programs that motivate the salesforce while ensuring accountability and results. Beyond IC, the scope includes proposing alternatives to connect with performance pillars, build trust, increase motivation and satisfaction, and provide oversight, clarity, and fairness.

Requirements

Bachelor’s degree & 2 plus years of pharma experience
Experience managing incentive compensation
Experience with sales data and sources in the US
Leadership experience in a matrix organizations
Experience in communicating messages to different audiences

Nice To Haves

MBA or similar
2 plus years of pharma sales experience
Specific experience with injectables and/or HIV
First Line Sales Leader experience or similar
Highly independent and proactive
Marketing experience
Experience managing teams and people
Candidates with Consulting background
Candidates with Customer Engagement, Customer Service and Training experience
Candidates with Data Sciences education.

Responsibilities

Own and lead the Incentive Compensation process with 2 direct reports and an external vendor
Design and recommend Incentive Compensation (IC) plans for HIV unit, including annual IC programs, contests, and awards; ensure plans are motivational, compliant, equitable, and aligned with brand/field leadership objectives
Develop and deliver IC Calendars and SOPs/KPIs/BSFs to drive on-time, accurate execution of IC goals, data processing, scorecards, and payout deliverables while minimizing discrepancies
Lead training for Business Units and field sales teams on IC plans, data sources, business rules, and scorecards, resulting in high understanding and optimal accuracy
Partner with field operations lead to ensure IC plan support field alignments, territory designs, workload calculations, targeting, and call planning structures based on business strategy, data insights, and field feedback
Partner with Data Management, IT, and internal stakeholders to ensure timely loading of customer data, targeting refreshes, and supplier data integration
Lead cross-functional initiatives and influence stakeholders across all levels to execute sales planning, IC delivery, and performance improvement projects
Develop risk-mitigation approaches through compliant IC design and process governance, ensuring fairness and transparency for the sales organization
Ensure IC plans directly link payouts and designed to ensure transparency, fairness, and data-backed criteria so contribution determines attainable reward
Monitor Compliance and provide risk mitigations plans throughout the process
Lead the IC Governance to get approval of the IC goals and methodology
Responsible for cross functional partnership with HR, Legal, Compliance, Corporate among others
Design, build and maintain Incentive Programs for the sales force
Lead the relationship with our vendors and define service levels targets to monitor their performance
Communicate, educate and capture feedback from sales teams
Ensure we automate data and reporting across teams
Own the communication process with key stakeholders on current progress and propose solutions and alternatives for the leadership team
Find and optimize overlaps with the Training organization
Work in partnerships with Areas Sales Leaders and Market Development Directors to move forward projects to improve performance.
Define Special Incentives to improve performance
Build relationships, trust and empathy with our sales force and be present in the field.
Lead the efforts and initiatives to embed ViiV culture
Create a process to engage and communicate with the SF in an orderly fashion.
Ensure fairness and transparency in the IC process and decision making.