Director, Pharma Field Sales, Incentives and Awards

AstraZeneca • Wilmington, DE

21h • Onsite

About The Position

The Director, Incentives and Awards will lead the strategy, governance, and transformation of field incentive compensation and commercial awards across the BBU portfolio. Reporting to the Senior Director, Field Operations, this leader will shape programs that motivate compliant performance, strengthen field focus, improve payout transparency, and help senior leaders make better commercial decisions through disciplined analytics and governance. This is a high-impact leadership role for a commercial incentives professional who wants to move beyond plan administration and influence how incentive compensation and recognition shape business execution. The role leads four direct reports and partners closely with Sales, Commercial Excellence, Finance, HR, Legal, Compliance, and vendors to modernize plan design, governance, analytics, communications, dispute resolution, awards, and operating processes.

Requirements

• Bachelor’s degree in a relevant field.
• 5+ years of experience in pharmaceutical, biotechnology, healthcare, or a related commercial environment, including direct experience in at least one of the following areas: Sales Operations, Commercial Excellence, Field Operations, Incentive Compensation, Finance, or a comparable commercial function.
• Experience leading incentive compensation or commercial operations workstreams, including at least one annual planning cycle, plan implementation, performance tracking, payout analysis, or field-facing compensation process.
• Demonstrated ability to analyze sales or performance data, model business scenarios, assess payout implications, and translate findings into clear recommendations for leadership decision-making.
• Experience influencing senior stakeholders and working cross-functionally with at least three of the following groups: Sales, Marketing, Commercial Excellence, Finance, HR, Legal, Compliance, Analytics, or external vendors.
• People leadership experience, including direct management, matrix leadership, or formal workstream leadership with accountability for coaching, performance, deliverables, or team capability.
• Strong communication, organization, influencing, and decision-making skills, with the ability to manage competing priorities in a regulated, deadline-driven environment.

Nice To Haves

• Advanced degree.
• 7+ years’ experience designing and implementing field incentive compensation programs in pharmaceutical, biotechnology, healthcare, or consulting environments.
• Experience with rare disease, specialty care, account-based selling models, market access, or other complex commercial structures.
• Experience leading incentive governance committees, managing plan exceptions or disputes, and partnering with Legal and Compliance in a regulated environment.
• Experience with incentive systems, analytics platforms, vendor management, process automation, field recognition, sales awards, or Circle of Excellence programs.

Responsibilities

• Lead the strategy, design, communication, and implementation of field incentive compensation programs across the BBU portfolio, including annual plans, special incentive plans, and awards programs.
• Translate commercial strategy into incentive plans that drive compliant field focus, support launch and lifecycle priorities, account for territory and field force dynamics, and reflect specialty care, rare disease, and account-based selling complexity.
• Deliver sharper leadership insight through incentive analytics, including scenario modeling, payout curve analysis, performance tracking, budget impact, data quality, dashboarding, and plan effectiveness assessment.
• Lead, coach, and develop a team of four direct reports, building capability, accountability, and a high-performance service mindset across BAU delivery and transformation work.
• Influence senior leaders and cross-functional stakeholders across Sales, Marketing, Commercial Excellence, Finance, HR, Legal, Compliance, and vendors to align on fair, motivating, compliant, and financially responsible plans.
• Chair the Incentive Compensation Governance Committee, ensuring timely, well-documented decisions, audit-ready practices, exception management, and effective dispute resolution.
• Oversee Circle of Excellence and related awards programs, including eligibility criteria, governance, communications, stakeholder alignment, and partnership with commercial, compliance, event, and finance teams.
• Modernize the function by simplifying plan structures, improving payout transparency, strengthening manager enablement and field communications, enhancing reporting, and using automation to improve quality, efficiency, and stakeholder experience.

What This Job Offers

• Job Type: Full-time
• Career Level: Director