Sr. Manager, Incentive Compensation

NeoGenomics Laboratories

2d•Remote

About The Position

The Senior Manager, Incentive Compensation will be responsible for managing the NeoGenomics Incentive Compensation Team and managing the overall Incentive Compensation process which will include the following: • Annual plan design, approval and implementation • Creating and adding to a customer master data file and responsible for all commercial administration analytics and tasks surrounding the customer data file • Monthly administration of IC plans including calculation and payment for all incentive compensation plans • Development, implementation and maintenance of field-based tools to assess performance to date vs. goal, gap analysis and opportunity analysis via scenario modeling • Administration of all plan documents, including updates as needed • Oversight of an exception review and approval process

Requirements

Bachelor’s Degree required
Experience designing, utilizing or administering IC programs
Knowledge and experience in IC support systems / software
Ability to develop and utilize cross-functional relationships to facilitate the accomplishment of goals and objectives.
Detailed understanding of sales processes, data tracking, and sales analytics.
Strong analytical, problem-solving, and communication skills to analyze and QC data from multiple sources.
Ability to manage with results oriented with focus on Service, Quality, and Continuous Improvement
Advanced verbal and written communication skills.
Willingness to share and receive information and ideas from all levels of the organization in order to achieve the desired results.
Success managing teams and solving complex problems.
Ability to maintain an outstanding level of market, customer and product knowledge necessary to accomplish corporate objectives
Excellent negotiation and customer service skills
Outstanding strategic sales account planning skills
Ability to handle sensitive information and maintain a very high level of confidentiality
Advanced level of knowledge and understanding of the dynamics involved with organizational growth, change and development
Effective and regular utilization of Salesforce.com
Advanced presentation skills and business acumen a necessity
Ability to work independently and effectively with minimal direction
Strong administrative skills and sophistication to manage business in complex environments

Nice To Haves

Incentive Compensation certifications preferred
Direct Oncology/Pathology/Laboratory Sales experience preferred
Ability to travel at least 20% of time

Responsibilities

Lead and manage a team of analysts that will gather business needs, including VOS, and use insights to drive improvements across all functions that touch sales and ultimately drive a creative revenue through digital transformation of sales operations
Manage compensation systems and tools for operations teams to track and administer incentive plans, including Vehicle and Cell Reimbursement programs, Sales Performance Incentive Fund (SPIF), etc.
Monitor and administer sales commissions, collaborating with the Commercial Operations Business Analyst, and in partnership with Finance
Ensure all incentive plans comply with legal and regulatory requirements
Develop long-term incentive strategies that support the company's overall business objectives
Create, implement, and maintain a master customer data file
Lead and implement all commercial administration tasks and all analytics tasks
Liaise with internal and external stakeholders to help establish detailed requirements for Incentive Compensation plans and administration
Maintain familiarity with other corporate commercial initiatives and capabilities to support sales management informational needs
Identify and remove friction from customer experience and commercial administrative hurdles
Collaborate effectively with the Commercial Operations Team and other clinical departments
Proactively work with commercial management to evaluate sales process and prioritize opportunities for improvement
Develop a detailed understanding of our systems, architecture and business models
Participate in cross-functional teams or projects
Lead project goals and complete goals within established timeline
Establish open and clear communication channels with various teams and departments at all levels within the organization
Objectively seek out areas of systematic improvement that foster sales excellence and enablement
Collaborate with analyst to develop and monitor Key Performance Indicators (KPIs) for all ongoing commercial operations initiatives related to IC and SPIFs
Provide KPI initiative progress report on as needed basis
Assist sales team and senior leadership in understanding operational process bottlenecks, inconsistencies, and opportunities for improvement in the IC process
Collaborate with all stakeholders to develop and administer sales incentive compensation
Direct and support the timely and consistent implementation of company initiatives
Collaborate with the Sales, Commercial Operations, and IT teams to create next generational analytics, insight gleaning, and insight providing tools, driving customer retention and revenue appreciation
Facilitate a culture of continuous process improvement and collaborate on change management for all sales impacting changes
Coordinate with commercial management and executive leadership teams to optimize the effectiveness of technology investments