Job DescriptionThe Associate Director, Incentive Compensation (IC) will serve as ANI's primary internal owner of all IC plan design, modeling, and governance across the Portfolio, Pulmonology, Ophthalmology and Acute Care field sales teams. This role is responsible for building and maintaining IC plan design and scenario modeling capabilities in-house, reducing ANI's dependence on external consulting for strategic decisions.
Responsibilities:Incentive Compensation (IC)- Own the end-to-end IC plan design process annually, including plan framework development, quota methodology, pay mix decisions, payout curve design, and IC plan documentation for all field sales teams.
- Develop and maintain in-house IC redesign modeling capabilities; independently execute scenario analyses, sensitivity models, and budget impact analyses for all leadership-driven redesign requests, eliminating reliance on vendor change orders for modeling work.
- Serve as the primary IC strategic advisor to the ED, Operations, CCO, VP of Sales, Head of Business Unit, and IC Governance Committee; present plan designs, redesign options, and financial modeling results with supporting analysis.
- Direct and manage Beghou Consulting as a defined-scope vendor for IC administration, Mainsail platform operations, data processing, and quarterly payout calculations; own vendor scope definition, contract oversight, and change order management to control costs.
- Establish and enforce IC program policies, governance procedures, and plan approval workflows, including coordination with the IC Executive Committee and HR/Payroll for plan sign-off and payout execution.
- Lead IC plan communication to the field sales force; develop and deliver clear, accurate IC plan documents and training materials to ensure full understanding of plan mechanics and payout calculations.
- Manage quarterly IC operations including goal and baseline setting, final payout approvals, exception and appeal reviews, and award and contest rankings in coordination with Beghou.
- Support ad-hoc sales force changes, including territory realignments, role changes, and mid-year headcount adjustments, with timely IC modeling and budget impact quantification.
- Develop and promote IC best practices across business units; identify automation and process improvement opportunities in IC reporting and data workflows.
- Ensure accurate monthly, quarterly, and annual IC reporting for senior management and field; maintain data integrity across IC systems and reporting outputs.
- Provide IC onboarding and ongoing training for new field sales hires and internal stakeholders.
Operations Analytics & Field Performance- Partner with the Analytics team to integrate sales performance data into IC modeling; validate baselines, attainment inputs, flag IC anomalies, and build leadership-facing visibility dashboards for plan performance.
- Develop and maintain field performance reporting including territory-level productivity, ranking, and trend analysis to support sales leadership decision-making across all commercial business units.
- Support quarterly and ad-hoc analytics requests from commercial leadership related to IC performance, field productivity, and business unit results.
Financial Analytics- Partner with Finance on IC dollar re-forecasts during Latest Estimate (LE) cycles; provide accurate IC accrual inputs aligned to current plan attainment and payout projections.
- Work with Finance on month-end IC accruals; ensure timely and accurate accrual submissions and reconcile any variances to actuals at payout.
- Support ad-hoc financial modeling and analysis requests from commercial leadership, including field force cost modeling, ROI analysis, and budget variance reporting.
- Provide analytical support for commercial operations budget tracking, spend reporting, and financial planning activities.
Procurement- Manage vendor contracts and purchase orders for commercial operations vendors, including IC administration, data providers, and analytics platforms; own SOW development, invoice review, and spend tracking.
- Support procurement processes for all commercial operations vendors, including vendor evaluation, onboarding, contract renewals, and change order management.
- Serve as the commercial operations liaison to Finance and Procurement for vendor governance, ensuring alignment on cost management and compliance with company purchasing policies.
Minimum Qualifications and Education Requirements- BA/BS degree required; MBA or advanced degree in Finance, Business, or a related field preferred
- 5+ years of experience in pharmaceutical or life sciences sales incentive compensation required
- Demonstrated ability to independently design and model IC plans, including payout curves, quota methodology, and budget impact analyses, without vendor dependence
- Experience managing or directing an external IC vendor or consulting firm
- Advanced proficiency in Microsoft Excel (financial modeling, scenario analysis); experience with IC platforms (e.g., Mainsail, Xactly, Anaplan, or equivalent) strongly preferred
- Proven track record presenting IC plan design and financial modeling results to executive leadership (CCO, VP Sales, or equivalent)
- Strong understanding of pharma sales force structure, territory design, and sales operations
- Exceptional project management skills with the ability to manage multiple plan cycles, deadlines, and stakeholder workstreams simultaneously
- Strong executive presence and interpersonal skills; credible with senior commercial leadership and cross-functional partners including HR, Finance, and Analytics
- Proficient in Microsoft PowerPoint, Outlook, and Teams
The base salary range for this position is $170,000 - $200,000; the exact salary depends on various factors such as experience, skills, education, location, competencies and industry-specific knowledge. In addition to base salary, this position is eligible for participation in a competitive short term and long term incentive program based on performance and company results.
ANI Pharmaceuticals offers a variety of benefits to eligible employees, including health insurance coverage, life and disability insurance, retirement savings plans, paid leave programs, paid holidays and paid time off. Many of these benefits are subsidized or fully paid for by the company
