The Manager, Incentive Compensation is responsible for the strategic design and administration of the field sales incentive compensation plans and transforming data into action-oriented insights to present to and inform decision-makers. This position requires a strong understanding of the brand strategy, brand, and product market dynamics. A strong working knowledge of industry standards for pharmaceutical incentive plans along with an understanding of legal, compliance risks, and mitigation approaches is critical. Strong collaboration skills, customer focus, and the ability to effectively interact with a variety of internal stakeholders, departments, sales and marketing management, strategic partners, market intelligence, and outside vendors. This position requires strong attention to detail while maintaining focus on continuous improvement and creation of industry best internal and customer facing operations and processes.Essential Job Functions:
Responsible for timely and accurate design and administration of Sales Incentive Plan (SIP) and on-going analysis of plan effectiveness;
Design Sales Incentive Plans (SIP) that align with Brand strategies for Avanir
Design and implementation of rewards and recognition programs for the Avanir sales team
Develop materials for IC review committee approval and lead IC review committee presentations
Responsible for on-going analysis of plan effectiveness
Responsible for timely and accurate administration of Incentive Plan
Responsible for creation and dissemination of timely and accurate SIP payroll, accrual, and SIP related reporting
Builds strong customer relations with numerous internal and external constituents
Leads continuous improvement initiatives within Sales Operations
Maintain current knowledge of market practices relevant to Incentive Compensation trends and design.
Prepare and present business case seeking changes where opportunity is identified
Develop and maintain stringent quality control process and measures that ensures the accuracy of all reports and information disseminated from Sales Operations
Analyze and add new insights in looking at sales data and call activity to deliver answers to key business questions around HCPs and Accounts
Create clear and concise ad hoc reports for senior leadership and sales team utilizing storytelling techniques and a deep comfort with marketing and field sales concepts
Ensure that appropriate analytical techniques and data sources are fully leveraged for any incoming analytics requests
Partner with field training team to create training materials and deliver training to new hires
Ensure adherence to compliance and legal regulations
Other duties, as assigned
Implement and monitor Service Level Agreements with a 3rd party vendor to streamline and optimize the payout calculations and processes
Develop KPI’s and implement tracking reports to keep the Sales teams aware of their respective performance.
This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Other duties, responsibilities and activities may change or be assigned at any time with or without notice.
Bachelor’s degree in Business, Information Systems, Mathematics, Management Science, Engineering, or other decision science is required
Minimum 8 years of pharmaceutical industry experience or related field
Minimum 5 years of hands-on experience developing field incentive compensation plans or quantitative analytics
Strong analytical skills and working knowledge if Incentive Compensation analytics; plan simulations, fairness analysis and projection methodologies.
Knowledge of sales operations, call planning, targeting, sales and marketing dynamics, and sales reporting
Excellent knowledge of Pharmaceutical Sales data
Excellent communication skills (written, oral and presentation) appropriately gauged to a broad range of audiences from senior leadership to front-line field representatives and to peers in various disciplines.
Ability to communicate actionable analytical findings in clear and concise language.
Comfort with reporting production and automation techniques.
Experience with BI tools such as Tableau, Qlikview, Microstrategy or similar.
Strong project, time and resource management skills with proven success influencing customers and team members.
Knowledge of coding techniques in SQL and VBA, and advanced Excel skills.
Proficiency with other MS Office (e.g., Outlook, Word, PowerPoint, Visio, etc.).
This position primarily works in an office environment. It requires the ability to sit or stand for long periods of time and frequent walking. Daily use of a computer, phone, office equipment and other computing and digital devices is required. May be required to stand for extended periods when facilitating meetings or walking in the facilities. Some local travel may be necessary, so the ability to travel by plane, operate a motor vehicle and maintain a valid Driver’s license and/or effectively navigate public transportation is required. While performing the responsibilities of the job, the employee must be able to read and respond to interoffice communications as well as effectively participate in meetings. The employee is often required to sit and use their hands and fingers, to lift up to 20 lbs., pull, push, carry, handle or feel. The employee is required to carry, handle items, reach with arms and hands, to stoop, kneel, or crouch; talk or hear. Mental demands may require prolonged concentration, reading comprehension, understanding and interpretation of concepts, ideas and philosophies. The physical demands of the position described herein are essential functions of the job and employees must be able to successfully perform these tasks for extended periods. Reasonable accommodations may be made for those individuals with real or perceived disabilities to perform the essential functions of the job described unless such accommodations would cause Avanir an undue burden.