Job Purpose:The Manager, Sales Deployment & Compensation is responsible for the sales force deployment and incentive compensation programs that support Bracco's Molecular Imaging Oncology and Cardiology franchises. This role owns the day-to-day design support, administration, and reporting of the Sales Incentive Compensation (SIC) plans, and supports the market opportunity, segmentation, territory, and quota work, owned by the Senior Director, Commercial Operations, that sets fair, defensible goals for the field. The Manager serves as the primary point of contact for the field sales organization on quotas, territory alignment, attainment reporting, and incentive compensation payouts.
The Manager works closely with the Senior Director, Commercial Operations, Finance, HR, Sales Leadership, Marketing, and Sales Enablement to connect the market opportunity model to quota, territory, and payout, and to ensure that compensation rewards the right behaviors and growth. The ideal candidate combines hands-on incentive compensation experience, strong analytical and Excel skills, Salesforce reporting capability, and the ability to communicate clearly with the field and with senior leaders. The Manager will also help move incentive compensation administration from Excel and ECT toward a single, auditable system, and calendar across both franchises.
Main Responsibilities, Activities, Duties and Tasks:Sales Deployment Support: Market Opportunity, Segmentation & Territory
- Support the TAM/SAM/SOM market opportunity models by gathering and validating data inputs, refreshing the models, and preparing outputs by franchise and geography for planning, quota setting, and resource decisions.
- Support customer segmentation and targeting by applying the approved segmentation model, producing segment and target lists, and loading them into Salesforce for use by Sales, Marketing, and Enablement.
- Support territory optimization and expansion analyses by building scenarios and impact assessments and implement approved alignment changes and account and customer alignments.
- Support the annual Operating Plan and quota-setting process by calculating territory-level quotas from account potential in collaboration with Finance and Sales Leadership.
- Load, maintain, and reconcile quotas and territory alignments in Salesforce and incentive compensation systems each cycle, and manage mid-cycle changes with appropriate documentation and approvals.
Incentive Compensation Design & Administration
- Support the design and ongoing refinement of Oncology and Cardiology Sales Incentive Compensation (SIC) plans, including commission structures, payout tables, and SPIFFs, in partnership with the Senior Director, Commercial Operations.
- Manage end-to-end incentive compensation administration, including data collection, payout calculation, validation, exception review, and timely, accurate payment processing in accordance with plan documents.
- Build, maintain, and audit compensation calculators and payout, with strong documentation, version control, and controls.
- Support the transition to a single compensation system and calendar across both franchises, with a clean audit trail, and help evaluate and implement compensation automation in 2H 2027.
- Partner with Finance, HR, and Legal on plan approvals, accruals, and audit and SOX requirements related to incentive compensation.
- Lead field rollout and communications for SIC plans, SPIFFs, and plan changes, including plan documents, FAQs, and training for sales leadership and the field.
- Administer field recognition programs, including President's Club and Circle of Excellence, including eligibility calculations, tracking, and communications.
- Serve as the first point of contact for field inquiries and disputes related to quotas, attainment, and payouts, escalating plan interpretation issues as appropriate.
Reporting, Analytics & Plan Effectiveness
- Develop and maintain compensation reporting and dashboards in Salesforce.com, including percent-to-goal and payout, that give the field and leadership timely visibility into performance.
- Produce recurring sales, financial, and attainment reporting and ad hoc analyses for Sales Leadership, Finance, and Commercial Operations leadership, using Excel, Power BI, and Salesforce.
- Conduct a half-year compensation effectiveness review, identifying plan design issues early and recommending adjustments, including mechanisms such as realized price, new-site activation, and retention in the Oncology plan.
- Ensure data integrity across sales, Salesforce, finance, and incentive compensation sources, and resolve data discrepancies with the owning teams.
- Create presentations and clear data visualizations that translate complex analyses into actionable recommendations for senior leaders.
Cross-Functional Partnership & Continuous Improvement
- Partner with Analytics, Marketing, Finance, HR, Sales Enablement, and Sales Leadership to align sales initiatives, goals, and compensation, and to support launch and field readiness activities.
- Identify and implement process, tool, and reporting improvements that increase accuracy, efficiency, and transparency of deployment and compensation processes.
- Manage relationships with external vendors and technology partners supporting sales deployment and compensation, as applicable.
- Other duties as determined by business needs
Education/Qualifications- Bachelor's degree in Business Administration, Finance, Accounting, Economics, Life Sciences, or a related field (MBA a plus).
Professional Experience, Knowledge, & Technical Skills- 5+ years of experience in incentive compensation administration, sales operations, sales analytics, or related commercial operations roles, preferably within pharmaceutical, biotech, or diagnostics.
- Hands-on experience administering sales incentive compensation plans, including payout calculations, plan documentation, and field communication.
- Familiarity with market sizing, segmentation, territory alignment, or quota-setting methodologies (preferred).
- Advanced Excel and data analysis skills; proficiency with Power BI, Tableau, or similar tools.
- Experience with CRM and reporting in Salesforce.com; experience with incentive compensation systems (e.g., ECT) is a plus.
- Ability to translate complex data into clear recommendations and communicate effectively with the field and senior leadership.
- Strong project management and organizational skills, with the ability to manage multiple priorities and deadlines in a fast-paced environment.
- High attention to detail and commitment to accuracy, confidentiality, compliance, and audit readiness.
- Collaborative, service-oriented mindset and the ability to work across a highly matrixed organization.
Annual Salary: $125,000.00-$140,000.00
