Associate Director Incentive Compensation

Sanofi; Morristown (NJ); On-site; USD 150,000 - 190,000; Full time

Job summary

Sanofi seeks an Associate Director, Field Incentives to lead end-to-end incentive compensation design for US field teams. You will develop models, run scenarios, and collaborate with GTMC, BI, and field leadership to optimize payout strategies.

The role emphasizes governance, data integrity, and leveraging AI tools to enhance IC plans and territory design, with a focus on driving growth and alignment across brands.

Qualifications

• 5+ years of experience in Biotechnology or Pharmaceuticals; Undergraduate degree, MBA preferred.
• High emotional intelligence, change management, communication & financial acumen is required.
• Demonstrated ability to drive change as a forward thinker within an organization, cultivating support from cross functional teams.
• Knowledge of modern Go-to-Market models, customer engagement processes and KPIs; hybrid selling, territory design, etc.
• Knowledge of incentive compensation plans across therapeutic areas; lead vs lag indicators and execution adherence.
• Knowledge of industry data sets (IQVIA Xponent & DDD, SP/HUB data), systems (Veeva, Salesforce, Snowflake, PowerBI) and AI tools.

Responsibilities

• Lead end to end IC design aligned to brand and corporate objectives; ensure motivational, equitable, compliant solutions.
• Develop and execute models to assess incentives, contests, and field structure design options.
• Maintain and manage run state of IC activities linked to weekly, monthly, quarterly processes.
• Collaborate with Sanofi Hub teams to ensure flawless IC deliverables.
• Partner with GTMC teams to inform IC strategy, territory coverage, and workload.
• Identify process improvements to create efficiencies in IC operations.
• Create training materials to ensure field understanding of IC plans and payouts.
• Establish and maintain IC governance and SOPs with cross-functional partners.
• Collaborate with cross-business units to share best practices and improve efficiency.
• Address data discrepancies and ensure high data integrity with Data Management.

Skills

Emotional intelligence

Change management

Financial acumen

Communication

Presentation skills

Project management

Influence without authority

Education

Undergraduate degree

MBA preferred

Tools

Veeva

Salesforce

Snowflake

PowerBI

AI tools

Job description

Associate Director, Incentive Compensation

• Location: Cambridge, MA

About the job

The Associate Director, Field Incentives is responsible for overseeing the execution and delivery of strategic deliverables within the Incentive Compensation team. This is a critical role with ambition to continuously innovate to drive growth and execution for all US businesses and implement AI-enabled tool s. The successful candidate will align and collaborate with GTMC Functional Leaders, other cross-functional support functions, Business Unit and Sales Leaders to ensure excellence in execution. In addition, the candidate will be identifying business efficiencies and developing innovative solutions to address market, industry, and brand opportunities based on modern industry benchmarks & customer engagement models.

About Sanofi

We’re an R&D-driven, AI-powered biopharma company committed to improving people’s lives and delivering compelling growth. Our deep understanding of the immune system – and innovative pipeline – enables us to invent medicines and vaccines that treat and protect millions of people around the world. Together, we chase the miracles of science to improve people’s lives.

Main responsibilities

• Lead end to end IC design (plans, contests, awards) aligned to brand and corporate objectives, ensuring solutions are motivational, equitable, compliant, and fiscally responsible. Align and accelerate key Therapeutic Area business drivers as set by the business.
• Develop and execute robust models and simulations (using knowledge of modern industry go to market and customer engagement models) to assess incentives, contests, awards, and field structure design options and their trade-offs, effectively communicating implications and recommendations to facilitate real-time, data-driven decision-making for field leaders and BU leadership
• Maintain and manage run state of these activities linked to normal weekly, monthly & quarterly processes.
• Collaborate closely with Sanofi Hub teams to pull through IC operations and ensure flawless execution of IC deliverables
• Partner with GTMC teams to inform IC and award strategy, contest design and objectives, territory coverage and workload, aligning methodologies and assumptions across teams.
• Create opportunities for efficiencies in IC operations through process improvements and data analysis, partnering with the brands to implement solutions and track ROI.
• Develop communication/training materials to ensure a high level of field understanding of their IC plans, contests, awards, and territory/geography design.
• Establish and maintain IC governance (policies, business rules, SOPs), partner with BU Leadership/Legal/Compliance/Finance/P&C/Marketing/ teams, and drive quality, accuracy, and timeliness in all deliverables.
• Collaborate with colleagues in similar roles, cross-business unit to ensure best practice sharing, drive consistency and efficiencies, and effective leverage of support teams.
• Address data discrepancies and collaborate with Data Management to uphold high data integrity. Prioritize, triage, and resolve issues swiftly and clearly, maintaining field trust in our processes and deliverables.
• Own operations calendar and cross-functional operating rhythm, covering everything from territory design to performance tracking and payouts. Ensure that key timelines are consistently communicated to both field personnel and internal stakeholders and leaders.
• Leverage AI agents and advanced analytics platforms to improve IC plan structures, stress-test payout curves, run equity analyses, and benchmark against industry norms — ensure shift from manual execution to strategic interpretation and decision-making.
• Support the adoption of digital tools and automation in IC related activities, identifying opportunities to eliminate inefficiencies and share best practices across the North America commercial organization.

About You

• 5+ years of experience in Biotechnology or Pharmaceuticals; Undergraduate degree, MBA preferred.
• High emotional intelligence, change management, communication & financial acumen is required.
• Demonstrated ability to drive change as a forward thinker within an organization, cultivating support and maximizing contribution from other cross functional team members.
• Knowledge of modern Go-to-Market models, customer engagement processes and KPIs, tactics including Account vs HCP selling models, KAM & GPO strategies, hybrid selling, rep & home office orchestration, etc.
• Knowledge of modern incentive compensation plans across therapeutic areas; Lead vs Lag indicators, execution adherence integration, etc.
• Knowledge of industry standard data sets (IQVIA Xponent & DDD, 867, de-identified SP/HUB data, etc.), systems (Veeva, Salesforce, Snowflake, PowerBI, etc.) and stays abreast of modern technologies, methodologies, and their applications.
• Working knowledge of AI tools and automation platforms relevant to commercial operations; ability to evaluate, adopt, and govern AI-powered workflows.
• Acts with integrity and adheres to excellence in governance practices
• Experience leading without authority in a matrix environment.
• Excellent presentation skills, ability to tell a story supported by facts.
• Excellent Project/Program management capabilities.

Future-Ready Skills

• AI Fluency & Digital Innovation: Leverage AI tools, automation platforms, and digital technologies to enhance productivity, personalize customer engagement, and generate data-driven insights that improve decision-making and customer outcomes.
• Growth Mindset & Adaptability: Demonstrate curiosity, resilience, and openness to change; actively seek learning opportunities, embrace new challenges, and view setbacks as opportunities for development and innovation.
• Continuous Improvement & Process Excellence: Proactively identify inefficiencies, question existing processes, and implement solutions that optimize workflows, eliminate waste, and enhance team performance and customer value delivery.

Why Choose Us?

• Make your work count by supporting a company that brings life-changing treatments to millions — and is committed to doing right by patients, communities, and the planet.
• Drive Progress from within by helping simplify, scale, and modernize how a global biopharma business delivers smarter, faster, and more sustainably.
• Support teams across science, medicine, and operations by building better systems, shaping bold strategies, and enabling innovation at speed.
• Make an impact across borders and functions, collaborating with leaders to turn complex challenges into real-world solutions.
• Advance your career through stretch roles, cross-functional moves, and development opportunities designed to match your ambition.
• Thrive in inclusive, high-performing teams where every role matters and every voice helps shape what’s next.

Sanofi US Services and its U.S. affiliates are Equal Opportunity employers committed to a culturally inclusive workforce. All qualified applicants will receive consideration for employment without regard to race; color; creed; religion; national origin; age; ancestry; nationality; marital, domestic partnership or civil union status; sex, gender, gender identity or expression; affectional or sexual orientation; disability; veteran or military status or liability for military status; domestic violence victim status; atypical cellular or blood trait; genetic information (including the refusal to submit to genetic testing) or any other characteristic protected by law.

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All compensation will be determined commensurate with demonstrated experience. Employees may be eligible to participate in Company employee benefit programs, and additional benefits information can be found here.