Associate Director, Incentive Compensation and Sales Planning - US Specialty

PowerToFly; Illinois; On-site; USD 150,000 - 200,000; Full time

Benefits offered by this job

Paid time off

Medical/dental/vision insurance

401(k)

Job summary

AbbVie is seeking an Associate Director of Incentive Compensation and Sales Planning to align field planning and incentive programs with brand strategy. The role partners with Heads of Sales, APEX directors, and brand teams to drive strategy, analytics, and impactful incentives.

The position leads IC and Sales Planning teams, develops incentives, analyzes program results, and communicates plans to stakeholders. A strong, vocal brand partner is essential for success across franchise teams.

Qualifications

• BA/BS degree required; Master’s degree in Business, Science, or Engineering preferred.
• 8+ years analytical and/or commercial operations experience; pharma industry preferred.
• Proven experience in people management and leading a team.
• Strong, vocal brand partner with senior sales and brand team interaction.
• Problem-solving orientation across multiple departments and innovations.
• Experience with pharmaceutical sales data sources including field reporting platforms/systems.
• Deep understanding of pharmaceutical field sales activities and behaviors.

Responsibilities

• Lead a team of IC Managers to support USS commercial sales teams.
• Develop incentive programs aligned with marketing and brand strategies.
• Evaluate proposals for data availability, cost, and timelines.
• Provide guidance to Sales Leadership on incentive design and communications.
• Perform regular analysis of incentive program results and opportunities for improvement.
• Develop reporting and insights to guide business decisions and respond to incentive inquiries.
• Communicate upcoming franchise changes to the outside vendor team.
• Lead field analytics and call plan strategy, aligning with brand management for targets and tactics.
• Oversee vendor relationships and ensure projects stay within budget and timeline.

Skills

Team leadership

Analytical thinking

Brand partnership

Problem solving

Communication

Data analysis

Education

BA/BS degree

Master’s degree preferred

Tools

Field reporting platforms

Job description

Company Description

About AbbVie

AbbVie's mission is to discover and deliver innovative medicines and solutions that solve serious health issues today and address the medical challenges of tomorrow. We strive to have a remarkable impact on people's lives across several key therapeutic areas including immunology, oncology and neuroscience - and products and services in our Allergan Aesthetics portfolio. For more information about AbbVie, please visit us atwww.abbvie.com. Follow @abbvie onLinkedIn,Facebook,Instagram,XandYouTube.

Job Description

The Associate Director, Incentive Compensation and Sales Planning, acts as a key strategic partner to the US Specialty group, responsible for aligning field planning and incentive compensation with overarching brand strategy. This is a highly visible and collaborative role requiring a strong, vocal brand partner who interacts with Heads of Sales, other APEX associate directors, and brand teams. The position allows for creativity and the opportunity to make a significant impact.

Primary areas of responsibility for the AD:

• Incentive Compensation (IC):
  • Lead a team of IC Managers to support the USS commercial sales teams.
  • Develop incentive programs based on identified marketing and commercial strategies to ensure alignment with brand strategy and overarching Incentive Program design.
  • Provide guidance and support in the development of special incentives, assessing requests based on business needs and alignment with guiding principles.
  • Evaluate proposals with respect to data availability and cost/time requirements.
  • Support Sales Leadership in the promotion of incentive plan design and concepts.
  • Perform regular analysis of incentive program results, proactively identifying areas of improvement and opportunity for increased motivational value.
  • Develop reporting, analysis, and insights that guide business decision-making.
  • Provide direct support to sales leadership to respond to incentive questions and perform investigations.
  • Develop communication materials that effectively communicate the incentive program in a clear, motivational way.
  • Ensure that upcoming franchise-specific changes are communicated in a timely manner to the outside vendor team.
• Sales Planning & Field Analytics:
  • Lead a team responsible for call plan strategy, alignments, and field analytics.
  • Consult with sales and brand management to formulate field force strategies, design/maintain alignments and identify targets for promotional and non-promotional tactics
  • Understand strategic and tactical issues, employ appropriate methodologies to analyze data and provide insights and recommendations as it relates to field deployment, customer targeting
  • Develop tools, processes and recommendations for sales force size, structure, and resource allocation
  • Drive multiple complex projects, balancing between short-term and long-term objectives and managing the projects within budget and timelines.
  • Design and deploy optimal solutions that are innovative, add value and meet current and future business requirements
  • Lead and guide junior members of the Sales planning team to perform franchise analytics, enhance the use of advanced modeling and analytic methods and produce results that fully leverage available data and analytics
  • Develop and deliver formal presentations that effectively communicate the results of complex analyses to senior management and sales leadership. Collaborate with peers, Franchise Liaisons, Integration teams, and Sales and Marketing leadership on a regular basis. Share successful strategies, best practices, and lessons learned with these constituents

Manage all aspects of vendor relationships on a day-to-day basis. Ensure vendor-assisted projects are managed within budget and timeline and appropriate methodologies are employed

Qualifications

• BA/BS degree required, Master’s degree in Business, Science, or Engineering field preferred.
• 8+ years analytical and/or commercial operations experience required, preferably in the Pharma industry
• Proven experience in people management and leading a team.
• Demonstrated ability to be a strong, vocal brand partner with experience interacting with senior sales leaders and brand teams.
• Problem-solving orientation: ability to solve problems across multiple departments and lead a team in formulating solutions and innovations.
• Experience working with directly with pharmaceutical sales data sources including field reporting platforms/systems, especially for Incentive Compensation
• Extensive understanding of pharmaceutical field sales activities, roles and behaviors

Additional Information

Applicable only to applicants applying to a position in any location with pay disclosure requirements under state orlocal law:

• The compensation range described below is the range of possible base pay compensation that the Companybelieves ingood faith it will pay for this role at the timeof this posting based on the job grade for this position.Individualcompensation paid within this range will depend on many factors including geographic location, andwemayultimatelypaymore or less than the posted range. This range may bemodifiedin thefuture.

• We offer a comprehensive package of benefits including paid time off (vacation, holidays, sick),medical/dental/visioninsurance and 401(k) to eligibleemployees.

• This job is eligible toparticipatein our long-term incentiveprograms.

Note: No amount of payis considered to bewages or compensation until such amount is earned, vested, anddeterminable.The amount and availability of any bonus,commission, incentive, benefits, or any other form ofcompensation and benefitsthat are allocable to a particular employeeremainsin the Company's sole andabsolutediscretion unless and until paid andmay bemodifiedat the Company’s sole and absolute discretion, consistent withapplicable law.

AbbVie is an equal opportunity employer and is committed to operating with integrity, driving innovation, transforming lives and serving our community. Equal Opportunity Employer/Veterans/Disabled.

US & Puerto Rico only - to learn more, visithttps://www.abbvie.com/join-us/equal-employment-opportunity-employer.html

US & Puerto Rico applicants seeking a reasonable accommodation, click here to learn more:

https://www.abbvie.com/join-us/reasonable-accommodations.html

What AbbVie Has to Offer

Our work can—and does—have a tangible, lasting impact on millions of people. But it’s not just the results that matter. How we achieve them matters, too. Leading with purpose, we work to build a more sustainable future for generations to come. We do that by putting our expertise, resources and talent to work to make a real difference for patients, communities and our world.