Director, Pharma Field Sales, Incentives and Awards

AstraZeneca; Wilmington (DE); On-site; USD 150,000 - 210,000; Full time

Job summary

AstraZeneca seeks a Director, Incentives and Awards in Wilmington, DE. This onsite role requires on-site presence at least three days a week and no remote option, with reporting to the Senior Director, Field Operations.

You will lead the strategy, governance, and transformation of field incentive compensation and awards across the BBU portfolio, managing four direct reports and partnering with Sales, Finance, HR, Legal, Compliance, and vendors to drive compliant, transparent plans.

Qualifications

• Bachelor’s degree in a relevant field.
• 5+ years in pharmaceutical/biotech/healthcare or related commercial environment.
• Experience leading incentive compensation or commercial operations workstreams.
• Ability to analyze data and model scenarios for leadership decisions.
• Experience influencing senior stakeholders across cross-functional groups.
• People leadership experience within matrix structures.

Responsibilities

• Lead strategy, design, and implementation of field incentive compensation programs.
• Translate commercial strategy into incentive plans aligned with priorities.
• Provide analytics, scenario modeling, payout analysis, and governance.
• Coach and develop a team of four direct reports.
• Influence senior leaders across Sales, Marketing, Finance, HR, Legal, Compliance, and vendors.
• Chair the Incentive Compensation Governance Committee.
• Oversee Circle of Excellence and related awards programs.
• Modernize function with streamlined plans, transparency, and automation.

Skills

Strong communication

Cross-functional collaboration

Analytical thinking

Leadership

Education

Bachelor’s degree in a relevant field

Job description

Director, Incentives and Awards

Location: Wilmington, DE – remote option is not available for this role.

Reports to: Senior Director, Field Operations

Direct reports: 4

At AstraZeneca we play a critical role in making our pipeline accessible to patients.

What sets us apart here is being a research-driven enterprise, it means there’s always something new to be working on; new indications and securing access for new medicines to reach even more patients in need.

It’s our knowledge of patients, fused with our forward-looking mindset and innovations, that helps us to spot opportunities, get involved earlier and approach access sustainably.

As partners across the enterprise, our advice helps to inform and shape strategies across varied functions and levels. It’s through our strong negotiation and storytelling abilities that we connect the entire enterprise and beyond, reaching payer and government.

A unique blend of autonomy and collaboration – the complex nature of what we do means we have to be willing to run independently and without hesitation, whilst combining expertise from across the business.

If you enjoy challenging the way things are done, this is the place for you – we are always finding new ways to explore and innovate, to assess and steer the role we play in the healthcare ecosystem.

About The Role

The Director, Incentives and Awards will lead the strategy, governance, and transformation of field incentive compensation and commercial awards across the BBU portfolio. Reporting to the Senior Director, Field Operations, this leader will shape programs that motivate compliant performance, strengthen field focus, improve payout transparency, and help senior leaders make better commercial decisions through disciplined analytics and governance.

This is a high-impact leadership role for a commercial incentives professional who wants to move beyond plan administration and influence how incentive compensation and recognition shape business execution. The role leads four direct reports and partners closely with Sales, Commercial Excellence, Finance, HR, Legal, Compliance, and vendors to modernize plan design, governance, analytics, communications, dispute resolution, awards, and operating processes.

Location & Working Arrangements

This position is an onsite position in our Wilmington, DE offices. AstraZeneca follows a hybrid working model, with employees expected to be onsite at least three days per week in their assigned location. Candidates must possess the legal right to work in the relevant country. Remote work is not offered.

Key Responsibilities

• Lead the strategy, design, communication, and implementation of field incentive compensation programs across the BBU portfolio, including annual plans, special incentive plans, and awards programs.
• Translate commercial strategy into incentive plans that drive compliant field focus, support launch and lifecycle priorities, account for territory and field force dynamics, and reflect specialty care, rare disease, and account-based selling complexity.
• Deliver sharper leadership insight through incentive analytics, including scenario modeling, payout curve analysis, performance tracking, budget impact, data quality, dashboarding, and plan effectiveness assessment.
• Lead, coach, and develop a team of four direct reports, building capability, accountability, and a high-performance service mindset across BAU delivery and transformation work.
• Influence senior leaders and cross-functional stakeholders across Sales, Marketing, Commercial Excellence, Finance, HR, Legal, Compliance, and vendors to align on fair, motivating, compliant, and financially responsible plans.
• Chair the Incentive Compensation Governance Committee, ensuring timely, well-documented decisions, audit-ready practices, exception management, and effective dispute resolution.
• Oversee Circle of Excellence and related awards programs, including eligibility criteria, governance, communications, stakeholder alignment, and partnership with commercial, compliance, event, and finance teams.
• Modernize the function by simplifying plan structures, improving payout transparency, strengthening manager enablement and field communications, enhancing reporting, and using automation to improve quality, efficiency, and stakeholder experience.

Essential Qualifications

• Bachelor’s degree in a relevant field.
• 5+ years of experience in pharmaceutical, biotechnology, healthcare, or a related commercial environment, including direct experience in at least one of the following areas: Sales Operations, Commercial Excellence, Field Operations, Incentive Compensation, Finance, or a comparable commercial function.
• Experience leading incentive compensation or commercial operations workstreams, including at least one annual planning cycle, plan implementation, performance tracking, payout analysis, or field-facing compensation process.
• Demonstrated ability to analyze sales or performance data, model business scenarios, assess payout implications, and translate findings into clear recommendations for leadership decision-making.
• Experience influencing senior stakeholders and working cross-functionally with at least three of the following groups: Sales, Marketing, Commercial Excellence, Finance, HR, Legal, Compliance, Analytics, or external vendors.
• People leadership experience, including direct management, matrix leadership, or formal workstream leadership with accountability for coaching, performance, deliverables, or team capability.
• Strong communication, organization, influencing, and decision-making skills, with the ability to manage competing priorities in a regulated, deadline-driven environment.

Preferred Qualifications

• Advanced degree.
• 7+ years’ experience designing and implementing field incentive compensation programs in pharmaceutical, biotechnology, healthcare, or consulting environments.
• Experience with rare disease, specialty care, account-based selling models, market access, or other complex commercial structures.
• Experience leading incentive governance committees, managing plan exceptions or disputes, and partnering with Legal and Compliance in a regulated environment.
• Experience with incentive systems, analytics platforms, vendor management, process automation, field recognition, sales awards, or Circle of Excellence programs.

Our mission is to build an inclusive environment where equal employment opportunities are available to all applicants and employees. In furtherance of that mission, we welcome and consider applications from all qualified candidates, regardless of their protected characteristics. If you have a disability or special need that requires accommodation, please complete the corresponding section in the application form.