Lead Director, Field Planning and Analytics - Immunology

AbbVie Inc.; Illinois; On-site; USD 180,000 - 240,000; Full time

Job summary

AbbVie Immunology FPAT Director role leads analytics and performance excellence for Field Planning, Field Tools, and Incentive Compensation within US Commercial. You will guide a team of first- and second-line managers and partner with brand and functional leaders to deliver results.

The role uses insights, marketplace analytics, and Salesforce effectiveness to drive innovations for field teams; travel ~20% is expected.

Qualifications

• BS/BA required; MBA preferred.
• Minimum 10 years of experience; 3+ years in sales or sales ops.
• 3–5 years of management experience; HQ exposure preferred.
• Strong expertise in incentive compensation design and Field Tools.
• Proven communication, networking, project management and collaboration.

Responsibilities

• Develop IC strategy and ensure alignment with forecasting and brand direction.
• Lead Field Force design, call planning, and operational metrics.
• Oversee Field Tools development, adoption, and process optimization.
• Champion franchise needs, stay ahead of trends, and drive stakeholder alignment.
• Manage cross-functional collaboration with VPs, brand leaders, and Ops.

Skills

Leadership

Incentive compensation design

Salesforce effectiveness

Cross-functional collaboration

Communication

Education

BS/BA

MBA preferred

Tools

Salesforce

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 at www.abbvie.com. Follow @abbvie on LinkedIn,Facebook,Instagram,XandYouTube.

Job Description

APEX (Analytics & Performance Excellence) is a group within the US Commercial organization. This team drives business performance by identifying business opportunities, creating efficiencies, and instilling excellence across the enterprise. We have an amazing opportunity for the Immunology Business leader role on the Field Planning & Analytics Team.

This role will lead the analytical support and innovation in Field Planning, Field Tools, and Incentive Compensation capabilities for the field-based teams within their respective therapeutic area. By using insights of their marketplace, analytics, and AI, this leader will nurture new innovations to support our field teams by balancing design and operational tradeoffs. This person should have salesforce effectiveness experience and knowledge and can challenge the status quo to determine what is fit-for-purpose for our business of tomorrow. This role will be an Inspirational Leader as this person will identify differential developmental opportunities for talent that optimizes their technical expertise or leadership/acumen expertise. This role will be an indispensable business partner and communicator as this person will work with their team and cross functionally with brand and functional leaders to deliver business results.

The Immunology FPAT Director will report directly to the Senior Director, Immunology APEX and will lead a team of people including first- and second-line managers.

Key Responsibilities:

Incentive Compensation:

• Develop Incentive Compensation (IC) strategy, based on BU pull-through defining direction to evaluate and refine IC
• Lead strategy with VPs on strategic direction of the brand, ensuring IC is motivating, clearly defined, aligned with forecasting

Strategic Sales Planning:

• Lead Field Force design, alignment, and call planning process.
• Collaborate with franchise & sales leadership and internal stakeholders to determine optimal field force alignment
• Lead the field targeting/call plan process by collaborating with sales leadership to identify the business rules, execute the adjustment process and provide achievement metrics to management
• Drive/support annual processes: ABS Approval Process Sales Force Effectiveness leveraging data/reporting Franchise Annual Sales Operations Planning

Field Tools:

• Ensure field tools and operations are optimized to best meet the needs of customers
• Create, review and simplify critical processes
• Report on field force execution metrics to sales leadership on a regular basis and support the quarterly field business planning
• Drive adoption and identify improvement areas for field tools
• Identify and lead/support process improvement initiatives (i.e. next generation call plan, vacancy management, SF Expansions, optimizations and launches)

Champion franchise needs as they relate to field-focused deliverables:

• Listen to / be voice of customers’ needs
• Keep eye on trends to bring innovative ideas to franchise leads
• Inform ops team of franchise strategies/needs; help navigate thru hurdles
• Manage/triage/direct incoming facing issues or requests.
• Connect issues/tasks to appropriate stakeholders
• Communicate status/resolution to key stakeholders

Key Stakeholders include:

The FPAT Director is accountable to the Therapeutic Area VPs and APEX Leadership. Accountable to drive strong partnership, ways of working, and alignment between the team and respective cross-functional leads.

Travel: 20% of the time

Qualifications

• BS/BA – MBA preferred
• Minimum of 10 years of experience with a preference of at least 3 years in sales or sales operations
• 3-5 years of management experiencePreference with 2 years of headquarter based experience
• Significant expertise in Incentive compensation design and administration, field sales structure and call plan design and Field Tools development and administration
• Demonstrated communication, networking, project management, leadership and collaboration skills.

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, visit https://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