Lead Director, Sales Planning & Incentive Compensation

SmartRecruiters, Inc.; Mettawa (IL); On-site; USD 161,000 - 305,000; Full time

Job summary

AbbVie in the United States is seeking a Lead Director, Sales Planning & IC to drive enterprise incentive compensation and field enablement, leveraging AI, data analytics, and governance to improve performance across teams.

You will lead a cross-functional, multi-team operation, develop strategic partnerships with finance, HR, operations, and field leadership, and mentor leaders to foster a high-impact, compliant, data-driven sales planning culture.

Qualifications

• Bachelor’s Degree required, and 10+ years of relevant experience across field leadership, marketing, and analytics.
• 3–5 years’ experience in field or functional leadership and/or business management or consulting.
• Experience with AI-enabled and business intelligence capabilities, data analytics, and digital customer engagement is highly desirable.
• Experience leading organizational change initiatives in a complex matrix environment.
• Strong knowledge of pharma/biotech operations and regulatory/compliance landscape.
• Proven ability to coach, develop, and align leaders across multiple functions.

Responsibilities

• Lead enterprise-wide Incentive Compensation strategy, philosophy, and governance.
• Provide strategic leadership for CRM capabilities supporting call planning and IC.
• Oversee IC execution across cross-functional teams to ensure data integrity and accurate reporting.
• Shape and align call planning and targeting using real-time insights and analytics.
• Lead, mentor, and develop Incentive Compensation and Sales Planning leaders and teams.
• Collaborate with senior leaders to align priorities and governance across departments.

Skills

AI-enabled analytics

Data analytics

Leadership

Cross-functional

Strategic thinking

Education

Bachelor's degree

Tools

AI platforms

BI tools

Job description

• Full-time
• Salary Min: 160500
• Salary Max: 305000
• Workday Global Grade: 21
• Compensation: USD 160,500 - USD 305,000 - yearly

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 , X and YouTube.

Job Description

The Analytics & Performance Analytics (APEX) function supports AbbVie’s US organization and is comprised of highly respected researchers, analysts, data scientists and strategists who are committed to being best-in-class within the biopharmaceutical industry. We serve as strategic in-house counsel, ensuring that all decisions leverage the key insights that we develop. We continue to build new capabilities and skill sets, encouraging our team members to pull up a chair, be themselves, be creative, speak their minds, and do good work. We are a passionate, diverse, flexible, and inclusive organization with a culture that supports the best ideas, wherever they originate. We are smart, fun, quirky, and innovative – and we’d love for you to join us.

The Lead Director, Sales Planning & IC leads enterprise-wide analytical innovation across field planning, Incentive Compensation (IC), business rules, call planning, targeting, and technology-enabled decision support for field-based teams. Drawing on deep marketplace insight, advanced analytics, artificial intelligence, and robust data sets, this leader advances Future-Fit solutions that balance strategic design with operational practicality—equipping teams to engage patients, payers, and healthcare providers with greater impact.

This leader brings proven Sales Force Effectiveness (SFE) expertise, including a strong understanding of the distinct dynamics across pharma and sales. They challenge conventional approaches and identify forward-looking solutions that position the business for future success. As an inspirational people leader, they create differentiated development opportunities that strengthen both technical and leadership capabilities across the team.

Key Responsibilities

Capability Strategy & Delivery

• Lead AbbVie’s enterprise-wide Incentive Compensation strategy, philosophy, and governance; guide franchise-specific plan design; and represent AbbVie in industry benchmarking forums and peer roundtables.
• Provide strategic leadership and accountability for next-generation CRM capabilities supporting Call Planning and Incentive Compensation.
• Lead Incentive Compensation execution through a cross-functional operating model spanning multiple functions and more than 10 teams, enabling agile reporting, strengthening data integrity, and reducing errors across brand performance reporting, Incentive Compensation, and sales planning.
• Shape and align leadership around next-generation call planning and targeting solutions that use real-time insights, artificial intelligence, and robust data to enhance field effectiveness and decision-making.
• Lead the Incentive Compensation and Sales Planning teams, ensuring alignment with enterprise strategy, business priorities, and delivery standards.
• Lead, mentor, and develop Incentive Compensation and Sales Planning leaders and their teams through coaching, performance guidance, succession planning, and career development support.
• Facilitate collaboration between senior business leaders and cross-functional teams to secure input, feedback, and alignment on Incentive Compensation and Sales Planning priorities.
• Partner with commercial, finance, HR, operations, analytics, and field leadership to integrate Incentive Compensation and Sales Planning strategies and ensure organizational readiness.
• Communicate strategic priorities, key decisions, and execution updates clearly and consistently to senior leadership, field stakeholders, and governance forums.
• Champion Incentive Compensation and Sales Planning strategies and their organizational impact through stakeholder meetings, leadership forums, and targeted communications.

Governance & Compliance

• Establish and enforce governance frameworks to ensure Incentive Compensation and Sales Planning initiatives comply with applicable regulatory, privacy, data, and enterprise requirements.
• Manage execution risks and cross-functional dependencies, making risk-informed decisions that minimize disruption and maintain momentum.
• Ensure strategic decisions, process documentation, business rules, and operational practices align with enterprise standards and governance protocols

Qualifications

• Bachelor’s Degree required, and 10+ years of relevant experience across field leadership, marketing, and analytics.
• Prior 3-5 years’ experience in field or functional leadership and/or business management or consulting.
• Experience with AI-enabled and business intelligence capabilities, data analytics, and digital customer engagement is highly desirable.
• Previous experience leading broad organizational change initiatives, navigating new ways of working, building positive, accountable, and highly engaged team culture.
• Knowledge and deep understanding of overall business operations in pharma/biotech and healthcare industry.
• Strong understanding of industry legal, analytical and compliance landscape and ability to apply to diverse situations to keenly evaluate risk and develop appropriate risk mitigation strategies.
• Demonstrated leadership ability to develop and drive an organizational strategy in a very complex matrix internal and external environment.
• Ability to lead without authority, driving through execution across multiple functionally diverse stakeholders. Sophisticated skills for coaching, training, and/or mentoring peers or others as assigned; helping such others to better meet or exceed their goals and achieve their full potential in role.

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.