Job Description
As the Associate Director of Sales Planning and Incentive Compensation , you will be responsible for the administration, execution, and delivery of our Sales Planning & Incentive Compensation (IC) services for the Pain BU. This includes the sales team alignments, targeting, and incentive compensation deliverables. You will be a strong collaborator with the business unit teams to proactively recommend sales planning and IC strategy to ensure alignment with brand objectives, as well as work with internal team members, vendors, and provide individual work contribution in the delivery of these services to meet business expectations and on-time, quality deliverables. In addition, you will be responsible for Veeva Align maintenance, which includes managing & maintaining sales roster, alignments, business rule creation & enhancements, territory design, and ZTT changes. This is a hands-on role and will require both tactical experience and expertise in pharmaceutical sales planning, IC, and data management to ensure the "end-to-end" planning and delivery of all sales planning and IC services.
This is a Hybrid role in Boston. The employee would need to be living in the area and in the office 3 days/week at minimum.
Key responsibilities will include and are not limited to the following:
Sales Planning:
- Develop and manage field alignment, workload calculation, and territory mapping as needed for new brand launches, field size/roles, and data source optimization.
- Align on Targeting and Call Planning structure for field force prioritization based on business unit strategy, data insights/modeling, sales leadership reviews, and ongoing refinements based on field or brand insights, strategic objectives, and field size and role evolution.
- Work with Data Management, IT, and other internal stakeholders to ensure proper loading of customer data, targeting refreshes, alignment management, and supplier data delivery receipt.
- Optimize and recommend data sources to be used in Sales Planning activities across all field role types including IDN, Institution, and HCP field teams, leveraging data sources such as Retail, Institution, Specialty Pharmacy, and other available data tools and suppliers.
- Veeva Align responsibilities which include managing & maintaining sales roster, alignments, business rule creation & enhancements, territory design, and ZTT changes.
Incentive Compensation:
- Recommend IC Design for business units based on brand and field leadership business objectives for annual IC Plans, as well as opportunities for Contests & Awards to ensure all incentive plans are motivational, compliant, and equitable.
- Plan and deliver IC Calendar to ensure all stakeholders are aligned and accountable in the quarterly processes in delivery of IC Goals, Data Delivery/Processing, Scorecards, Field leadership reviews, and Payout file deliverables.
- Development of IC SOPs and KPIs to ensure accuracy, on-time delivery, and compliance adherence to all IC components.
- Lead Business Unit and field education of IC Plans, data sources and business rules, and scorecards/payout delivery, to ensure high understanding of the IC plans/contests/awards, minimal discrepancies and inquiries, and optimal accuracy.
- Previous experience with retail data a plus.
Required Skills:
- Proficient in pharmaceutical sales planning and incentive compensation design and delivery.
- High expertise in pharmaceutical sales data sources and data suppliers across retail, institution, and specialty pharmacy prescription and customer data sets.
- Expertise in brand/sales leadership collaboration and consultation for plan design and engagement, field communications and support, and operational delivery of sales planning and incentive compensation components.
- Familiar with Sales Planning and Incentive Compensation tools and vendors to optimize delivery accuracy and efficiency.
- Ability to lead and partner well with internal operational delivery stakeholders including IT, Data Management, Data Suppliers, Compliance, Legal, and Vendor support companies to align and agree to deliverables, quality levels, and ongoing inquiry/operational support service levels.
- Excellent communication, presentation, and external stakeholder engagement abilities.
Qualifications:
- Bachelor's and 8 years of experience in pharmaceutical data/sales operations; including roles such as data management, sales operations, analytics, incentive compensation or sales planning roles.
- 5+ years of experience in the pharmaceutical industry in roles which include Sales Planning and Incentive Compensation design and delivery.
- Strong understanding of the life sciences industry.
- Proven leadership skills, strong communication and vendor management.