Manager Incentive Compensation (3020563 KD)

Responsible for design, development, and implementation of Incentive Compensation that drive sales and profits for all Diabetes-related sales groups: Diabetes Care Specialists, Institutional Diabetes Care Specialists, Managed Care, Government, and Trade. Support payout processes and IC vendor (including QA) of other field-based teams including Regional Field Trainers.

RELATIONSHIPS:

Reports to the Associate Director, Sales Planning & IC.

Regular interaction with Sales VPs; Area Directors, Managed Care and Government; and Regional Sales Directors. Constant interaction with field sales personnel at all levels to respond to inquiries regarding IC payouts and data.

Manage vendors (ZS, marketRx) to calculate goals, and produce monthly reports and POA payout calculations. Also, interacts with Information Management in development and use of data warehouse, and other systems.

ESSENTIAL FUNCTIONS:

INCENTIVE COMPENSATION PLAN DESIGN & DEVELOPMENT

? Working directly with Associate Director and IC FIT team design and implement equitable and understandable IC plans for all Diabetes-related Field Forces that drive business performance.
? Prepare material for IC Task Force and IC Steering Committee that supports decision-making on plan structures, and gains their approval.
? Ensure that plans are documented, necessary sign-offs are obtained, and that they are communicated clearly and timely to the field forces.
? Manage the IC goal-setting, monthly reporting, and POA/annual payout processes.
? Work with Forecasting team to develop equitable and understandable goals for the sales forces each POA. Monitor goals for fairness, and define process to evaluate and gain approval on adjustments as necessary. Develop goal-setting approach for IDCS and Managed Care teams that reflects an appropriate proportional responsibility for our overall financial goal.
? Work with Sales and Brand Team to design and deliver new sales contests to drive performance. Ensure proposed contests have impact and are equitable.
? Work with Sales Management to define, document, and deliver annual Circle of Excellence plan to drive sales performance for the year.
? Evaluate new models and approaches for goal-setting and IC plan structure. Keep abreast of trends and state-of-the-art sales compensation plan options. Act as internal ?expert? on topics related to IC. Disseminate learnings to Director, Task Force, and other stakeholders.
? Assist in training of Diabetes Care Specialists and field management to maximize impact of IC plans on sales performance.
? Trouble shooting and prioritizing issue resolution.

DATA ANALYSIS & REPORTING

? Develop business case and subsequent project plan to bring IC goal-setting, reporting, and payout calculations in-house from vendors. Create request for vendor proposals, evaluate vendors, and make recommendation for in-sourcing.
? Design and implement new processes to streamline IC-related processes (goal setting and refinement, monthly reporting, contest administration, Circle of Excellence).
? Perform ad hoc analyses related to IC for Sales Management and Human Resources, as necessary. Respond to ad hoc inquiries from field sales regarding goals and attainment/payout calculations.
? Manage maintenance of the Field Sales Roster, Territory Vacancy Reports, and Territory Alignment to support all sales reporting and IC calculations.
? Provide expert level training and assistance to appropriate department staff members in the use of analytical tools and data sources.

EDUCATION, EXPERIENCE, KNOWLEDGE AND SKILLS

? Bachelors degree (in Economics, Math, Business Administration, or other analytical field) required; MBA preferred.
? 9 years progressive experience performing high-impact business analysis and/or administering Sales Incentive Plans in the Pharmaceutical industry.
? Proficiency in Microsoft Access, Excel, PowerPoint and other statistical tools, such as SAS.
? Ability to communicate (verbally and in writing) complex business analysis and issues clearly and concisely essential.
? Prior experience implementing software applications (as a user working with Information Management) and designing new business processes highly desirable.
? Prior experience with Business Intelligence tools, such as Business Objects, desirable.
? Experience with pharmaceutical data, specifically Xponent, Xponent Plantrak is required. Experience with Chargeback data is strongly recommended.