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Associate Director, Strategic Sales Planning
4 months ago
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 – immunology, oncology, neuroscience, and eye care – and products and services in our Allergan Aesthetics portfolio. For more information about AbbVie, please visit us at www.abbvie.com. Follow @abbvie on Twitter, Facebook, Instagram, YouTube and LinkedIn.
Job DescriptionThe Associate Director, Strategic Sales Planning & Incentive Compensation supports the US Specialty group by overseeing Field Planning and Incentives. This role primarily focuses on Incentive Compensation, offering the Associate Director high visibility within the enterprise, leadership responsibilities, and the management of five direct reports. The position allows for creativity and the opportunity to make a significant impact.
This is a hybrid position requiring 3 days per week in our Mettawa, IL office.
Primary areas of responsibility for the AD of Incentives:
- The primary objective of the Incentive Compensation team is to support Sales and Marketing in the design and ongoing implementation of sales incentive compensation (IC) programs.
- The Associate Director, Sales Incentives applies operational, analytic, and communication skills to manage, harmonize, and optimize the sales crediting phase of IC calculations – i.e. the processes involved in aggregating raw customer-level sales data and applying AbbVie alignment and business rules to derive sales information at the territory level.
- The position reports into the Director, Field Planning & Analytics for US Specialty and will lead a team IC Managers to support the USS commercial sales teams in design, management and implementation incentive plans consistent with Abbvie philosophy and processes.
Primary areas of responsibility for the AD of Field Deployment:
- Sales Operations Data Management: The Associate Director, Strategic Sales Planning & Incentive Compensation is required to be a subject matter expert (SME) on system functionality, required inputs, and potential downstream impacts to consumers of the managed data. The AD is responsible for leading a team that is tasked with ensuring the quality of inputs that are entered into the primary system used for sales force structure builds, personnel assignments, and franchise business rules. The ideal AD candidate will possess a deep understanding of applications needed to implement the methodologies (e.g., Excel, SQL, IBM SPSS, VBA, SAS, Sprint, TAP).
- Call Planning Operations: Driving force behind best practice development for call plan design, modification, and maintenance across the enterprise. Responsible for ensuring that call plans designed by FPAT business partners are handled appropriately so that targets are available to the field accurately and on time. This requires strong coordination with many internal & external partners and a successful candidate will not only be able to manage this process but also detail it in such a way that it’s easily understood by an unfamiliar audience. A successful candidate will also lead the field feedback process and act as a central hub for all US Specialty brands, in addition to owning & enhancing the field feedback tool itself.
- Quality Control: The AD is responsible for leading these processes with members of the Compliance, OEC, Human Resources, BTS and Franchise teams to onboard and review new products, indications, and details – which in turn drive what AbbVie’s salesforce can detail and who they can detail to. Ensures the appropriate updates and reviews are done to maintain data accuracy and integrity on a weekly/annual/as needed basis. This role is key in continually assessing our SOPs and improving our efficiencies to best support our complex and broad range of promoted and established brands.
- Process Documentation & Continuous Improvement: The role is also responsible for creating and maintaining robust and intuitive documentation which can be leveraged in a “self-serve” capacity process enhancements that a successful candidate will bring to the table.
Sales Crediting Operations – Execution, Optimization, Innovation:
- Be Subject Matter Expert on the sales crediting process and business rules across all franchises, including data sources, market definitions, alignments, filtering for on-label specialties [ABS], and the Best Address Process
- Oversee the Incentive Data Audit processes that are conducted quarterly and monthly by the SIM team
- Design and implement process optimization/continuous innovation projects around the Incentive Data Audits, the Business Rules Repository, and other elements of the sales crediting system – through coordination with the SIM team and multiple stakeholders
- Serve as the primary point of contact for the broader commercial organization regarding all things IC related
- Drive process standardization across multiple disparate therapeutic areas in a way that acknowledges specific TA nuances while at the same time increasing efficiency and reducing risk
- Drive Central Operations & Sales Incentives in maintaining a central philosophy around sales crediting
- Design and conduct analytics and insights to guide decisions around high-level sales credit philosophies, especially those involving multiple franchises
- Drive strategic, high-visibility projects including, but not limited to, harmonizing sales crediting philosophy & process across company entities and franchises.
- Lead complex multi-department projects [IC Team, Field Force Effectiveness, BTS, Commercial Data Operations, MABI, etc.]
- BA/BS degree required Master’s degree in Business, Science, or Engineering field preferred.
- 8+ years analytical and/or commercial operations experience required, preferably in the Pharma industry
- Strong analytical skills and understanding of building systems/processes, and a proven track record of success in transforming data into powerful information for commercial analytics applications
- Problem-solving orientation: ability to solve problems across multiple departments and lead a team in formulating solutions and innovations.
- Experience working with directly with pharmaceutical sales data sources including field reporting platforms/systems, especially for Incentive Compensation
- Extensive understanding of pharmaceutical field sales activities, roles and behaviors
- Experience in developing and managing effective IT systems, quality control procedures, and comfort in directing low level analytics
Additional Information
Applicable only to applicants applying to a position in any location with pay disclosure requirements under state or local law:
The compensation range described below is the range of possible base pay compensation that the Company believes in good faith it will pay for this role at the time of this posting based on the job grade for this position. Individual compensation paid within this range will depend on many factors including geographic location, and we may ultimately pay more or less than the posted range. This range may be modified in the future.
We offer a comprehensive package of benefits including paid time off (vacation, holidays, sick), medical/dental/vision insurance and 401(k) to eligible employees.
This job is eligible to participate in our short-term incentive programs.
This job is eligible to participate in our long-term incentive programs
Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, incentive, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company's sole and absolute discretion unless and until paid and may be modified at the Company’s sole and absolute discretion, consistent with applicable law.
AbbVie is committed to operating with integrity, driving innovation, transforming lives, serving our community and embracing diversity and inclusion. It is AbbVie’s policy to employ qualified persons of the greatest ability without discrimination against any employee or applicant for employment because of race, color, religion, national origin, age, sex (including pregnancy), physical or mental disability, medical condition, genetic information, gender identity or expression, sexual orientation, marital status, status as a protected veteran, or any other legally protected group status.
