Associate Director, Field Deployment and Incentive Compensation

Role Summary

Associate Director, Field Deployment and Incentive Compensation. Location: Cambridge, MA; Morristown, NJ. Oversees the execution and delivery of strategic deliverables, incentives and execution adherence in the US market, collaborating with GTM functions, cross-functional teams, Business Unit and Sales Leaders to drive growth and execution. Reports to the Director, Field Incentives with accountability to the Business Unit GM and Sales Leadership.

Responsibilities

• Lead the strategy, design, deployment and execution of brand sales architecture, IC plans & contests and execution adherence.
• Align and accelerate key Therapeutic Area business drivers as set by the business.
• Lead management of field force architecture and incentives design; measure field execution and systems adherence using modern go-to-market and customer engagement models.
• Maintain run state of activities linked to weekly, monthly and quarterly processes.
• Coordinate and support Sales Operations activities including Quarterly Business Activities, Veeva enhancements, data/reporting enhancements, etc.
• Create opportunities for efficiencies in brand performance through process improvements, vendor leverage and data analysis, partnering with the brands to implement solutions and track ROI.
• Recommend changes to Business Unit teams using insights and operational expertise to drive increased performance.
• Collaborate with colleagues in similar roles across business units to share best practices, drive consistency and efficiencies, and leverage support teams.

Qualifications

• 3+ years experience in Biotechnology or Pharmaceuticals; Undergraduate degree required, MBA preferred.
• High emotional intelligence, change management, communication and financial acumen.
• Demonstrated ability to drive change as a forward thinker within an organization, cultivating support and maximizing contribution from cross-functional team members.
• Knowledge of modern Go-to-Market models, customer engagement processes and KPIs, including Account vs HCP selling models, KAM & GPO strategies, hybrid selling, and field/home office orchestration.
• Knowledge of modern incentive compensation plans across therapeutic areas and IC operations; lead vs lag indicators, execution adherence integration.
• Knowledge of industry standard data sets (IQVIA Xponent & DDD, 867, de-identified SP/HUB data) and systems (Veeva, Salesforce, Snowflake, PowerBI), with awareness of current technologies and methodologies.
• Integrity and governance excellence.
• Experience leading without authority in a matrix environment.
• Excellent presentation skills, ability to tell a data-driven story.
• Strong project/program management capabilities.

Skills

• Strategic planning and execution
• Data analysis and ROI tracking
• Cross-functional collaboration
• Change management
• Communication and storytelling with data

Education

• Undergraduate degree required; MBA preferred.

Additional Requirements

• Travel requirements not specified.
• Physical demands not specified.