Director/Associate Director of Incentive Compensation

Role Summary

The Associate Director of Incentive Compensation is responsible for the strategic design, execution, and continuous improvement of sales incentive programs and call planning programs that drive performance and align field behaviors with corporate objectives for the Dermatology business unit. This role ensures that sales incentive and targeting strategies effectively motivate performance, optimize field execution, and align with therapeutic and corporate objectives.

Responsibilities

• Lead the design, modeling, and implementation of the incentive compensation plans for multiple field teams across the Dermatology portfolio
• Lead the strategic design, maintenance, and optimization of call planning processes for the Dermatology sales force
• Partner with Sales leadership to ensure incentive structures and call plans align with business strategy and priorities
• Develop and present plan recommendations, incorporating scenario modeling, risk analysis, and budget impact assessments
• Oversee monthly and quarterly incentive processing, ensuring accuracy, transparency, and timeliness of payouts
• Assess incentive plan and call plan effectiveness using advanced analytics, identifying trends in performance, equity, and ROI
• Maintain detailed documentation and audit trails for all calculations and plan changes
• Provide actionable insights and recommendations for continuous improvement of compensation strategy and call plan targeting
• Work closely with Sales Operations, Field Leadership, Finance, and HR to align on forecasting, reporting, and budget implications
• Support leadership communications, including field plan rollouts, FAQs, and training materials

Qualifications

• BA or BS degree or equivalent experience required, Business, Finance, Economics, Statistics, or related field preferred
• 7-10 years Sales Operations experience in the Pharma/BioTech industry
• Detailed understanding of sales processes, sales data tracking, sales force automation, and sales force alignments
• Extensive experience in the design, adaptation, and communication of multiple incentive compensation plans including the enrollment of senior organizational and field-sales leaders
• Proficient in all aspects of analyzing healthcare sales data and field force activities
• Excellent verbal, written and stakeholder management skills to effectively influence and manage expectations with sales management and cross-functional teams
• Strong project management skills
• Willingness to travel up to 20% domestically

Skills

• Incentive compensation design
• Call planning optimization
• Advanced analytics and scenario modeling
• Forecasting, reporting, and budgeting
• Stakeholder management and communication

Education

• BA/BS in Business, Finance, Economics, Statistics, or related field (preferred)