Director, Incentive Compensation & Sales Analytics

Role Summary

Director, Incentive Compensation & Sales Analytics, serves as the analytical strategic liaison between the Oncology field sales organization and Data, Digital, and Technology (DD&T). Design, manage, and optimize end-to-end incentive compensation (IC) processes and analytics to support field force effectiveness initiatives, drive equitable and motivating incentives, and maximize Oncology sales team performance with cross-functional input. Based in Boston, MA with a hybrid work arrangement.

Responsibilities

• Incentive Plan Design: Lead the design, simulation, and administration of incentive compensation plans across multiple oncology sales teams, ensuring consistency, fairness, and compliance with governance standards. Leverage complementary I&A functions (e.g., forecasting, brand insights) to build robustness in approaches and to facilitate scenario planning (e.g., launch uncertainty, competitive events, feasibility). Deeply understanding IC data and limitations; serves as deeper subject matter expertise to empower sales leadership for second level data inquiries
• IC Governance & Compliance: Lead quarterly incentive payout governance reviews and manage regular reporting cadences, ensuring transparent communication of results and maintaining audit-ready documentation in compliance with policies. Proactively plan for evolving and dynamic portfolio.
• Best Practices & Innovation: Benchmark and compare our incentive compensation plans against industry best practices, incorporating innovative analytical techniques (e.g., predictive modeling, AI/ML) to continuously improve program impact.
• Performance Monitoring: Continuously evaluate incentive plan effectiveness and performance attainments, conduct health checks and ad hoc analyses to identify opportunities for improvement.
• Sales Force Analytics: In partnership with Sales (sales force effectiveness team), lead the analytics-specific sub-workstreams of broader initiatives (e.g., sizing, analytical call planning inputs, alignment, etc.) to recommend objective, efficient resource deployment and focus on high-opportunity customer segments. Link insights and feedback from the field back to upstream I&A workstreams (e.g., targeting, customer value, data gaps) to ensure continuous improvement in all other analytics dependencies and deliverables.
• Team Leadership: Build, mentor, and manage a high-performing analytics team, fostering a culture of cross-functional collaboration, innovation, and accountability in support of US Oncology business objectives
• Partner cross-functionally (Sales, Marketing, HR, DD&T, Finance) to ensure IC and SFE strategies align with Oncology sales goals, brand goals, field feedback, and operational feasibility.
• Leverage industry best practices and innovation, including advanced analytical methodologies and automation to enhance transparency, accuracy, and timeliness in IC and sales force analytics, accelerating data-driven decision-making across the US Oncology business
• Interconnect field insights with upstream analytical workstreams to continuously evolve and improve I&A deliverables (e.g., targeting, segmentation, data strategy)

Qualifications

• Required: Bachelor’s degree in Business, Statistics, Economics, Data Analytics or a related field; MBA or advanced degree preferred
• Required: 10+ years of experience in pharmaceutical commercial analytics and/or sales operations, with significant leadership in incentive compensation design and sales force effectiveness initiatives
• Required: Deep understanding of pharmaceutical data sources (sales, call activity, medical claims, CRM data) and familiarity with incentive compensation governance frameworks and compliance requirements
• Required: Hands-on experience with field force optimization processes (territory alignment, targeting, sales force sizing) and related tools, as well as proficiency in analytical tools and programming languages (Python, R, SQL)
• Required: Proficiency in data visualization and CRM platforms (e.g., Tableau, Power BI, Veeva CRM), with a strong ability to translate complex data into meaningful insights for business stakeholders
• Required: Excellent communication and presentation skills, with a proven ability to influence without authority and effectively engage senior leadership in a matrixed environment

Skills

• Python, R, SQL
• Tableau, Power BI, Veeva CRM
• Data storytelling and stakeholder communication
• Cross-functional collaboration and stakeholder management
• Ability to translate data into actionable business insights and influence decision-making

Education

• Bachelor’s degree required in Business, Statistics, Economics, Data Analytics or related field; MBA or advanced degree preferred