Lead Director, Field Planning and Analytics Team
AbbVie
4 days ago
Remote friendly (Florham Park, NJ)
United States
$160,500 - $305,000 USD yearly
Operations
Key Responsibilities
Incentive Compensation
- Develop Incentive Compensation (IC) strategy based on BU pull-through to evaluate and refine IC
- Lead strategy with VPs to ensure IC is motivating, clearly defined, and aligned with forecasting
Strategic Sales Planning
- Lead Field Force design, alignment, and call planning process
- Collaborate with franchise & sales leadership and internal stakeholders to determine optimal field force alignment
- Lead field targeting/call plan process: identify business rules, execute adjustments, and provide achievement metrics
- Drive/support annual processes including ABS Approval Process, Sales Force Effectiveness (data/reporting), and Franchise Annual Sales Operations Planning
Field Tools
- Optimize field tools and operations to meet customer needs
- Create, review, and simplify critical processes
- Report field force execution metrics to sales leadership and support quarterly field business planning
- Drive adoption and identify improvement areas for field tools
- Identify and lead/support process improvement initiatives (e.g., next generation call plan, vacancy management, SF expansions, optimizations and launches)
Champion Franchise Needs
- Act as voice of customers; identify trends and bring innovative ideas to franchise leads
- Inform ops team of franchise strategies/needs; help navigate hurdles
- Manage/triage/direct incoming facing issues or requests; connect work to stakeholders and communicate status/resolution
Qualifications
- BS/BA required; MBA preferred
- 10+ years of experience (preferably 3+ years in sales)
- 3–5 years of management experience
- Preference for 2 years of headquarters-based experience
- Expertise in incentive compensation design/administration, field sales structure & call plan design, and field tools development/administration
- Demonstrated communication, networking, project management, leadership, and collaboration skills
Additional (Benefits)
- Comprehensive benefits including paid time off, medical/dental/vision insurance, and 401(k) to eligible employees
- Eligible to participate in long-term incentive programs
Incentive Compensation
- Develop Incentive Compensation (IC) strategy based on BU pull-through to evaluate and refine IC
- Lead strategy with VPs to ensure IC is motivating, clearly defined, and aligned with forecasting
Strategic Sales Planning
- Lead Field Force design, alignment, and call planning process
- Collaborate with franchise & sales leadership and internal stakeholders to determine optimal field force alignment
- Lead field targeting/call plan process: identify business rules, execute adjustments, and provide achievement metrics
- Drive/support annual processes including ABS Approval Process, Sales Force Effectiveness (data/reporting), and Franchise Annual Sales Operations Planning
Field Tools
- Optimize field tools and operations to meet customer needs
- Create, review, and simplify critical processes
- Report field force execution metrics to sales leadership and support quarterly field business planning
- Drive adoption and identify improvement areas for field tools
- Identify and lead/support process improvement initiatives (e.g., next generation call plan, vacancy management, SF expansions, optimizations and launches)
Champion Franchise Needs
- Act as voice of customers; identify trends and bring innovative ideas to franchise leads
- Inform ops team of franchise strategies/needs; help navigate hurdles
- Manage/triage/direct incoming facing issues or requests; connect work to stakeholders and communicate status/resolution
Qualifications
- BS/BA required; MBA preferred
- 10+ years of experience (preferably 3+ years in sales)
- 3–5 years of management experience
- Preference for 2 years of headquarters-based experience
- Expertise in incentive compensation design/administration, field sales structure & call plan design, and field tools development/administration
- Demonstrated communication, networking, project management, leadership, and collaboration skills
Additional (Benefits)
- Comprehensive benefits including paid time off, medical/dental/vision insurance, and 401(k) to eligible employees
- Eligible to participate in long-term incentive programs