Sales Planning & Incentive Comp Senior Manager - Pain BU

Role Summary

Senior Manager of Sales Planning and Incentive Compensation supporting the Pain BU, responsible for administration, execution, and delivery of Sales Planning & Incentive Compensation services, including sales team alignments, targeting, and incentive deliverables. Collaborates with the Associate Director of Sales Planning & IC and Pain BU to align strategy with brand objectives, maintains Veeva Align, and leads end-to-end planning and delivery of services.

Responsibilities

• Support field alignment projects and territory mapping for the BU and data source optimization.
• Align on Targeting and Call Planning structure for field force prioritization based on strategy, data insights, leadership reviews, and field/brand refinements.
• Coordinate with Data Management, IT, and internal stakeholders to ensure proper loading of customer data, targeting refreshes, alignment management, and supplier data delivery.
• Optimize data sources for Sales Planning across all field roles, leveraging Retail, Institution, Specialty Pharmacy, and other data tools.
• Manage Veeva Align responsibilities including sales roster, alignments, business rule creation, territory design, and ZTT changes.
• Assist in developing IC design for the business unit and opportunities for Contests & Awards to ensure motivational, compliant, and equitable plans.
• Plan and deliver IC Calendar, ensuring alignment and accountability in quarterly processes for IC Goals, data processing, scorecards, leadership reviews, and payout deliverables.
• Develop IC SOPs and KPIs to ensure accuracy, on-time delivery, and compliance.
• Educate Business Unit and field on IC Plans, data sources, rules, and scorecards to minimize discrepancies and inquiries.
• Knowledge/experience with retail data is a plus.

Qualifications

• Bachelor's degree and 5-7 years of experience in pharmaceutical data/sales operations (data management, sales operations, analytics, IC, or sales planning).
• Strong understanding of the life sciences industry.
• Proven leadership, strong communication, and vendor management skills.
• High proficiency in pharmaceutical sales data sources across retail, institution, and specialty pharmacy data sets.
• Expertise in collaborating with brand/sales leadership for plan design and engagement, and in operational delivery of sales planning and IC components.
• Familiarity with Sales Planning and Incentive Compensation tools and vendors.
• Ability to lead with internal stakeholders including IT, Data Management, Data Suppliers, Compliance, Legal, and Vendors.
• Excellent communication, presentation, and stakeholder engagement abilities.

Education

• Bachelor's degree; 5-7 years of relevant experience in pharmaceutical data/sales operations, data management, analytics, or IC/sales planning; strong understanding of life sciences; leadership and vendor management experience.