Sales Planning & Incentive Comp Senior Manager - Pain BU

Role Summary

Senior Manager of Sales Planning and Incentive Compensation for the Pain BU. You will support the administration, execution, and delivery of Sales Planning & Incentive Compensation services, including sales team alignments, targeting, and incentive deliverables. You will collaborate with the Associate Director of Sales Planning & IC and the Pain business unit team to proactively recommend strategy to ensure alignment with brand objectives, and work with internal teams and vendors to deliver on-time, high-quality outputs. You will also be responsible for Veeva Align maintenance, including managing the sales roster, alignments, business rule creation and enhancements, territory design, and ZTT changes. This is a hands-on role requiring both tactical experience and expertise in pharmaceutical sales planning, IC, and data management to ensure end-to-end delivery of all services.

Responsibilities

• Support field alignment projects and territory mapping as needed for the BU and data source optimization.
• Align on Targeting and Call Planning structure for field force prioritization based on business unit strategy, data insights/modeling, sales leadership reviews, and ongoing refinements based on field or brand insights, strategic objectives, and field size and role evolution.
• Work with Data Management, IT, and other internal stakeholders to ensure proper loading of customer data, targeting refreshes, alignment management, and supplier data delivery receipt.
• Optimize and recommend data sources to be used in Sales Planning activities across all field role types including IDN, Institution, and HCP field teams, leveraging data sources such as Retail, Institution, Specialty Pharmacy, and other available data tools and suppliers.
• Veeva Align responsibilities which include managing & maintaining sales roster, alignments, business rule creation & enhancements, territory design and ZTT changes.
• Assist in developing IC design for the business unit based on brand and field leadership objectives for annual IC plans, including opportunities for Contests & Awards to ensure incentive plans are motivational, compliant, and equitable.
• Plan and deliver IC calendar to ensure all stakeholders are aligned and accountable in quarterly processes for IC goals, data delivery/processing, scorecards, field leadership reviews, and payout deliverables.
• Develop IC SOPs and KPIs to ensure accuracy, on-time delivery, and compliance with all IC components.
• Answer questions for Business Unit and field education of IC plans, data sources and business rules, and scorecards/payout delivery to ensure understanding, minimize discrepancies, and maintain accuracy.
• Previous experience with retail data is a plus.

Qualifications

• Strong understanding of the life sciences industry.
• Proven leadership skills, strong communication and vendor management.

Skills

• Proficient in pharmaceutical sales planning and incentive compensation design and delivery
• High expertise in pharmaceutical sales data sources and data suppliers across retail, institution, and specialty pharmacy prescription and customer data sets
• Expertise in brand/sales leadership collaboration and consultation for plan design and engagement, field communications and support, and operational delivery of sales planning and incentive compensation components
• Familiar with Sales Planning and Incentive Compensation tools and vendors to optimize delivery accuracy and efficiency
• Ability to lead and partner with internal operational delivery stakeholders including IT, Data Management, Data Suppliers, Compliance, Legal, and Vendor support companies to align deliverables, quality levels, and ongoing inquiry/operational support service levels
• Excellent communication, presentation, and external stakeholder engagement abilities

Education

• Bachelor's degree and 5-7 years of experience in pharmaceutical data/sales operations; including roles such as data management, sales operations, analytics, incentive compensation or sales planning roles.