ViiV Healthcare (GSK) Director of Performance (IC) & Engagement
GSK
August 31, 2026
On-site
Durham, NC
Operations
Director of Performance (IC) and Engagement (Durham, NC RTP area) — eligible for domestic relocation package.
Performance Responsibilities:
- Own and lead Incentive Compensation (IC) process with 2 direct reports and an external vendor.
- Design/recommend IC plans for the HIV unit (annual IC programs, contests, awards); ensure motivational, compliant, equitable alignment with brand/field objectives.
- Develop/deliver IC calendars, SOPs, KPIs, and BSFs for accurate, on-time execution of goals, data processing, scorecards, and payouts.
- Lead IC training for business units and field sales teams on plans, data sources, business rules, and scorecards.
- Partner with field operations on territory designs, workload calculations, targeting, and call planning based on strategy, data insights, and feedback.
- Partner with Data Management/IT to ensure timely customer data loading, targeting refreshes, and supplier data integration.
- Lead cross-functional initiatives; manage risk mitigation, monitor compliance, and run IC governance approvals.
- Coordinate cross-functional partnerships (HR, Legal, Compliance, Corporate); design/build/maintain incentive programs.
- Manage vendor relationships and service level targets; communicate educate, capture sales feedback; automate data/reporting; lead stakeholder updates and proposals.
Engagement Responsibilities:
- Build trust/empaty with the sales force; be present in the field; embed ViiV culture.
- Create an orderly engagement/communication process and ensure IC fairness/transparency.
Basic Qualifications:
- Bachelor’s degree + 2+ years pharma experience.
- Experience managing incentive compensation; US sales data/sources.
- Matrix leadership experience.
- Experience communicating to different audiences.
Preferred Qualifications:
- MBA; 2+ years pharma sales; injectables and/or HIV experience.
- First-line sales leader; independent/proactive; marketing; people management.
- Consulting; customer engagement/service/training; data sciences education.
Skills: Business acumen, data-to-insights, digital fluency, influencing without authority, problem solving, project management, sales IC, sales performance, scientific literacy.
Performance Responsibilities:
- Own and lead Incentive Compensation (IC) process with 2 direct reports and an external vendor.
- Design/recommend IC plans for the HIV unit (annual IC programs, contests, awards); ensure motivational, compliant, equitable alignment with brand/field objectives.
- Develop/deliver IC calendars, SOPs, KPIs, and BSFs for accurate, on-time execution of goals, data processing, scorecards, and payouts.
- Lead IC training for business units and field sales teams on plans, data sources, business rules, and scorecards.
- Partner with field operations on territory designs, workload calculations, targeting, and call planning based on strategy, data insights, and feedback.
- Partner with Data Management/IT to ensure timely customer data loading, targeting refreshes, and supplier data integration.
- Lead cross-functional initiatives; manage risk mitigation, monitor compliance, and run IC governance approvals.
- Coordinate cross-functional partnerships (HR, Legal, Compliance, Corporate); design/build/maintain incentive programs.
- Manage vendor relationships and service level targets; communicate educate, capture sales feedback; automate data/reporting; lead stakeholder updates and proposals.
Engagement Responsibilities:
- Build trust/empaty with the sales force; be present in the field; embed ViiV culture.
- Create an orderly engagement/communication process and ensure IC fairness/transparency.
Basic Qualifications:
- Bachelor’s degree + 2+ years pharma experience.
- Experience managing incentive compensation; US sales data/sources.
- Matrix leadership experience.
- Experience communicating to different audiences.
Preferred Qualifications:
- MBA; 2+ years pharma sales; injectables and/or HIV experience.
- First-line sales leader; independent/proactive; marketing; people management.
- Consulting; customer engagement/service/training; data sciences education.
Skills: Business acumen, data-to-insights, digital fluency, influencing without authority, problem solving, project management, sales IC, sales performance, scientific literacy.