Job Abstract

The Associate Director, Strategic Sales Planning & Incentive Compensation supports the US Specialty group by overseeing Field Planning and Incentives. This role primarily focuses on Incentive Compensation, offering the Associate Director high visibility within the enterprise, leadership responsibilities, and the management of five direct reports. The position allows for creativity and the opportunity to make a significant impact.

This is a hybrid position requiring 3 days per week in our Florham Park, NJ office.

Primary areas of responsibility for the AD of Incentives:

• The primary objective of the Incentive Compensation team is to support Sales and Marketing in the design and ongoing implementation of sales incentive compensation (IC) programs.
• The Associate Director, Sales Incentives applies operational, analytic, and communication skills to manage, harmonize, and optimize the sales crediting phase of IC calculations – i.e. the processes involved in aggregating raw customer-level sales data and applying AbbVie alignment and business rules to derive sales information at the territory level.
• The position reports into the Director, Field Planning & Analytics for US Specialty and will lead a team IC Managers to support the USS commercial sales teams in design, management and implementation incentive plans consistent with Abbvie philosophy and processes.

Primary areas of responsibility for the AD of Field Deployment:

• Sales Operations Data Management: The Associate Director, Strategic Sales Planning & Incentive Compensation is required to be a subject matter expert (SME) on system functionality, required inputs, and potential downstream impacts to consumers of the managed data. The AD is responsible for leading a team that is tasked with ensuring the quality of inputs that are entered into the primary system used for sales force structure builds, personnel assignments, and franchise business rules. The ideal AD candidate will possess a deep understanding of applications needed to implement the methodologies (e.g., Excel, SQL, IBM SPSS, VBA, SAS, Sprint, TAP).
• Call Planning Operations: Driving force behind best practice development for call plan design, modification, and maintenance across the enterprise. Responsible for ensuring that call plans designed by FPAT business partners are handled appropriately so that targets are available to the field accurately and on time. This requires strong coordination with many internal & external partners and a successful candidate will not only be able to manage this process but also detail it in such a way that it’s easily understood by an unfamiliar audience. A successful candidate will also lead the field feedback process and act as a central hub for all US Specialty brands, in addition to owning & enhancing the field feedback tool itself.
• Quality Control: The AD is responsible for leading these processes with members of the Compliance, OEC, Human Resources, BTS and Franchise teams to onboard and review new products, indications, and details – which in turn drive what AbbVie’s salesforce can detail and who they can detail to. Ensures the appropriate updates and reviews are done to maintain data accuracy and integrity on a weekly/annual/as needed basis. This role is key in continually assessing our SOPs and improving our efficiencies to best support our complex and broad range of promoted and established brands.
• Process Documentation & Continuous Improvement: The role is also responsible for creating and maintaining robust and intuitive documentation which can be leveraged in a “self-serve” capacity process enhancements that a successful candidate will bring to the table.

Sales Crediting Operations – Execution, Optimization, Innovation:

• Be Subject Matter Expert on the sales crediting process and business rules across all franchises, including data sources, market definitions, alignments, filtering for on-label specialties [ABS], and the Best Address Process
• Oversee the Incentive Data Audit processes that are conducted quarterly and monthly by the SIM team
• Design and implement process optimization/continuous innovation projects around the Incentive Data Audits, the Business Rules Repository, and other elements of the sales crediting system – through coordination with the SIM team and multiple stakeholders
• Serve as the primary point of contact for the broader commercial organization regarding all things IC related
• Drive process standardization across multiple disparate therapeutic areas in a way that acknowledges specific TA nuances while at the same time increasing efficiency and reducing risk
• Drive Central Operations & Sales Incentives in maintaining a central philosophy around sales crediting
• Design and conduct analytics and insights to guide decisions around high-level sales credit philosophies, especially those involving multiple franchises
• Drive strategic, high-visibility projects including, but not limited to, harmonizing sales crediting philosophy & process across company entities and franchises.
• Lead complex multi-department projects [IC Team, Field Force Effectiveness, BTS, Commercial Data Operations, MABI, etc.]