The opportunity
POSITION SUMMARY: The Field Incentive Compensation Manager will provide comprehensive analytical support for the design, implementation, evaluation, and reporting of incentive compensation plans tailored for the field sales team. This role involves developing and deploying sales goals and quotas, delivering regular performance reports to management and the field sales teams, and addressing inquiries as needed. The Manager will collaborate closely with key stakeholders to ensure data integrity, optimize workflows, and enhance internal processes for managing incentive compensation in-house. This includes performing in-house incentive compensation processing and conducting quality control (QC) on monthly IC results and scorecards for field teams. The role also focuses on improving the efficiency, accuracy, and scalability of incentive compensation functions and provides training and support to internal teams on relevant tools and systems.
ESSENTIAL AREAS OF RESPONSIBILITY
All areas of responsibility listed below are essential to the satisfactory performance of this position by any incumbents with reasonable accommodation if necessary. Any non-essential functions are assumed to be included in other related duties or assignments.
Provide analytical support in the design, implementation, evaluation, and reporting of field incentive compensation plans, including the development and deployment of sales goals/quotas.
Deliver monthly/quarterly incentive compensation results and ranking reports to management and field sales teams. Address any inquiries related to performance data or compensation as needed.
Collaborate with cross-functional teams (Sales, Finance, HR, IT) to streamline workflows and ensure seamless integration of incentive compensation data.
Continuously identify and leverage opportunities to enhance planning, reporting, and data management processes to improve accuracy and efficiency.
Develop internal tools and processes to improve the scalability and effectiveness of incentive compensation functions.
Provide training and ongoing support to internal teams regarding new systems, processes, and data management practices related to incentive compensation.
Mentor and guide junior employees in incentive compensation processes, best practices, and system usage, fostering their professional growth.
Perform regular audits and checks to ensure the integrity and accuracy of incentive compensation calculations and data.
Your experience and qualifications
Education/Certification/Experience:
Bachelor’s degree in Business, Finance, Accounting, Data Science, or a related discipline required
2+ years of experience in incentive compensation, ideally in a pharmaceutical sales environment.
Experience in managing incentive compensation for a field sales team is highly desirable.
Skills/Knowledge/Abilities:
Strong proficiency in Microsoft Excel (advanced functions such as pivot tables, v-lookups, etc.).
Strong attention to detail and ability to maintain data integrity in all processes.
Ability to collaborate effectively across functions and achieve team goals.
Ability to troubleshoot and resolve issues independently while maintaining high levels of accuracy.
Proficiency in Python, SQL and/or SAS is preferred, but not required
Analytical and quantitative skills with the ability to translate complex data analysis into actionable recommendations.
Familiarity with incentive compensation management systems (ICM, Xactly, etc.) is a plus.
Knowledge of pharmaceutical sales practices and industry regulations is a plus.
TRAVEL REQUIREMENTS
Approximately 10% domestic travel throughout the US.
PHYSICAL REQUIREMENTS:
Occasional:
Sitting for extended periods of time at workstation or mobile equipment.
Visual Acuity:
Perform activities such as computer work, preparing and analyzing data, and extensive reading.
