Associate Director, Incentive Compensation Operations

AbbVie's mission is to discover and deliver innovative medicines and solutions that solve serious health issues today and address the medical challenges of tomorrow. We strive to have a remarkable impact on people's lives across several key therapeutic areas – immunology, oncology, neuroscience, and eye care – and products and services in our Allergan Aesthetics portfolio. For more information about AbbVie, please visit us at www.abbvie.com. Follow @abbvie on X, Facebook, Instagram, YouTube, LinkedIn and Tik Tok.

The Associate Director, Incentive Compensation Operations (ICO) is a strategic leadership role which applies consulting, analytic, and communication skills to partner with Sales and Marketing in the design and ongoing implementation of sales incentive compensation (IC) programs.  This role is also responsible for the management, harmonization, and optimization of 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.  This role works closely with VPs, TA Leads, field leadership, vendors and other internal commercial teams to support overall Incentive Compensation objectives.

The position is a part of the Field Planning & Analytics Team which drives field force effectiveness by optimizing our sales force size and structure, ensuring our IC designs are driving the right behavior, and ensuring our call plans, field tools and operations provide our field teams with what they need to drive the business in their markets.  This position reports into the Lead Director, IC, Field Tools & Data Strategy and will lead a team of Incentive Compensation Operations Managers to lead sales crediting philosophy and processes across all franchises.

This is a hybrid role and requires the ability to commute to our Mettawa, IL office at least 3 days per week.

Responsibilities:

Leadership

• Lead, develop, and mentor a team of ICO Managers in an effort to promote internal growth, process expertise, and accountability.
• Epitomize self-sufficiency and serve as a role model for the broader FPAT organization on what good looks like regarding bringing expertise in-house.
• Demonstrate influence without authority by guiding, coaching, and training the TA IC leads.
• Coach ICO Managers on technical ability, communication with stakeholders, process enhancements and working collaboratively with other business partners.
• Manage all aspects of vendor relationships on a day-to-day basis. Ensure vendor-assisted projects are managed within budget and timeline and appropriate methodologies are employed.

Sales Crediting Operations – Execution, Optimization, Innovation

• Lead on the sales crediting process and business rules for aligned franchises including: data sources, market definitions, alignments, filtering for on-label specialties and the Best Address Process
• Lead the Incentive Data Audit processes that are conducted quarterly and monthly by the ICO 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 ICO team and multiple stakeholders
• Perform ad-hoc audits when needed to support specific franchises during periods of high workload
• 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

Sales Crediting Philosophy & Analytics

• 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, IC and summit 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 cross functional projects (IC Team, Field Planning & Analytics Team (FPAT), Business Technology (BTS), Commercial Data Operations, Marketing Analytics and Brand Insights (MABI), etc.)

• BA, BS degree is required. Master's degree in business or science preferred.
• Minimum 8 years analytical experience and/or commercial operations experience required. Problem-solving orientation; ability to work independently.
• Experience working with leadership to solve problems and identify/sell/implement solutions.
• Must exhibit proficiency commensurate with grade in the following competencies: strategic thinking, problem-solving, innovation, collaborative partnerships across functions, analytical capabilities, leadership, drive for results, and communication for greater team effectiveness.
• Experience with data sources used within AbbVie for pulling HCP and Patient data.
• Knowledgeable of a variety of PC programs (including, but not limited to Excel, SPSS Modeler, SAS, Access, PowerPoint, Power BI), database querying and analytical skills such as regression, clustering, machine learning and other advanced statistical skills.
• Demonstrates critical thinking and strong communication skills resulting in the ability to anticipate customer and business needs and address questions or issues.
• Demonstrates an ability to communicate complex issues in a simple, yet compelling fashion.
• Learns, fast, grasps the “essence” and can change the course quickly where indicated Raises the bar and is never satisfied with the status quo; Embraces the ideas of others, nurtures innovation and manages innovation to reality.
• Ability to develop in-depth knowledge of pharmaceutical industry data and therapeutic area to resolve business problems more efficiently and effectively

Applicable only to applicants applying to a position in any location with pay disclosure requirements under state or local law: ​

• The compensation range described below is the range of possible base pay compensation that the Company believes in good faith it will pay for this role at the time of this posting based on the job grade for this position. Individual compensation paid within this range will depend on many factors including geographic location, and we may ultimately pay more or less than the posted range. This range may be modified in the future.​

• We offer a comprehensive package of benefits including paid time off (vacation, holidays, sick), medical/dental/vision insurance and 401(k) to eligible employees.​

• This job is eligible to participate in our short-term incentive programs. ​

• This job is eligible to participate in our long-term incentive programs​

Note: No amount of pay is considered to be wages or compensation until such amount is earned, vested, and determinable. The amount and availability of any bonus, commission, incentive, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company's sole and absolute discretion unless and until paid and may be modified at the Company’s sole and absolute discretion, consistent with applicable law. ​

AbbVie is an equal opportunity employer and is committed to operating with integrity, driving innovation, transforming lives, serving our community and embracing diversity and inclusion.  It is AbbVie’s policy to employ qualified persons of the greatest ability without discrimination against any employee or applicant for employment because of race, color, religion, national origin, age, sex (including pregnancy), physical or mental disability, medical condition, genetic information, gender identity or expression, sexual orientation, marital status, status as a protected veteran, or any other legally protected group status.

US & Puerto Rico only - to learn more, visit https://www.abbvie.com/join-us/equal-employment-opportunity-employer.html 

US & Puerto Rico applicants seeking a reasonable accommodation, click here to learn more:

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