Associate Director, Field Tools & Quotas and Incentives

Lake County, IL
Sep 24, 2018
Required Education
Bachelors Degree
Position Type
Full time
The Senior Manager, Field Tools & Quotas and Incentives position is a leadership role within Commercial Analytics and Operations. It requires strong consultative, analytic and communication skills. This Senior Manager is responsible for co-creating, designing, developing and managing MHC incentive programs and the in-field reports our MHC Teams use to run their business.

Field Tools Key Responsibilities Include:

The Senior Manager, Field Tools is responsible for field tools strategy; direction, operational processes, resources, and tools that enable the sales force to be more effective and efficient acting as the Filed Tools team liaison between Commercial Operations, IT, Training, OEC, Legal, Med/Reg, MABI&CE and Franchise teams to oversee the design, deployment, training, communications, and management of the Field Tools. The field tools consists of, but not limited to: 1Connect, 1view, iREP, MHC channel reports and a:Coach.

Franchise Management: Subject Matter Expert (SME) regarding the customers' needs and central point of contact for the field tools. This includes supporting the on-boarding of new sales franchise teams, new hires, and transfers to the field tools. Proactively partner with business partners to identify system enhancements & business process improvement recommendations.

Operations Management: Support weekly and monthly tool updates along with Level 3 help desk support. Collaborate with MABI Analytics (for 1view) - on methodology, data strategy, approach, framing, enhancements, field feedback, new requests.

System Management: Works closely with key Business, BTS, OEC, Regulatory and Legal stakeholders to insure business requirements are well defined and approved. Demonstrates subject matter expertise relating to Abbvie business rules, processes and field tools and proactively recommends improvements to streamline current processes and reduce cycle time.

Project Management: Cross functional leadership across the CA&O organization, BTS and vendors to roll out projects within defined project scope and schedule. Develops project plans that integrate and align with cross departmental processes and project schedules, acts as a resource to provide innovative solutions, mitigate risks, manage customer priorities, and delivers on-time solutions to improve field force effectiveness.

Strategic Planning: Develops annual field tools strategic plans with MHC Business Leaders that optimize each in-field team's effectiveness by using the IAT 5-step process.

Communications and Training: Subject Matter Expert working in conjunction with the Digital Learning Team and/or our department communications liaison to identify training/education and communication opportunities to ensure efficient use of systems and reporting. Present at ISTC, provide support during field meetings, facilitate requirement gathering focus groups, and present systems capabilities to key internal stakeholders.

Customer Relationship Management: Create and maintain a wide and deep network of relationships across senior sales management to include VP's, GM's, Sales Directors, and CoE tools team, MABI & CE. Viewed as a trusted partner and has established credibility with field sales management and functional support teams. Ability to influence key stakeholders to gain approval on strategic initiatives. Extensive experience in understanding the underlying business needs and translating to holistic field sales technology solutions.

Quotas and Incentives Key Responsibilities Include:

Consulting: Develop incentive program based on identified MHC Sales, Managed Markets Marketing and commercial strategies, available resources, and overarching Abbvie Incentive Program design. Provide guidance and support in the development of special incentives. Assess special incentive requests in terms of business needs and alignment with guiding principles. Ensure that upcoming franchise specific changes are communicated in a timely manner to the outside vendor team. Validate and approve franchise specific results from ongoing operations (attainments, payouts, eligibility, etc.).

Analytics: Support MHC Leadership in the promotion of incentive plan design and concepts. Develop reporting, analysis and insights which guide business decision making. Perform regular analysis of incentive program results, proactively identifying areas of improvement and opportunity for increased motivational value. Work with stakeholders to develop appropriate specifications for sales data, including format, processing rules, and timing. Provide direct support to sales leadership and field personnel by responding to incentive questions and performing investigations. Excellent business acumen, MHC knowledge and understanding of basic corporate finance and financial analysis concepts. Understanding and experience working directly with pharmaceutical sales data sources. Ability to rapidly apply mathematical concepts to assess and respond to verbal questions or proposals.

Communication: Develop communication materials which effectively communicate the incentive program in a clear, motivational way. Demonstrate confidence when providing subject matter expertise to Senior Leadership, MHC and Marketing Leadership. Extensive understanding of pharmaceutical field sales activities, roles and behaviors. Possesses excellent written, verbal and presentation skills.

Accountability / Scope:

Describe the primary accountabilities of the position and the impact of actions.
  • Reports to Director, FFE
  • Provides strategic franchise partnership through systems capabilities management, communications and training
  • Provides Key Stakeholder management to VP/GMs, MHC/Sales Leadership, Marketing leadership, OEC, and Legal
  • Plans and provides task supervision to members of cross-functional project teams and vendors
  • Manages large cross-functional organizational projects
  • Interacts regularly with all levels of the organization including cross-functional and cross-divisional partners

Basic Qualifications:
  • BA/BS required to ensure effective understanding and application of business concepts. Master's degree in business or science preferred.
  • Successful candidate will have approximately 8 years' experience in project management (including leadership of a significant cross-functional project), marketing or sales operations or information technology
  • Able to manage multiple tasks/priorities simultaneously with sense of urgency
  • Strong project management, problem-solving and analytical skills
  • Confidence in providing subject matter expertise to Senior Leadership, Sales Leadership and other high-level contacts
  • Ability to clearly and confidently articulate complex and difficult concepts
  • Extensive understanding of pharmaceutical field sales/MHC activities, roles and behaviors
  • Ability to develop and deliver training and communications
  • Experience in developing, deploying, and managing effective IT systems, quality control procedures, and comfort in directing low level analytics
  • Desire to contribute to a successful team environment
  • Ability to develop and execute innovative, creative solutions

Preferred Qualifications:
  • Knowledge of pharmaceutical industry, compliance regulations and standards preferred
  • People leadership is preferred
  • Veeva/ experience preferred

Equal Opportunity Employer Minorities/Women/Veterans/Disabled