Avanir Pharmaceuticals

Manager, Incentive Compensation

Location
Aliso Viejo, CA, United States
Posted
Sep 23, 2020
Ref
R2504
Discipline
Administration, Finance
Hotbed
Biotech Beach
Required Education
Bachelors Degree
Position Type
Full time
The Manager, Incentive Compensation is responsible for the strategic design and administration of the field sales incentive compensation plans and transforming data into action-oriented insights to present to and inform decision-makers. This position requires a strong understanding of the brand strategy, brand, and product market dynamics. A strong working knowledge of industry standards for pharmaceutical incentive plans along with an understanding of legal, compliance risks, and mitigation approaches is critical. Strong collaboration skills, customer focus, and the ability to effectively interact with a variety of internal stakeholders, departments, sales and marketing management, strategic partners, market intelligence, and outside vendors. This position requires strong attention to detail while maintaining focus on continuous improvement and creation of industry best internal and customer facing operations and processes.

Essential Job Functions:
  • Responsible for timely and accurate design and administration of Sales Incentive Plan (SIP) and on-going analysis of plan effectiveness;
  • Design Sales Incentive Plans (SIP) that align with Brand strategies for Avanir
  • Design and implementation of rewards and recognition programs for the Avanir sales team
  • Develop materials for IC review committee approval and lead IC review committee presentations
  • Responsible for on-going analysis of plan effectiveness
  • Responsible for timely and accurate administration of Incentive Plan
  • Responsible for creation and dissemination of timely and accurate SIP payroll, accrual, and SIP related reporting
  • Builds strong customer relations with numerous internal and external constituents
  • Leads continuous improvement initiatives within Sales Operations
  • Maintain current knowledge of market practices relevant to Incentive Compensation trends and design.
  • Prepare and present business case seeking changes where opportunity is identified
  • Develop and maintain stringent quality control process and measures that ensures the accuracy of all reports and information disseminated from Sales Operations
  • Analyze and add new insights in looking at sales data and call activity to deliver answers to key business questions around HCPs and Accounts
  • Create clear and concise ad hoc reports for senior leadership and sales team utilizing storytelling techniques and a deep comfort with marketing and field sales concepts
  • Ensure that appropriate analytical techniques and data sources are fully leveraged for any incoming analytics requests
  • Partner with field training team to create training materials and deliver training to new hires
  • Ensure adherence to compliance and legal regulations
  • Other duties, as assigned
  • Implement and monitor Service Level Agreements with a 3rd party vendor to streamline and optimize the payout calculations and processes
  • Develop KPI's and implement tracking reports to keep the Sales teams aware of their respective performance.


This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Other duties, responsibilities and activities may change or be assigned at any time with or without notice.

Education/ Qualifications:
  • Bachelor's degree in Business, Information Systems, Mathematics, Management Science, Engineering, or other decision science is required
  • Minimum 8 years of pharmaceutical industry experience or related field
  • Minimum 5 years of hands-on experience developing field incentive compensation plans or quantitative analytics
  • Strong analytical skills and working knowledge if Incentive Compensation analytics; plan simulations, fairness analysis and projection methodologies.
  • Knowledge of sales operations, call planning, targeting, sales and marketing dynamics, and sales reporting
  • Excellent knowledge of Pharmaceutical Sales data
  • Excellent communication skills (written, oral and presentation) appropriately gauged to a broad range of audiences from senior leadership to front-line field representatives and to peers in various disciplines.
  • Ability to communicate actionable analytical findings in clear and concise language.
  • Comfort with reporting production and automation techniques.
  • Experience with BI tools such as Tableau, Qlikview, Microstrategy or similar.
  • Strong project, time and resource management skills with proven success influencing customers and team members.
  • Knowledge of coding techniques in SQL and VBA, and advanced Excel skills.
  • Proficiency with other MS Office (e.g., Outlook, Word, PowerPoint, Visio, etc.).


Physical Requirements:

This position primarily works in an office environment. It requires the ability to sit or stand for long periods of time and frequent walking. Daily use of a computer, phone, office equipment and other computing and digital devices is required. May be required to stand for extended periods when facilitating meetings or walking in the facilities. Some local travel may be necessary, so the ability to travel by plane, operate a motor vehicle and maintain a valid Driver's license and/or effectively navigate public transportation is required. While performing the responsibilities of the job, the employee must be able to read and respond to interoffice communications as well as effectively participate in meetings. The employee is often required to sit and use their hands and fingers, to lift up to 20 lbs., pull, push, carry, handle or feel. The employee is required to carry, handle items, reach with arms and hands, to stoop, kneel, or crouch; talk or hear. Mental demands may require prolonged concentration, reading comprehension, understanding and interpretation of concepts, ideas and philosophies. The physical demands of the position described herein are essential functions of the job and employees must be able to successfully perform these tasks for extended periods. Reasonable accommodations may be made for those individuals with real or perceived disabilities to perform the essential functions of the job described unless such accommodations would cause Avanir an undue burden.

Work Environment:

While performing the responsibilities of the job, these work environment characteristics are representative of the environment the job holder will encounter. Reasonable accommodations may be made to enable people with disabilities to perform the essential functions of the job unless such accommodations would cause Avanir an undue burden. While performing the duties of this job, the employee is occasionally exposed to moving carts, mechanical equipment (copiers, computers, coffee machines) and vehicles. May be subject to smells and odors. The noise level in the work environment is usually quiet to moderate. The passage of employees through the work area is average and normal.

EEO Statement:

As an equal opportunity employer, Avanir Pharmaceuticals is committed to providing all applicants and employees with equal access to employment opportunities, regardless of sex, race, age, color, national origin, ancestry, disability, pregnancy, religion, genetic information, sexual orientation transgender status, gender identity, marital status, military or veteran status, or any other characteristic protected by federal, state, or local law. All Avanir Pharmaceuticals employees, officers, principles, agents, and representatives are expressly prohibited from engaging in unlawful discrimination. Consistent with federal, state, and local requirements, Avanir Pharmaceuticals will reasonably accommodate any qualified individual with a disability if such accommodation would allow the individual to perform the essential functions or the job, unless doing so would create an undue hardship.

Avanir Pharmaceuticals shall abide by the requirements of 41 CFR-60-300.5(a) and 60-741.5(a). These regulations prohibit discrimination against qualified individuals on the basis of protected veteran status or disability, and require affirmative action by covered prime contractors and subcontractors to employ and advance in employment qualified protected veterans and individuals with disabilities.