Sales Incentives Center Manager

Lake County, IL, United States
Oct 26, 2020
Required Education
Bachelors Degree
Position Type
Full time
About AbbVie
AbbVie's mission is to discover and deliver innovative medicines 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, eye care, virology, women's health and gastroenterology, in addition to products and services across its Allergan Aesthetics portfolio. For more information about AbbVie, please visit us at . Follow @abbvie on Twitter , Facebook , Instagram , YouTube and LinkedIn .

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 Center Manager, 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 Associate Director, Sales Incentives and will support sales crediting philosophy and processes across all franchises.

Sales Crediting Operations - Execution, Optimization, Innovation
  • Maintain knowledge of and visibility to 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
  • Actively monitor and understand the Incentive Data Audit processes that are conducted quarterly and monthly by the Sales Information Management [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
  • Perform ad-hoc audits when needed to support specific franchises during periods of high workload

Sales Crediting Philosophy & Analytics
  • Support the Associate Director, 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.
  • Communication
  • Communicate and coordinate with multiple stakeholders [IC Team, Field Force Effectiveness, BTS, Commercial Data Operations, MABI, etc.]


  • BA/BS degree required Master's degree in Business, Science, or Engineering field preferred.
  • 8+ years analytical and/or commercial operations experience required, preferably in the Pharma industry
  • Strong analytical skills and understanding of building systems/processes, and a proven track record of success in transforming data into powerful information for commercial analytics applications
  • Problem-solving orientation: ability to solve problems across multiple departments and lead a team in formulating solutions and innovations.
  • Understanding and experience working directly with pharmaceutical sales data sources
  • Experience with field reporting platforms/systems - especially for Incentive Compensation
  • Extensive understanding of pharmaceutical field sales activities, roles and behaviors

Key Competencies:
  • Confidence in providing subject matter expertise to Incentive Compensation Team [franchise managers], Field Force Effectiveness directors, sales leadership, and other stakeholders
  • Collaborates and can influence without authority, working across organizations / departments
  • Ability to thrive in a team and matrixed environment
  • Excellent written, verbal and presentation skills
  • Ability to clearly and confidently articulate complex and difficult concepts
  • Ability to develop and deliver training and communications.
  • Excellent judgment and decision-making skills
  • Experience in developing and managing effective IT systems, quality control procedures, and comfort in directing low level analytics
  • Ability to develop and execute innovative, creative solutions
  • Exceptional process, project and resource management skills with consistent ability to meet and exceed agreed upon timelines

Significant Work Activities
Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)
Yes, 5 % of the Time
Job Type
Job Level Code
Equal Employment Opportunity
At AbbVie, we value bringing together individuals from diverse backgrounds to develop new and innovative solutions for patients. As an equal opportunity employer we do not discriminate on the basis 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, protected veteran status, or any other legally protected characteristic.