AbbVie

US Commercial Director, Field Planning and Sales Incentives

Employer
AbbVie
Location
Lake County, Illinois
Posted
Jun 09, 2022
Ref
2209103
Required Education
Bachelors Degree
Position Type
Full time

 

This role is responsible for driving and supporting sales incentive philosophies, call/field planning and field deployment operations support across all US pharma teams which includes 50+ different sales roles and 30+ promoted products across 20 Therapeutic areas and 6 Business Units. 

 

Incentive Compensation: This role provides subject matter expertise support across the Sales and Field Planning, Sales, Marketing, Finance and HR teams ensuring each incentive plan is aligned to our guiding strategic principals and is the lead for setting the governance policies and processes.   This role is responsible for ensuring our plans are within our governance policies, streamlining IC processing, providing analytical, communication and technical support to the Sales Planning teams and ensuring highest Data Quality and Assurance.   This role manages 3rd party vendors and is responsible for prioritization across the 50+ sales teams.    This role also works with Sales Planning, Sales, Marketing, Finance and HR to align our incentives with our financial forecasts and oversees the incentive disclosure and approval.  Working with partners in HR, Legal and Field Planning, this role drives eligibility on core Incentive Comp and contests and is responsible for audit support.    

 

Call Planning and Field Analytics Support: This role is responsible for providing analytical and call planning support across the 6 different Field Planning vertical teams and prioritizes offshore resources and 3rd party vendors across varying enterprise priorities.  It drives call plan operation strategies and ensures that enhancements to call planning are scoped, prioritized, and budgeted effectively.  This role plays a central role in the on-going effort to standardize processes/techniques across six distinct vertical organizations.   This role is responsible for sharing best practices related to field planning including sales force optimization and workload strategies. 

 

Role spans other areas of the organization and requires managing and coordination of complex datasets, reporting, IT processes and physician universe issues through collaboration with franchise leadership and Sales Planning.  This position leads sales crediting production required for Incentive Compensation, Targeting and develops sales data strategies, designs sales crediting processes, identifies BPO resourcing needs and optimizes performance.

 

 

Major Responsibilities:

 

  • Collaborate with stakeholders to provide support as subject matter expert to ensure our incentive plans are within governance and are aligned to our compensation philosophies.  Collaborate with various teams to establish and gain consensus on project goals, objectives and deliverables. 
  • Orchestrates communication across Finance and HR on plan performance related to brand performance and incentive budgets.  Responsible for incentive branding for rep awareness and strong understanding.  Support Sales Planning team in rep training and communications.
  • Leadership role in supporting Sales and Brand Management across multiple therapeutic areas, products and functions.  Scope of work includes ensuring timely and accurate production of weekly and monthly sales force reporting, establishing long-term plan for constant enhancements of sales reports, liaising with Sr Sales Management to ensure sales reports are driving sales strategies and are thoroughly understood by field personnel, close any understanding gaps and key participation in the oversight of data.
  • Understand all incentive plan strategy, design, elements, pay outcurves, data sets and eligibility rules across all 50+ supported teams and 30+ brands. 
  • Lead eligibility rules coordinating Sales Planning, HR, Legal, Sales Leadership and AMT and is responsible for approval processes.  This role is key approver of all incentive plans
  • Key participant in a cross functional team to implement and manage options for data acquisition, storage, data systems, data use, etc. Make recommendations based on current and future data needs. Communicates across the organization related to data quality, investigations and issue resolution.
  • Implement data plans and calendars to support all aspects of sales reporting and sales crediting processes.  Datasets managed by this team supports decisions and processes owned by Sales Reporting, Incentives, Marketing and Sales
  • Responsible to define and implement sales crediting data set quality checks and audits.  This team works with Commercial Data Management, BTS, Compliance to track, trend and communicate issues to customers and drives resolution of data investigations.
  • Responsible for leading key initiatives related to sales data and reporting.  Develop key planning deliverable calendars through collaboration with business partners. Responsible for managing project scope, deliverables, schedules, budget, resources and objectives of major projects.
  • Develop auditing and data quality management processes documenting business rules for business efficiency and compliance purposes.  The breadth of data usage across the division requires the development of training programs that assist personnel in understanding how reports work, help them identify business opportunities, maintain alignment with defined strategies and the reliability of data elements to maintain representative focus and efficiency
  • Drive multiple complex projects, balancing between short-term and long-term objectives and managing the projects within budget and timelines.
  • Design and deploy optimal solutions that are innovative, add value and meet current and future business requirements
  • Understand strategic and tactical issues and bring forward appropriate and innovative methodologies to targeting and call planning
  • 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

  • Bachelor Degree
  • 10+ Years Sales Incentive Compensation experience required preferable in the healthcare industry
  • 5+ Years in Call Planning required preferable in the healthcare industry
  • 15+ Years Analytical and/or commercial operations experience required preferable in the healthcare industry
  • Problem solving orientation; ability to solve problems across multiple organizations and lead a team in supporting sales incentive design, communication and reporting solutions
  • Knowledge of third party pharmaceutical sales data and PDMA, AMA data restrictions and miscellaneous state regulations as well as Purchasing and OEC policy.  Demonstrated project management skills and knowledgeable of field systems and reporting platforms.