Associate Director

Job Description

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 Irvine, CA 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.)