Director, Field Incentive Compensation

Position Summary

This position is responsible for leading the strategic design, implementation, and on-going analysis of the effectiveness of Field sales incentive plans (SIP) within the OAPI Pharmaceutical Sales organization. This position requires a strong understanding of incentive plan design principals, ability to incorporate brand strategy and market dynamics into plan design, and a strong working knowledge of industry standards for Pharmaceutical Incentive plans along with an understanding of legal and compliance risks and mitigation approaches. In addition, 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 are critical to this role. 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.

Key Job Responsibilities

Responsible for design of Sales Incentive Plans (SIP) that align with Brand strategies for Otsuka America (OAPI)

Responsible for design and implementation of Incentive Compensation contest

Responsible for developing approval materials for IC review committee and participating in IC review committee presentations

Responsible for on-going analysis of plan effectiveness

Work with data management team to triage and address any issues with inbound requests

Lead 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

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

Oversees relevance of information contained within the internal Commons web site with focus on continuous improvement.

Knowledge, Skills, Competencies, Education, and Experience

Required :

Bachelor's degree in Business, Information Systems, Mathematics, Management Science, Engineering, or other decision science

Minimum 8 years pharmaceutical industry experience

Minimum 5 years of hands-on experience developing Field Incentive Compensation plans strategy / Design & Execution

Strong analytical skills and working knowledge of Incentive Compensation, analytics; plan simulations, fairness analysis and projection methodologies.

Strong knowledge of Market Access landscape and Market Access data

Knowledge of sales operations, call planning, targeting, sales and marketing dynamics, and sales reporting

Excellent knowledge of Pharmaceutical Sales data, IQVIA, and other data sources

Strong written and oral communications skills and stakeholder management

Proficient in utilizing and applying analytics and strong Excel spreadsheet skills are a must

Preferred :

Pharmaceuticals field experience

Market research (primary and secondary – various databases- marketed and developmental products) or similar experience within the Pharmaceutical industry; Experience in Rare Disease market

Strong negotiation skills and stakeholder management

MBA

Physical Demands and Work Environment

Travel (approximately 20% )