Manager, Sales Incentives

As a Manager, Sales Administration and Incentives , you will be responsible for developing, implementing, and administering field compensation programs to ensure competitive compensation opportunities for ADC sales and field-based teams. This position is responsible for overseeing the administration of all sales incentive plans, development and maintenance of plans, identifying performance trends, and conducting special projects related to incentive compensation, and is a key member of the Commercial Effectiveness team. This is an onsite opportunity in Alameda, CA.

WHAT YOU’LL DO

• Organize and ensure the timeliness, accuracy, and integrity of all financial information relative to the incentive compensation plan
• Financial and analytical expertise in evaluating and identifying key issues and gaps in current and future incentive compensation plans
• Interface with and provide guidance to commercial sales and marketing teams to present incentive based performance and metrics utilized in developing future award programs directly affecting company sales performance
• Maintain controls to assure the integrity of incentive compensation calculations and payouts.
• Ensure compliance to policy including but not limited to SOX guidelines, OEC guidelines, and the Abbott Code of Business Conduct
• Understand and evaluate existing compensation plans for multiple sales and field-based teams
• Act as the primary point of contact/liaison for field leadership related to incentive compensation
• Provide a consultative approach to internal stakeholders (i.e. Sales Leadership)
• Identify and recommend solutions for incentive compensation based on historical progression and opportunity assessment
• Manage day-to-day activities for IC Plans including goal creation/distribution/communication, Inquiry resolution/exception management, reports standardized and ad-hoc
• Management of approvals and audits
• Vendor management
• Partner with Finance/HR to ensure accurate payment, alignment on field rosters and related items for all incentive plans
• Train Sales Leadership, Sales Management, and field personnel on how IC plans are structured to ensure understanding across the organization
• Participate in/lead IC planning processes, including preparing proposals for compensation committee review/approval
• Ensure compliance with all IC Plans and Policies. This responsibility should be performed in a way that protects the company and its assets and avoids any surprises that could have reasonably been foreseen by the relevant level of management review.
• Incentive Compensation Presidents Club and other recognition award programs Tactical (Commercial Sales Channel mapping and alignment).
• Coordinate with internal IS, external service vendors and providers to effectively implement new systems in support a changing competitive marketplace.
• Develop and provide training to all new hires and to the current Commercial Field Sales Teams on territory alignment, incentive compensation calculation and incentive payouts.
• Develop and provide incentive compensation design and potential modifications for the appropriate segments of the commercial sales force to accommodate new product introductions as well as new sales channels.
• Ensure the integrity of all vendor provided data in support of commercial field operations.
• Execute on commercial field sales territory alignments and realignments

EDUCATION AND EXPERIENCE YOU’LL BRING

Required

• Bachelors Degree in a related field or an equivalent combination of education and work experience
• Minimum 9 years related work experience

Preferred

• 8+ years of leading field operations, incentive compensation and sales analytics function, preferably in the Med-Device/Pharma/Bio-Tech industry
• 5+ years of analytics experience
• Experience with 3rd party medical sales data like IMS and Symphony Health.
• Demonstrated ability to collaborate with partners and lead peers or direct reports
• Demonstrated ability to structure and conduct analyses to generate insight and recommendations
• Excellent problem-solving skills, details oriented with focus on quality and accuracy
• Strong verbal and written communication skills, proficient in interacting with Senior Leadership
• Proven track record of working effectively in a collaborative, fast-paced, multi-tasking environment
• Knowledge of reporting and data analytics tools like Excel, SAS, QlikView, Tableau, Business objects
• Experience managing projects and vendors

Apply Now

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Divisional Information

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