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Reference Number: N/A
Location: Massachusetts, United States

Director, US Incentive Compensation & Sales Force Effectiveness:

My client, a small, global, publicly traded biopharmaceutical company based in Boston, MA combines groundbreaking science with a steadfast commitment to meeting the needs of patients living with severe, life-threatening, and often ultra-rare diseases. The company’s scientists are among the first in the world to unlock the therapeutic potential of inhibiting terminal complement, a group of proteins that play an important role in the body's immune response and can destroy healthy tissue in certain patients.  They are driven by the following values:  Find Answers, Change the World, and Create a Legacy.

The company offers a collaborative culture of like-minded individuals gathered around a common goal. Smart, driven, high-performing colleagues for you to partner with!  Some opportunities happen only once in a lifetime – like a job where you can make a real difference. My client’s people work every day to discover, develop and deliver therapies for patients with severe, life-threatening and ultra-rare diseases. They are growing rapidly as they enter new markets, begin innovative and focused clinical development programs, bring new education programs to physicians, intensify their efforts to support patients, and develop new manufacturing capabilities.  

The company is consistently ranked year after year in the Forbes’ annual list of The World’s Most Innovative Companies and recognized as Biotech’s New Innovation Powerhouse, as well as the Forbes’ annual list of Fasting Growing Companies.   

I am currently looking for a Director, US Incentive Compensation & Sales Force Effectiveness to join this organization.  This person will rebuild and administer the IC plan around the world for the company, in support of a high-performing sales team. This is an individual contributor role at this time.


  • 10+ years pharma/biotech experience; minimum of 3 years’ experience in Incentive Compensation , including design and administration
  • Client-side experience required
  • Rare disease/orphan product experience a plus
  • Ability and willingness to roll up your sleeves and get your hands dirty
  • Thrive in a fast-paced biotech culture
  • Javelin experience is a plus
  • Small pharma/biotech experience preferred
  • Global experience is a plus
  • Master’s Degree preferred
  • Must be authorized to work for any employer without sponsorship


TITLE:  Director, US Incentive Compensation & Sales Force Effectiveness

REPORTS TO:  Sr. Director Business Informatics

LOCATION:   Boston, MA


The Director of IC and SFE has responsibility for providing strategic direction and driving the design, planning and implementation of effective incentive compensation plans and policies for the US in coordination with the Global Commercial Operations IC Leader. This individual will also lead US Sales Excellence efforts as they evolve, managing the design and delivery of key performance information to Commercial Leaders.   As an individual contributor, the role will provide strategies, designs and consulting in all aspects of these compensation programs. Must be able to work within a cross-functional team environment and at all levels within the organization, to lead and influence. This role must be flexible, self-motivated, and detail-oriented with strong leadership and influencing skills. Will partner closely with global Sales leadership, Finance, HR, and Operations for all operational aspects of sales processes.


  • Incentive Compensation
    • Drive development of IC plan philosophy and design for field and sales leadership
    • Develop IC guidelines, lead overall IC governance, and provide strategic input to US Region
    • Oversee effectiveness assessment of programs
    • Ensure IC program compliance, approve incentive plans, and manage US IC committee meetings
    • Coordinate with regional IC directors to provide input and collect feedback
    • Facilitate communication of best practices across the global, regional, and local levels
  •  Salesforce Excellence
    • Responsible for supporting Sales Excellence for the region in coordination with Finance and Sales Leadership in defining key performance metrics
    • Communicate SFE guidelines and governance standards applicable across US Region Provide support on future sales force sizing and deployment to meet future needs within US regional/local markets
    • Liaise with Global sales force excellence teams to share best practices and address queries and issues
    • Implement changes in strategy based on field force performance data Key areas in driving sales excellence include physician segmentation, targeting, sales force size, structure, resource allocation, and sales incentive compensation plan design
    • Report out to leadership team with clear insights and recommendations
    • Develop a long-term vision of the US sales excellence needs for the company, anticipate the impact of business trends and prepare plans to accommodate business changes while meeting the overall goals of the organization
    • Build peer support and strong internal-company relationships with other key management personnel. Foster close, cooperative relationships with peer leaders, sales management, and sales and support personnel globally


  • Bachelor’s degree required in a relevant field
  • Master’s degree in Business or related field preferred
  • 10+ years of commercial experience in the pharmaceutical industry, including sales and sales management, of which 3-5 years’ previous sales compensation experience included compensation plan design and administration
  • Extensive knowledge of sales force excellence and best practices
  • Demonstrated proficiency in business management with strong analytical skills and decision making
  • Expert in sales operational excellence familiar with concepts, practices, and implementations
  • Extensive knowledge of sales incentive theory and practical application in pharmaceutical industry
  • Experience with IC plan design across all stages of product lifecycle (e.g., launch vs mature brands)
  • Demonstrated project management skills
  • Strong written and verbal communication skills, including ability to present to senior management