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Reference Number: SK-ADICMA
Location: Massachusetts, United States

Associate Director, Field Incentive Compensation (IC):

My client, a fully integrated, global biopharmaceutical company located in a western Boston suburb, has a diversified commercial product portfolio and a substantial clinical pipeline of product candidates for chronic diseases in CNS.  

This company prides itself on having a distinctive and positive culture, which embodies respect for all and an unwavering commitment to and passion in their work. The single value that rose to the top repeatedly was teamwork.  As the company describes it, “collaboration is at our core.” It’s how to achieve success and do the best work.  They are incredibly patient-focused, hold themselves accountable, and have a healthy respect for work/life balance.

Currently seeking an Associate Director, Field Incentive Compensation.


  • Solid US focused pharmaceutical or biotech incentive compensation experience
  • CNS experience is a plus
  • Injectibles experience is a plus
  • Strategic thinker with the ability to resolve problems
  • SQL experience ideally
  • Strong knowledge of pharmaceutical data such as IQVIA, Symphony, Specialty Pharmacy
  • Desire and ability to roll up your sleeves and get your hands dirty
  • Must be office-based (Boston area) – not a remote position


This position will be responsible for the management and leadership of the Field Incentive program including all aspects of design, execution, and support. This role will require close partnership with Sales and National Account Leadership.  As a member of the Sales Operations team, this position will also work closely with Commercial Data team, Field Measurement, Forecasting & Analytics, Finance, Human Resources, IT and vendors.  The ideal candidate will be a high-energy, detail-oriented and self-motivated individual with a strong focus on customer service, execution excellence, and creative problem solving.


  • Provide strategic leadership of our Incentive Compensation (IC) and President’s Club (PC) programs in close partnership with the leadership of our field teams, HR and Finance
  • Make recommendations around design and goal setting methodologies based on strong analytics, including modeling, testing, and validation of the work
  • Lead the execution of plans with a very high degree of accuracy, including the correct and timely calculation of payouts, effective documentation, and governance of plans
  • Determine short and long-term solution to administer IC plans, including enabling new capabilities to support a growing and more complex sales organization
  • Complete IC & PC “health checks” (distribution of goal attainment/IC payouts, individuals or markets advantaged/disadvantaged, etc.) to ensure plans are performing consistent with design objectives. Conduct ad hoc analyses to support plans
  • Provide strong client service to headquarter and field-based clients, including issue resolution
  • Develop, maintain, and ensure execution of plans consistent with SOPs / work instructions and plan documents
  • Develop clear, concise and effective content to facilitate decisions on complex issues with ability to communicate the decisions to a broad range of stakeholders
  • Develop materials to communicate the designs to field-based teams, such as design documents, IC statements, monthly/annual ranking reports, and IC payout estimators
  • Assist in quarterly forecast and annual budget process for incentive planning
  • Partner with the Sales Operations team to support the effective management of plans
  • Investigate and resolve inquiries impacting the performance of plans



  • Bachelor’s degree required; Master’s degree preferred.
  • 7+ years pharmaceutical experience, preferably in sales force incentive compensation, sales operations/analytics
  • Experience hiring, developing and leading individuals and/or vendor management
  • Experience with specialty injectables and CNS products a plus
  • Experience working with Field Sales teams promoting multiple products a plus
  • Ability to think strategically and conduct complex analysis /calculations to support IC & PC programs
  • Exceptional analytical, organization and planning skills with a strong attention to detail and focus on data accuracy
  • Advanced Microsoft Excel, PowerPoint, and SQL skills
  • Ability to develop and lead presentations with senior leadership (VP/SVP level)
  • Experience with other Sales Operations functions such as sales data processing, reporting, alignment management, CRM and call planning
  • Strong knowledge of pharmaceutical data such as IQVIA, Specialty, Symphony, etc 
  • Ability to work collaboratively with a wide range of stakeholders
  • Ability to coordinate and influence the efforts of cross-functional teams
  • Ability to work on multiple projects with conflicting deadlines
  • Strong attention to detail and focus on accuracy
  • Strong communication skills, both written and verbal
  • Exceptional project management skills
  • Ability to meet deadlines and multi-task