Manager, Incentive Compensation, Botox, Parkinsons and Eye Care

AbbVie - Irvine, CA

Full-time - Mid Level

Irvine, CA

Chemical Manufacturing

About the position

The Manager, Incentive Compensation (IC) for Botox Therapeutics, Eye Care, and Parkinson's is a pivotal role within AbbVie, responsible for the development and management of a motivational sales incentive program that aligns with the strategic objectives of the BEP organization. This position encompasses a wide range of responsibilities, including the design and implementation of incentive programs, fairness and equity testing, pay curve evaluation, and SPIFF modeling. The individual will also be tasked with field communication, education, and support to ensure that the incentive programs are effectively communicated and understood by all stakeholders. In this role, the Manager will consult on all aspects of sales incentive programs, which includes planning, design, analysis, implementation, and validation. The candidate will develop incentive programs based on identified marketing and commercial strategies, ensuring that they are aligned with available resources and overarching program design. Additionally, the Manager will provide guidance and support in the development of special incentives and will work closely with a compensation processing vendor to manage project timelines, incentive validation, and reporting. The Manager will also be responsible for conducting regular analyses of incentive compensation results to identify areas for improvement and opportunities for increased motivational value. This includes evaluating the impact of changes in sales trends and market events on performance and incentive results. The individual will host meetings with field sales teams to discuss and refine programs, ensuring that they reinforce desired behaviors and align with corporate objectives. Furthermore, the Manager will develop communication materials that effectively convey the incentive program to Leadership and field personnel, ensuring clarity and motivation in the messaging. This role requires a strong understanding of field sales activities and the ability to influence and collaborate across various organizational levels, making it essential for the candidate to possess excellent judgment, decision-making skills, and business acumen.

Responsibilities

• Consult on planning, design, analysis, implementation, communications, administration, and validation of all sales incentive programs.
• Develop incentive programs based on marketing and commercial strategies and available resources.
• Provide guidance and support in the development of special incentives.
• Manage and work closely with compensation processing vendor on project management, incentive validation, and reporting.
• Collaborate with field sales, sales management, marketing, and Executive Leadership to ensure program alignment with corporate objectives.
• Assess special incentive requests for business needs and alignment with guiding principles.
• Evaluate proposals regarding data availability and cost/time requirements.
• Communicate franchise-specific changes to the outside vendor team in a timely manner.
• Validate and approve franchise-specific results from ongoing operations.
• Stay updated on industry trends in sales compensation and provide insights to Leadership.
• Manage vendor and internal project teams to analyze performance outcomes and develop new incentive programs.
• Perform regular analysis of IC results to identify areas for improvement and opportunity.
• Host field sales taskforce meetings to discuss and refine programs.
• Support Leadership in promoting strategic incentive plan design and concepts.
• Develop reporting, analysis, and insights to guide business decision-making.
• Provide direct support to Leadership and field personnel for incentive-related inquiries.

Requirements

• BA/BS degree required or equivalent experience; advanced degree preferred.
• 5+ years of pharmaceutical or relevant experience.
• Ability to collaborate and influence without authority across organizations.
• Excellent judgment and decision-making skills.
• Confidence in providing subject matter expertise to Executive Leadership and Sales Leadership.
• Understanding of field sales activities, roles, and behaviors preferred.
• Excellent written, verbal, and presentation skills.
• Proficiency with Microsoft PowerPoint and Excel.
• Ability to articulate complex concepts clearly and confidently.
• Experience in developing and delivering training and communications.
• Public speaking ability to address groups of various sizes.
• Strong business acumen and understanding of corporate finance and financial analysis concepts.
• Experience working directly with pharmaceutical sales data sources.
• Ability to apply mathematical concepts to assess verbal questions or proposals.
• Ability to thrive in a team and matrixed environment.
• Capability to develop and execute innovative solutions.
• Exceptional process, project, and resource management skills.

Nice-to-haves

• Experience in incentive compensation design and management in the pharmaceutical industry.
• Familiarity with sales data analysis and reporting tools.

Benefits

• Health insurance coverage
• 401k retirement savings plan
• Paid holidays
• Professional development opportunities
• Flexible scheduling options