Manager, Incentive Compensation, Botox, Parkinsons and Eye Care

AbbVie - Florham Park, NJ

Full-time - Mid Level

Florham Park, NJ

Chemical Manufacturing

About the position

The Manager, Incentive Compensation (IC) for Botox Therapeutics, Eye Care, and Parkinson's (BEP) plays a pivotal role in the development and management of a motivational sales incentive program tailored to the strategic objectives of the BEP organization. This position encompasses a comprehensive range of responsibilities, including the design, analysis, implementation, and communication of sales incentive programs. The candidate will be tasked with ensuring that these programs are not only aligned with the overarching business strategies but also fair, equitable, and motivating for the sales teams involved. In this role, the Manager will consult on all aspects of incentive compensation, which includes planning and validating sales incentive programs, as well as managing special incentives that may arise. The individual will work closely with various stakeholders, including field sales, sales management, marketing, and executive leadership, to ensure that the incentive programs are effectively communicated and understood. This involves providing guidance on special incentive requests, assessing their alignment with business needs, and ensuring timely communication of any franchise-specific changes to external vendor teams. The Manager will also be responsible for performing regular analyses of incentive compensation results to identify areas for improvement and opportunities for enhancing motivational value. This includes evaluating the impact of changes in sales trends and market events on performance and incentive outcomes. The individual will host meetings with field sales teams to discuss and refine incentive programs, ensuring they reinforce desired behaviors and align with corporate objectives. Additionally, the Manager will develop communication materials that clearly convey the incentive program to leadership and field personnel, ensuring that the messaging is motivational and effective. This role requires a strong understanding of pharmaceutical sales data and the ability to articulate complex concepts clearly and confidently to various audiences, including executive leadership and large groups.

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 vendors, including project management and incentive validation.
• 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 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 opportunities for increased motivational value.
• 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 regarding incentive questions.

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 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 management within the pharmaceutical industry.
• Familiarity with sales data analysis tools and methodologies.
• Previous experience in a role that required public speaking and training delivery.

Benefits

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