About this role
Job Description
As the Associate Director of Sales Planning and Incentive Compensation you will be responsible for the administration, execution, and delivery of our Sales Planning & Incentive Compensation (IC) services for the US Kidney sales team. This includes the sales team alignments, targeting, and incentive compensation deliverables. You will be a strong collaborator with the business unit teams to proactively recommend sales planning and IC strategy to ensure alignment with brand objectives, as well work with internal team members, vendors, and provide individual work contribution in the delivery of these services to meet business expectations and on-time, quality deliverables.
This is a hands-on role and will require both tactical experience and expertise in pharmaceutical sales planning, IC, and data management to ensure the “end-to-end” planning and delivery of all sales planning and IC services.
Key responsibilities will include and are not limited to the following:
Sales Planning:
- Develop and manage field alignment, workload calculation, and territory mapping as needed for new brand launches, field size/roles, and data source optimization.
- Align on Targeting and Call Planning structure for field force prioritization based on business unit strategy, data insights/modeling, sales leadership reviews, and ongoing refinements based on field or brand insights, strategic objectives, and field size and role evolution.
- Work with Data Management, IT, and other internal stakeholder to ensure proper loading of customer data, targeting refreshes, alignment management, and supplier data delivery receipt.
- Optimize and recommend data sources to be used in Sales Planning activities across all field role types including IDN, Institution, and HCP field teams, leveraging data sources such as Retail, Institution, Specialty Pharmacy, and other available data tools and suppliers.
Incentive Compensation:
- Recommend IC Design for business units based on brand and field leadership business objectives for annual IC Plans, as well as opportunities for Contests & Awards to ensure all incentive plans are motivational, compliant, and equitable.
- Plan and deliver IC Calendar to ensure all stakeholders are aligned and accountable in the quarterly processes in delivery of IC Goals, Data Delivery/Processing, Scorecards, Field leadership reviews, and Payout file deliverables.
- Development of IC SOPs and KPIs to ensure accuracy, on-time delivery, and compliance adherence to all IC components.
- Lead Business Unit and field education of IC Plans, data sources and business rules, and scorecards/payout delivery, to ensure high understanding of the IC plans/contests/awards, minimal discrepancies and inquiries, and optimal accuracy.
Required Skills:
- Proficient in pharmaceutical sales planning and incentive compensation design and delivery
- High expertise in pharmaceutical sales data sources and data suppliers across retail, institution, and specialty pharmacy prescription and customer data sets
- Expertise in brand/sales leadership collaboration and consultation for plan design and engagement, field communications and support, and operational delivery of sales planning and incentive compensation components
- Familiar with Sales Planning and Incentive Compensation tools and vendors to optimize delivery accuracy and efficiency.
- Ability to lead and partner well with internal operational delivery stakeholders including IT, Data Management, Data Suppliers, Compliance, Legal, and Vendor support companies to align and agree to deliverables, quality levels, and ongoing inquiry/operational support service levels
- Excellent communication, presentation, and external stakeholder engagement abilities
Qualifications:
- Bachelor's and 8 years of experience in pharmaceutical data/sales operations; including 5+ years of experience in Sales Planning and Incentive Compensation design and delivery
- Strong understanding of the life sciences industry
- Proven leadership skills, strong communication and vendor management
Pay Range:
$156,000 - $234,000Disclosure Statement:
The range provided is based on what we believe is a reasonable estimate for the base salary pay range for this job at the time of posting. This role is eligible for an annual bonus and annual equity awards. Some roles may also be eligible for overtime pay, in accordance with federal and state requirements. Actual base salary pay will be based on a number of factors, including skills, competencies, experience, and other job-related factors permitted by law.
At Vertex, our Total Rewards offerings also include inclusive market-leading benefits to meet our employees wherever they are in their career, financial, family and wellbeing journey while providing flexibility and resources to support their growth and aspirations. From medical, dental and vision benefits to generous paid time off (including a week-long company shutdown in the Summer and the Winter), educational assistance programs including student loan repayment, a generous commuting subsidy, matching charitable donations, 401(k) and so much more.
Flex Designation:
Hybrid-Eligible Or On-Site EligibleFlex Eligibility Status:
In this Hybrid-Eligible role, you can choose to be designated as:
1. Hybrid: work remotely up to two days per week; or select
2. On-Site: work five days per week on-site with ad hoc flexibility.
Note: The Flex status for this position is subject to Vertex’s Policy on Flex @ Vertex Program and may be changed at any time.
#LI-Hybrid
Company Information
Vertex is a global biotechnology company that invests in scientific innovation.
Vertex is committed to equal employment opportunity and non-discrimination for all employees and qualified applicants without regard to a person's race, color, sex, gender identity or expression, age, religion, national origin, ancestry, ethnicity, disability, veteran status, genetic information, sexual orientation, marital status, or any characteristic protected under applicable law. Vertex is an E-Verify Employer in the United States. Vertex will make reasonable accommodations for qualified individuals with known disabilities, in accordance with applicable law.
Any applicant requiring an accommodation in connection with the hiring process and/or to perform the essential functions of the position for which the applicant has applied should make a request to the recruiter or hiring manager, or contact Talent Acquisition at [email protected]
Other facts
About Vertex Inc.
The rapid changes taking place in today’s global business, technology, and regulatory environments are having a compounding effect on the complexity of indirect tax management and putting more pressure on the corporate tax function than ever before. This complexity demands intelligent solutions that enable businesses to satisfy tax obligations and support growth opportunities.
The Trusted Leader in Tax Technology
We're Vertex (VERX). A pioneer in tax automation for more than 40 years. We proudly serve over 4,000 customers worldwide with distinction and provide comprehensive tax solutions that enable global businesses to transact, comply and grow with confidence.
Our software, content and services address the increasing complexities of global commerce and compliance by reducing friction, enhancing transparency and enabling greater confidence in meeting indirect tax obligations. As a result, our software is ubiquitous within our customers’ business systems, touching nearly every line item of every transaction that an enterprise can conduct. Our software is fueled by over 300 million data-driven effective tax rules and supports indirect tax compliance in more than 19,000 jurisdictions worldwide.
We partner with the world’s most respected companies and harness their strengths to deliver the best tax technology solution to businesses across the globe. We integrate with key technology partners that span ERP, CRM, procurement, billing, POS and e-commerce platforms. We also work closely with over 50 tax, accounting and consulting firms to provide the integrated tax technology solutions.
Our culture is the foundation of everything we do, guided by a common purpose to build trusted relationships at work, in business and in our communities. We strive to be a values-driven employer of choice who attracts, retains and inspires talented professionals to achieve their full potential. We employ over 1,100 full-time professionals today in the US, Europe and Brazil.
What you'll do
- The Associate Director will manage sales planning and incentive compensation services for the US Kidney sales team, ensuring alignment with brand objectives. Responsibilities include developing field alignment, optimizing data sources, and delivering incentive compensation plans.
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