Assoc Dir, Incentive Compensation & Field Performance

Responsibilities

• Incentive Compensation (IC) Own the end-to-end IC plan design process annually, including plan framework development, quota methodology, pay mix decisions, payout curve design, and IC plan documentation for all field sales teams.
• Develop and maintain in-house IC redesign modeling capabilities; independently execute scenario analyses, sensitivity models, and budget impact analyses for all leadership-driven redesign requests, eliminating reliance on vendor change orders for modeling work.
• Serve as the primary IC strategic advisor to the ED, Operations, CCO, VP of Sales, Head of Business Unit, and IC Governance Committee; present plan designs, redesign options, and financial modeling results with supporting analysis.
• Direct and manage Beghou Consulting as a defined-scope vendor for IC administration, Mainsail platform operations, data processing, and quarterly payout calculations; own vendor scope definition, contract oversight, and change order management to control costs.
• Establish and enforce IC program policies, governance procedures, and plan approval workflows, including coordination with the IC Executive Committee and HR/Payroll for plan sign-off and payout execution.
• Lead IC plan communication to the field sales force; develop and deliver clear, accurate IC plan documents and training materials to ensure full understanding of plan mechanics and payout calculations.
• Manage quarterly IC operations including goal and baseline setting, final payout approvals, exception and appeal reviews, and award and contest rankings in coordination with Beghou.
• Develop and promote IC best practices across business units; identify automation and process improvement opportunities in IC reporting and data workflows.
• Ensure accurate monthly, quarterly, and annual IC reporting for senior management and field; maintain data integrity across IC systems and reporting outputs.
• Provide IC onboarding and ongoing training for new field sales hires and internal stakeholders.

Operations Analytics & Field Performance

• Partner with the Analytics team to integrate sales performance data into IC modeling; validate baselines, attainment inputs, flag IC anomalies, and build leadership-facing visibility dashboards for plan performance.
• Develop and maintain field performance reporting including territory-level productivity, ranking, and trend analysis to support sales leadership decision-making across all commercial business units.
• Support quarterly and ad-hoc analytics requests from commercial leadership related to IC performance, field productivity, and business unit results.

Financial Analytics

• Partner with Finance on IC dollar re-forecasts during Latest Estimate (LE) cycles; provide accurate IC accrual inputs aligned to current plan attainment and payout projections.
• Work with Finance on month-end IC accruals; ensure timely and accurate accrual submissions and reconcile any variances to actuals at payout.
• Support ad-hoc financial modeling and analysis requests from commercial leadership, including field force cost modeling, ROI analysis, and budget variance reporting.
• Provide analytical support for commercial operations budget tracking, spend reporting, and financial planning activities.

Procurement

• Manage vendor contracts and purchase orders for commercial operations vendors, including IC administration, data providers, and analytics platforms; own SOW development, invoice review, and spend tracking.
• Support procurement processes for all commercial operations vendors, including vendor evaluation, onboarding, contract renewals, and change order management.
• Serve as the commercial operations liaison to Finance and Procurement for vendor governance, ensuring alignment on cost management and compliance with company purchasing policies.

Qualifications and Education Requirements

• BA/BS degree required; MBA or advanced degree in Finance, Business, or a related field preferred.
• 5+ years of experience in pharmaceutical or life sciences sales incentive compensation required.
• Demonstrated ability to independently design and model IC plans, including payout curves, quota methodology, and budget impact analyses, without vendor dependence.
• Advanced proficiency in Microsoft Excel (financial modeling, scenario analysis); experience with IC platforms (e.g., Mainsail, Xactly, Anaplan, or equivalent) strongly preferred.
• Proven track record presenting IC plan design and financial modeling results to executive leadership (CCO, VP Sales, or equivalent).
• Strong understanding of pharma sales force structure, territory design, and sales operations.
• Exceptional project management skills with the ability to manage multiple plan cycles, deadlines, and stakeholder workstreams simultaneously.
• Credible with senior commercial leadership and cross-functional partners including HR, Finance, and Analytics.
• Proficient in Microsoft PowerPoint, Outlook, and Teams.

Pay

The base salary range for this position is $170,000 - $200,000; the exact salary depends on various factors such as experience, skills, education, location, competencies and industry-specific knowledge. In addition to base salary, this position is eligible for participation in a competitive short term and long term incentive program based on performance and company results.

Benefits

ANI Pharmaceuticals offers a variety of benefits to eligible employees, including health insurance coverage, life and disability insurance, retirement savings plans, paid leave programs, paid holidays and paid time off.