Senior Manager, Global Sales Incentive Compensation

About the role

Design and refine annual global IC plans, ensuring alignment with business strategy and regional considerations.
Develop modeling scenarios, financial simulations, and sensitivity analyses for plan evaluation.
Create globally consistent design principles with structured local flexibility.
Maintain and enhance global IC governance and documentation.
Partner with cross-functional stakeholders to ensure ongoing compliance and clear global standards.
Lead IC governance cadence with senior stakeholders.
Oversee annual quota-setting processes across markets using historical performance, market potential, and forecasting inputs.
Ensure global fairness, consistency, and transparency in goal methodology.
Manage end-to-end incentive administration, including sales crediting, data integrity, payout calculations, and dispute management.
Collaborate with analytics, IT, and data teams to ensure accurate data pipelines and crediting logic.
Build dashboards and KPIs to track plan performance and behavioral impact.
Deliver insights and recommendations to senior leadership on IC effectiveness.
Conduct retrospective analyses to inform future design improvements.
Serve as global owner of IC administration platforms (Varicent).
Lead vendor relationship management, system configuration oversight, and process optimization.
Work closely with leadership across Sales, Finance, HR/People, Legal, and regional commercial teams.
Support broader Field Force Effectiveness initiatives where IC intersects with targeting, call planning, analytics, or forecasting.

Responsibilities

• Design and refine annual global IC plans, ensuring alignment with business strategy and regional considerations.
• Develop modeling scenarios, financial simulations, and sensitivity analyses for plan evaluation.
• Create globally consistent design principles with structured local flexibility.
• Maintain and enhance global IC governance and documentation.
• Partner with cross-functional stakeholders to ensure ongoing compliance and clear global standards.
• Lead IC governance cadence with senior stakeholders.
• Oversee annual quota-setting processes across markets using historical performance, market potential, and forecasting inputs.
• Ensure global fairness, consistency, and transparency in goal methodology.
• Manage end-to-end incentive administration, including sales crediting, data integrity, payout calculations, and dispute management.
• Collaborate with analytics, IT, and data teams to ensure accurate data pipelines and crediting logic.
• Build dashboards and KPIs to track plan performance and behavioral impact.
• Deliver insights and recommendations to senior leadership on IC effectiveness.
• Conduct retrospective analyses to inform future design improvements.
• Serve as global owner of IC administration platforms (Varicent).
• Lead vendor relationship management, system configuration oversight, and process optimization.
• Work closely with leadership across Sales, Finance, HR/People, Legal, and regional commercial teams.
• Support broader Field Force Effectiveness initiatives where IC intersects with targeting, call planning, analytics, or forecasting.

Requirements

• Minimum 5 years of experience in Incentive Compensation, Sales Operations, Commercial Analytics, or related commercial roles within pharma/biotech or similar industries.
• Bachelor’s degree in Business, Finance, Economics, Analytics, or related field.
• Strong foundation in IC plan design, quota methodology, payout modeling, and sales data analysis.
• Advanced Excel skills; proficiency with BI tools (Power BI, Tableau).
• Experience with IC administration systems such as Varicent, Xactly, or comparable platforms.
• Excellent analytical, problem-solving, and communication skills.
• Experience supporting global or multi-region sales teams.
• Familiarity with CRM environments (Veeva, Salesforce) and external data sources (IQVIA, claims data).
• MBA or advanced analytics degree.
• Strong strategic and analytical thinking with attention to detail.
• Ability to communicate complex IC mechanics clearly to field teams and executives.
• High integrity, particularly in handling sensitive compensation information.
• Strong project management and stakeholder-management capabilities.
• Ability to work in a fast-paced, matrixed, global environment.
• Accurate and timely global IC payouts.
• Strong adoption of IC governance and clarity across markets.
• Increased alignment between IC design and commercial objectives.
• Clear, consistent communication with field and regional leadership.
• Evidence of improved field motivation, performance transparency, and IC process efficiency.

Qualifications

• Minimum 5 years of experience in Incentive Compensation, Sales Operations, Commercial Analytics, or related commercial roles within pharma/biotech or similar industries.
• Bachelor’s degree in Business, Finance, Economics, Analytics, or related field.
• Strong foundation in IC plan design, quota methodology, payout modeling, and sales data analysis.
• Advanced Excel skills; proficiency with BI tools (Power BI, Tableau).
• Experience with IC administration systems such as Varicent, Xactly, or comparable platforms.
• Excellent analytical, problem-solving, and communication skills.
• Experience supporting global or multi-region sales teams.
• Familiarity with CRM environments (Veeva, Salesforce) and external data sources (IQVIA, claims data).
• MBA or advanced analytics degree.
• Strong strategic and analytical thinking with attention to detail.
• Ability to communicate complex IC mechanics clearly to field teams and executives.
• High integrity, particularly in handling sensitive compensation information.
• Strong project management and stakeholder-management capabilities.
• Ability to work in a fast-paced, matrixed, global environment.
• Accurate and timely global IC payouts.
• Strong adoption of IC governance and clarity across markets.
• Increased alignment between IC design and commercial objectives.
• Clear, consistent communication with field and regional leadership.
• Evidence of improved field motivation, performance transparency, and IC process efficiency.

Skills

• Strong foundation in IC plan design, quota methodology, payout modeling, and sales data analysis.
• Advanced Excel skills; proficiency with BI tools (Power BI, Tableau).
• Experience with IC administration systems such as Varicent, Xactly, or comparable platforms.
• Excellent analytical, problem-solving, and communication skills.
• Experience supporting global or multi-region sales teams.
• Familiarity with CRM environments (Veeva, Salesforce) and external data sources (IQVIA, claims data).
• MBA or advanced analytics degree.
• Strong strategic and analytical thinking with attention to detail.
• Ability to communicate complex IC mechanics clearly to field teams and executives.
• High integrity, particularly in handling sensitive compensation information.
• Strong project management and stakeholder-management capabilities.
• Ability to work in a fast-paced, matrixed, global environment.
• Accurate and timely global IC payouts.
• Strong adoption of IC governance and clarity across markets.
• Increased alignment between IC design and commercial objectives.
• Clear, consistent communication with field and regional leadership.
• Evidence of improved field motivation, performance transparency, and IC process efficiency.

Benefits

• Accurate and timely global IC payouts.
• Strong adoption of IC governance and clarity across markets.
• Increased alignment between IC design and commercial objectives.
• Clear, consistent communication with field and regional leadership.
• Evidence of improved field motivation, performance transparency, and IC process efficiency.

Pay

• Commensurate with experience.

Schedule

• Full time.