Director, Field Alignment & Incentive Compensation

Position Summary

This position requires expert knowledge of and experience with applying pharmaceutical industry targeting, alignment, call planning and Incentive Compensation practices. This position is responsible for providing strategic thinking to develop field alignment and structure as well as field Incentive Compensation programs that support Otsuka Customer Engagement Model. This position is responsible for overseeing implementation and providing on-going analytics on the effectiveness of IC programs put in place. Additionally, this position is responsible managing effectiveness of various tool and processes that are leveraged for territory and customer alignments, field roster and hierarchy, call plan feedback, Incentive Program and MBO management.  

This position requires a strong understanding of brand strategy and market dynamics and strong working knowledge of industry standards for Pharmaceutical Incentive plans along with an understanding of legal and compliance risks and mitigation approaches.  In addition, strategic thinking; strong planning, communication and collaboration skills; customer focus; and ability to effectively interact senior leadership, vendor management is  critical to this role.  This position requires strong attention to detail while maintaining focus on continuous improvement and creation of industry best internal and customer facing operations and processes. 

Key Job Responsibilities

• Responsible for providing thought leadership for design of Sales Incentive Plans (SIP) and contests that align with OAPI business strategies

• Responsible for developing approval materials for IC review committee and participating in IC review committee presentations

• Responsible implementation and for on-going analysis of plan effectiveness

• Work with data management team to triage and address any issues with inbound requests

• Responsible for timely and accurate administration of Incentive Plan

• Responsible for creation and dissemination of timely and accurate SIP payroll, accrual, and SIP related reporting

• Builds strong customer relations with numerous internal and external constituents

• Leads continuous improvement initiatives to enhance customer experience 

• Develop and maintain stringent quality control process and measures that ensures the accuracy of all reports and information disseminated from Sales Operations

• Responsible for leading any sales force sizing projects, demonstrating in-depth knowledge of various data sets, Segmentation and processes used for running sizing exercises.

• Responsible for end-to-end trimester sales planning cycle for the field across all teams.

• Lead cross functional team to align on inputs, timelines and delivery schedules, provide updates, address dependencies

• Responsible for accurate and timely output of People Assignment (Roster), Territory Alignment and Customer Alignment

• Responsible for planning, development, oversight, and timely deployment of territory, district, regional and national sales force geographical alignments

• Challenges partnership direction as needed to ensure OAPI’s requirements are addressed.

• Creates decision support resources for senior management

• Develops and maintains stringent quality control process and measures

Knowledge, Skills, Competencies, Education, and Experience

Required:

• Minimum 8 years pharmaceutical industry experience

• Minimum 5 years of hands-on experience developing Field Incentive Compensation plans strategy/Design & Execution,

• Minimum 3 years of direct experience working on sizing projects, developing alignments and call plans is needed

• Strong analytical skills and working knowledge of Incentive Compensation, analytics; plan simulations, fairness analysis and projection methodologies, Territory Design and Structure, Call Plan,

• Excellent knowledge of Pharmaceutical Sales data, IQVIA, and other data sources

• Strong written and oral communications skills and stakeholder management

• People Management in a Team environment

• Proficient in utilizing and applying analytics and strong Excel spreadsheet skills are a must

• Bachelor’s degree in Business, Information Systems, Mathematics, Management Science, Engineering, or other decision science

Preferred:

• Pharmaceuticals field experience

• Market research (primary and secondary – various databases- marketed and developmental products) or similar experience within the Pharmaceutical industry

• Strong negotiation skills and stakeholder management

• MBA 

Physical Demands and Work Environment

Travel (approximately 20**%**)

#PG1

Come discover more about Otsuka and our benefit offerings; https://www.otsuka-us.com/careers-join-otsuka.

Disclaimer: 

This job description is intended to describe the general nature and level of the work being performed by the people assigned to this position. It is not intended to include every job duty and responsibility specific to the position. Otsuka reserves the right to amend and change responsibilities to meet business and organizational needs as necessary.

Otsuka is an equal opportunity employer. All qualified applicants are encouraged to apply and will receive consideration for employment without regard to their protected veteran or disabled status, or any protected status.

Valid Proof of COVID-19 Vaccination or Accommodation

The COVID-19 Vaccination is mandatory for incoming new hires and employees. Uploading documentation with proof of full vaccination record or an Otsuka approved accommodation will be required during the pre-employment process as permitted by law. New hires must be fully vaccinated unless there is an approved accommodation prior to start date.

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