Sales Incentive Compensation Associate Director
Job Summary - a concise overview of the job
This role assists in directing Endo’s enablement of incentive compensation (IC) program. The Associate Director acts on behalf of the Director, Sales Incentive Compensation to serve as a key point of contact between the Medical Therapeutics sales, marketing and operations related to the area identified above. This role must foster close working relationships with these internal areas as well as external stakeholders to ensure the sales organization’s remains productive.
Specific areas of focus include assisting in planning and implementing key operational strategies and tactics to support critical commercial business objectives as well as ensure compliance requirements are met. Utilizing a deep understanding of industry trends this individual will provide insights and recommendations for driving business performance associated with Endo’s Medical Therapeutics field sales organization. A major aspect of this position includes partnering with key stakeholders to understand their strategic drivers and performance objectives to design, model/test, create, communicate, implement and administer all Sales Incentive Compensation Plans and Contests for the Medical Therapeutics teams. The candidate will partner with the Director to direct all aspects of the activities of an IC vendor (defining service levels, managing to those service levels, ensuring appropriate controls, SOPs, and resourcing).
All incumbents are responsible for following applicable Division & Company policies and procedures.
Scope of Authority - span of control (work unit, site, department, division, etc.), monetary value of budget/spend authority ( capital, operating, etc.), P&L responsibility, etc.
Highly collaborative and influential role where decisions will be made in a team environment, involving key stakeholders from internal departments and external partners. Position requires extensive contact with identified stakeholders to assess required business processes, identify improvement opportunities, as well as implement appropriate solutions.
Internal Business Partner Contacts
§ Business Operations
§ Business Unit Leadership (Marketing and Sales)
§ Compliance and Legal
§ Marketing Operations
§ Meeting and Events
§ Sales Training
§ Commercial Insights and Analytics
§ Information Technology
§ Finance and Treasury
§ Human Resources
§ Service Providers / Consultants
§ Technology Solution Implementation Vendors
§ Software Vendors
Key Accountabilities - key outcomes/deliverables, the major responsibilities, and % of time
% of Time
Sales Incentive Compensation (IC)
§ Acts on behalf of the Director to direct the end-to-end Sales incentive compensation programs for Endo’s Medical Therapeutics sales teams.
§ Ensures consistent, reliable, quality delivery of all operations across the function.
§ Serves as key point of contact for Sales and Business Unit leaders for all IC activities.
§ Assists in leading the approval process of IC plans working with Sales, Marketing, HR, Finance, and Legal.
§ Assists in providing oversight of the quarterly payroll processing and annual trip processing.
§ Serves as key partner for the Medical Therapeutics Sales and Business Unit leaders as it relates to IC plan management.
§ Assists with Quality Control of information being sent to the IC vendors and with the reports returned from the IC Vendors.
§ Ensures quality analytical and decision-making capabilities are developed and applied to issue identification and solution generation.
§ Assists in creating, developing, and maintaining appropriate policies, procedures and SOPs.
§ Ensures effective communications and change management processes are in place.
§ Supports Endo’s compliance management efforts as they relate to the field sales organization.
§ Ensures collaboration between Commercial Operations, Information Technology, Legal, Compliance, Medical Therapeutics Sales and Marketing and others across Endo to produce consistent, quality, compliant operations, which assist in growing our business while ensuring compliance and risks are managed for the organization.
§ Identifies problems and challenges early between teams in order to provide resolution to meet alignment deadlines.
§ Acts as a liaison between disparate teams to ensure the proper files and information are being sent in a timely, quality controlled manner.
§ Partners with multiple vendors across stakeholder teams to provide understanding of business acumen and deadlines.
§ Establishes and maintains strategic relationships with required vendors to implement efficient and effective business processes and capabilities.
§ Assists in directing vendors on delivering high quality service and assure compliance with service level expectations and timelines to ensure effective delivery of services.
§ Holds vendor(s) accountable for results and that they represent Endo appropriately.
§ Ensures quality assurance and controls are in place.
§ Assists in defining and communicating a strategic direction and champion change management throughout the organization.
§ Understands and adapts insights from within Endo and externally from the broader healthcare environment to anticipate marketplace changes and define future direction for Endo.
§ Works with all business partners and required vendors to support the data collection and reporting requirements associated with US Federal Sunshine Act and Endo’s Corporate Integrity Agreement.
§ Ensures the proper level of detail is being captured to assist with Compliance reporting.
§ Assists, as needed, with the Quality Controls of certain files and reports associated with alignments and Sales IC.
Education and Experience
Minimal acceptable level of education, work experience and certifications required for the job
§ Bachelor's Degree is required; advanced degree preferred.
§ Seasoned, respected leader with 12+ years of experience in Life Sciences Sales, Marketing and/or Commercial Operations is required.
§ 5+ years of experience with Sales Force Effectiveness systems.
§ 5+ years of leading sales incentive compensation design, development and administration is required.
§ Prior experience leading teams focused on developing efficient and effective operational processes and technology solutions is required.
§ Ability to lead others without authority in order to move internal and external teams towards achieving goals that support Endo’s key strategic objectives.
§ Extensive experience managing third-party providers is required.
§ Experience with Pharmaceutical Sales Data.
§ Experience successfully evaluating and implementing technology to improve efficiency and productivity.
§ Advanced proficiency with all MS Office applications, MS Project and/or Visio.
Proficiency in a body of information required for the job
e.g. knowledge of FDA regulations, GMP/GLP/GCP, Lean Manufacturing, Six-Sigma, etc.
§ Deep understanding of Pharmaceutical industry current trends.
§ General knowledge of urology/endocrinology/bariatrics therapeutic areas.
§ Strong understanding of data sources and uses.
§ Expert knowledge of sales force business processes and systems
§ Deep understanding of available technology solutions used to optimize sales results.
Often referred to as “competencies”, leadership attributes, skills, abilities or behaviors that may be enterprise, functional or job specific e.g. coaching, negotiation, calibration, technical writing etc.
The candidate must have strong consultative / listening skills, ability to scenario plan, analyze data, and translate business requirements into actionable capabilities. They must demonstrate personal accountability for driving company growth initiatives in a structured and compliant manner. A proven track record of advising stakeholders and effectively influence business partners and peers is critical.
§ Demonstrated ability to facilitate and make complex decisions that involve multiple constituencies
§ Demonstrated ability to exercise independent judgment, handle confidential information with discretion and effectively collaborate with multiple functional units
§ Ability to assess and mitigate risks for Endo’s commercial success where mistakes could have a significant negative impact on Endo’s business and reputation
§ Demonstrated project management / execution skills and the ability to work on multiple projects simultaneously with little or no supervision under tight deadlines
§ Demonstrated initiative and strong problem-solving skills, including the ability to quickly assess critical situations, identify root cause of issues, anticipate needs and develop practical, meaningful solutions
§ Strong facilitation, communication, and presentation skill and ability to present to senior level colleagues clearly and effectively
§ Proactively stays current on industry trends and regulatory guidelines
Builds a Collaborative Culture
§ Listens to and carefully considers others’ perspectives, especially to manage and resolve conflict
§ Acts with an understanding and sensitivity to others
§ Encourages accountability and responsibility that enables others to act with integrity
Leads with Strategic Agility
§ Recognizes opportunities and challenges and modifies strategy accordingly
§ Moves easily between addressing current needs and planning for the future with informed insight
§ Considers marketplace and economic forces and trends in making sound business decisions
§ Decides and acts, even when faced with uncertainty
§ Clearly communicates the need for change and is actively responsive to the resistance it can evoke
§ Anticipates and proactively addresses the conflict and ambiguity inherent in change
§ Quickly focuses on the critical issues while prioritizing current work
§ Generates breakthrough solutions, and enables others to do the same
§ Draws on unexpected or seemingly unrelated ways of thinking
§ Operates from a framework of possibility
Physical & mental requirements e.g. lift 40 pounds, walk across plant/warehouse, business travel (% of time), driving as part of work responsibilities, etc.
§ This is a headquarters-based position that will require moderate travel (less than 10% of time).
Disclaimer: The above statements are intended to describe the general nature and level of work performed by employees assigned to this job. They are not intended to be an exhaustive list of all duties, responsibilities, and qualifications. Management reserves the right to change or modify such duties as required.