Director, Field 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; .

Statement Regarding Job Recruiting Fraud Scams

At Otsuka we take security and protection of your personal information very seriously. Please be aware individuals may approach you and falsely present themselves as our employees or representatives. They may use this false pretense to try to gain access to your personal information or acquire money from you by offering fictitious employment opportunities purportedly on our behalf.

Please understand, Otsuka will never ask for financial information of any kind or for payment of money during the job application process. We do not require any financial, credit card or bank account information and/or any payment of any kind to be considered for employment. We will also not offer you money to buy equipment, software, or for any other purpose during the job application process. If you are being asked to pay or offered money for equipment fees or some other application processing fee, even if claimed you will be reimbursed, this is not Otsuka. These claims are fraudulent and you are strongly advised to exercise caution when you receive such an offer of employment.

Otsuka will also never ask you to download a third-party application in order to communicate about a legitimate job opportunity. Scammers may also send offers or claims from a fake email address or from Yahoo, Gmail, Hotmail, etc, and not from an official Otsuka email address. Please take extra caution while examining such an email address, as the scammers may misspell an official Otsuka email address and use a slightly modified version duplicating letters.

To ensure that you are communicating about a legitimate job opportunity at Otsuka, please only deal directly with Otsuka through its official Otsuka Career website .

Otsuka will not be held liable or responsible for any claims, losses, damages or expenses resulting from job recruiting scams. If you suspect a position is fraudulent, please contact Otsuka's call center at: 800-363-5670. If you believe you are the victim of fraud resulting from a job recruiting scam, please contact the FBI through the Internet Crime Complaint Center at: , or your local authorities.