Director, Incentive Compensation

This role resides within the Sales Analytics & Operations group in the Incentive Compensation department. It is responsible for the effective and efficient leadership and execution of all sales incentive compensation activities for one or more therapeutic sales teams. High-level individual contributor who will serve as key member of the Incentive Compensation team and manage cross-functional projects, and leads components of departmental projects of varying complexity. May manage, monitor, and/or review progress and accuracy of work of one or more contractors/vendors.

Primary Responsibilities and Qualifications:

• High-level performer who manages projects of significant complexity, requiring cross-functional collaboration.

• Responsible for all aspects of incentive compensation for one or more sales teams

• Own full end to end incentive compensation process including IC plan design, goal setting, administration, reporting, communication, awards/contests, data integrity/accuracy and IC governance.

• Deliver thought leadership and subject matter expertise to stakeholders by instilling best practices in all areas of incentive compensation in alignment with company objectives, brand strategies and sales force efforts.

• Design IC Plan options to reflect unique/complex market dynamics. Guide stakeholders to choose the best option by backing up recommendations with thorough analysis, simulations and clear presentation of complex material.

• Develop strategic partnerships with Sales & Marketing leadership and cross functional partners to ensure company objectives and brand strategies are supported and achieved through incentive compensation program.

• Possess deep knowledge of IC grade data (Xponent, DDD, SP, Claims), systems and processes to liaise with Data Strategy & Governance, Sales Analytics, Sales Operations, IT, and Integrated Insights to ensure data is accurate and reliable for incentive compensation and field reporting.

• Partner closely and effectively with the Sales Leadership and VP to ensure clear messaging and alignment on consistency and fairness of IC Program across all responsible IC plans.

• Work closely with Analytics and Forecast team to ensure alignment between national performance and sub-national IC performance. Understand drivers, assumptions, risks and opportunities with national forecast and drive quarterly discussions with VPs to align on national forecast to be used for IC goal setting.

• Continuously monitor IC performance and perform IC health checks to identify areas of opportunity for improvements.

• Benchmark and compare Gilead with direct competitors on IC plan design, goal setting, administration, reporting, communication, awards/contests and governance.

• Support Finance efforts through timely and accurate accruals for IC expense.

• Budget owner for IC Team project spend inclusive of both short term and long term projections.

• Ability to present complex modeling and analytics to business leaders in a concise direct manner ensuring understanding and ability to enable decisions.

Knowledge, Experience and Skills:

• 12+ years of experience and a Bachelor’s degree in business administration, economics, finance or related fields or 10+ years of experience with MS/MA or MBA

• Relevant experience in sales compensation, sales/marketing analysis, statistical analysis, and financial forecasting, preferably in the pharmaceutical or biotech industry.

• Strong analytical skills and storytelling with data.

• Demonstrated ability to pull together insights from a variety of sources and develop strategic guidance that result in a business decision or action

• Strong business acumen and excellent communication and interpersonal skills with the ability to gain consensus and act within a matrix team environment; Ability to work in a collaborative and influencing fashion that drives to business action

• Commit to excellent leadership in all activities and processes.

• Process difficult and sensitive questions/decisions using sound judgement and supportiveness.

• Leverage extensive project management and organization skills for optimal workflow, driving timelines, and navigating challenges to the project.

• Demonstrate comprehensive and advanced knowledge about the brand. Includes: Gilead products, competitors, market landscape and disease state.

• Leverage all understanding of the business, market and business objectives to identify new opportunities and strategies to create a better future state.

• Actively listen, trust and respect all stakeholders to develop an impactful business partnership

Preferred Experience:

• Experience in virology therapeutic area with establishing IC Plans designs and understanding market dynamics

• Pharmaceutical or healthcare related experience working on Incentive Compensation highly desirable

• Familiarity in working with limited or unique Pharma commercial data sets (i.e. claims) and understanding the nuances