Manager, Sales Development – Compensation

This is a fully remote position, open to applicants in United States.

📋 Description

• Assist in the development of TAM/SAM/SOM market opportunity models by collecting and verifying data inputs, updating models, and preparing outputs for franchises and geographies.

• Facilitate customer segmentation and targeting through the application of approved models, generating segment and target lists, and uploading them into Salesforce.

• Aid in territory optimization and expansion analysis, construct scenarios and impact assessments, and implement approved alignment modifications.

• Contribute to the annual Operating Plan and quota-setting processes by calculating quotas at the territory level.

• Upload, maintain, and reconcile quotas and territory alignments within Salesforce and incentive compensation systems.

• Assist in the design and improvement of Oncology and Cardiology Sales Incentive Compensation plans, including commission structures, payout tables, and SPIFFs.

• Oversee incentive compensation administration, encompassing data collection, payout calculations, validation, exception reviews, and processing payments.

• Create, maintain, and audit compensation calculators and payout documentation.

• Support the transition to a unified compensation system and calendar while helping to assess and implement compensation automation.

• Collaborate with Finance, HR, and Legal for plan approvals, accruals, audits, and SOX compliance.

• Direct field rollout and communications for incentive compensation plans and changes, including plan documents, FAQs, and training sessions.

• Manage the President's Club and Circle of Excellence recognition programs.

• Act as the primary point of contact for field inquiries and disputes regarding quotas, attainment, and payouts.

• Develop and sustain Salesforce compensation reporting and dashboards.

• Generate recurring sales, financial, and attainment reports, as well as ad hoc analyses using Excel, Power BI, and Salesforce.

• Conduct semi-annual reviews of compensation effectiveness and recommend modifications to plans.

• Ensure data integrity across sales, Salesforce, finance, and incentive compensation sources.

• Create presentations and data visualizations for senior leadership.

• Collaborate across functions to align sales initiatives, goals, compensation structures, launches, and field readiness.

• Implement enhancements for processes, tools, and reporting.

• Manage relationships with external vendors and technology partners as needed.

• Perform additional duties as required by business needs.

⛳️ Requirements

• Bachelor's degree in Business Administration, Finance, Accounting, Economics, Life Sciences, or a related field (MBA is a plus).

• Over 5 years of experience in incentive compensation administration, sales operations, sales analytics, or related commercial operations roles, preferably in pharmaceutical, biotech, or diagnostics sectors.

• Practical experience in administering sales incentive compensation plans, including payout calculations, documentation of plans, and communication with the field.

• Knowledge of market sizing, segmentation, territory alignment, or quota-setting methodologies is preferred.

• Advanced skills in Excel and data analysis.

• Proficient in Power BI, Tableau, or similar analytical tools.

• Familiarity with CRM and reporting in Salesforce.com.

• Experience with incentive compensation systems like ECT is advantageous.

• Ability to convert complex data into straightforward recommendations and communicate effectively with both field personnel and senior leadership.

• Strong project management and organizational capabilities, with the ability to handle multiple priorities and deadlines in a fast-paced setting.

• High attention to detail and a commitment to accuracy, confidentiality, compliance, and audit readiness.

• A collaborative, service-oriented mindset and the ability to work across a highly matrixed organization.

🏝️ Benefits

• Competitive salary and performance-based bonuses.

• Comprehensive health insurance, including medical, dental, and vision coverage.

• Retirement savings plan with company matching contributions.

• Generous paid time off and holiday schedule.

• Opportunities for professional development and career advancement.

• A dynamic and supportive work environment.