Position Summary

The Senior Manager of Incentive Compensation for the Rare Disease field teams will be a subject matter expert in all areas of field incentive compensation plans, contests/SPIFFs, and award programs. The role is responsible for working with leadership to design and administer field incentive compensation and award programs at Acadia that serve to attract, retain, and motivate top field talent. This position will ensure that all incentive compensation and awards programs are fiscally responsible, aligned with company and product goals/objectives, administered in a consistent, accurate, timely, and compliant fashion. Additionally, this role will be responsible for providing proactive analyses of compensation, programs, and practices and recommending solutions to company leaders and IC governance committees.

This role will require close partnership and collaboration with Sales, Marketing, National Accounts, and Patient Service leadership teams. Additionally, as a member of the Field Force Effectiveness team, this position will also work closely and partner with others in the Commercial Analysis, Insights, and Analysis team along with those from People & Performance, Legal/Compliance, and IT departments along with outside vendors in order to fulfill the responsibilities of this position.  The ideal candidate will be a high-energy, detail-oriented, and self-motivated individual with a demonstrated history of strong focus on customer service, execution excellence, and great problem-solving capabilities

Primary Responsibilities

• Lead and administer the field incentive compensation, contest/award functional area for the US field teams that are motivating, rewarding, and aligns with business objectives by collaborating with internal stakeholder and vendors:
  • Lead the evaluation, development, design and administer IC Plans, contests, and annual awards for the Rare Disease Field teams, national account group, along with their field management teams
  • Provide leadership around governance, and approval process for IC plans, contests, and awards
  • Implement strategies and the administrative processes to ensure accurate goal setting, crediting,  performance and payout calculations.
  • Develop, deploy and administer routine reports/dashboards/scorecards that allows individual field team members and internal leaders to track their performance as it relates to their IC, contests/SPIFFs and awards.
  • Perform routine “Health-Check” and analysis on the individual IC plans, contests and awards to ensure that the plan performance is meeting the overall goals and objectives  
  • Lead the field Incentive Comp inquiring and investigation process, to track inbound requests, quickly research, and communicate back the findings/outcomes from the investigations
  • Ensure timely communication and documentation to the field teams around IC/contest/award plans, sales goals/quotas, performance status reports(dashboards), and the administration processes
  • Collaborate with the IT, Data Governance groups and outside vendors to ensure master data used for IC is accurate, that there is efficient integration between IC Platforms & the rest of the commercial data systems to provide accurate, efficient, and reliable “IC Grade” data for incentive compensation calculations and reports/scorecards
  • Work with Commercial Analytics setting field sales quotas to ensure alignment with topline forecast/Latest Estimates
• Act as a key point of contact for Commercial field teams including Sales Leadership.
• Other responsibilities as assigned.

Education/Experience/Skills

Bachelor’s degree in business administration, marketing, finance or related field; MS/MBA a plus.  Targeting 8+ years’ experience in the pharmaceutical industry in a variety of progressively responsible Sales & Marketing positions including 4+ years in Commercial or Sales Operations with at least 2 years’ experience in field-based incentive compensation plan development and/or administration. An equivalent combination of relevant education and experience may be considered. 

Must possess:

• The ideal candidate will embody Acadia’s core values: we fight for patients, we are driven by innovation, we are family,  we are determined, and we take our work seriously.
• Prior experience planning and managing sales incentive compensation plans, contests and award programs
• Well versed in field incentive compensation plan design, goaling methodologies, processes, and techniques
• Demonstrated success to work cross functionally in achieving approvals and deadlines for communicating IC plans, goals and payouts
• Experience in establishing and administer governance and robust quality control processes
• Highly proficient with MS excel and PowerPoint.
• Ability to think critically and form a methodical analytic approach to solving business problems.
• Well organized with a successful record of creating and managing complex project plans, timelines, budgets, and critical paths.
• Strong ability to multitask, prioritize, delegate, and manage shifting strategies, tactics, and responsibilities in a dynamic, cross-functional teamwork environment.
• Experience working with biotech/pharmaceutical commercial physician/patient/payer data (HUB, SP, RX, Claims), commercial data warehouse concepts, and PowerBI reporting tools (and/or similar analytics reporting platforms).
• Strong interpersonal skills with excellent verbal and written communication abilities
• Excellent diplomacy and facilitation skills; ability to influence without authority, skilled at negotiating with business partners or management and influencing senior level leaders
• Demonstrated on-stage presence and presentation skills with the ability to communicate complex concepts and ideas to leadership and the sales force in a easy to understand and relatable terms.
• Strong sense of customer service and care towards internal stakeholders, with success in communicating, understanding and supporting field team needs
• Insightful understanding of the regulatory, legal and compliance requirements for incentive compensation (bonus), and pharmaceutical sales/marketing
• Proficient at creating and communicating a clear vision among team members effectively aligning resources and activities to achieve functional area and/or organizational goals.

Scope

Establishes strategic plans for designated function(s).  Develops methods, techniques, and evaluation criteria for projects, programs, and people. Works on complex issues where analysis of situations or data requires an in-depth knowledge of functional area and related organizational objectives.  Erroneous decisions will have a serious impact on the overall success of functional area and may impact the long-term success of the Company.

Physical Requirements

While performing the duties of this job, the employee is regularly required to stand; walk; sit; use hands to finger, handle, or feel; reach with hands and arms; climb or balance; stoop, kneel, crouch, see, talk or hear in a standard office environment and independently from remote locations. Employee must occasionally lift and/or move up to 20 pounds.