Overview
ViiV is seeking a Sales Performance and Incentive Manager. Our Sales Force Incentive Programs are critical to attracting, motivating, and retaining high-performing sales talent. We are looking for a commercially driven candidate who can translate strategic direction and forecasts into clear, transparent, and effective incentive programs that motivate the salesforce, reinforce accountability, and drive strong business results.
The ideal candidate combines strong analytical capabilities with a solid understanding of sales operations and incentive compensation principles. This individual will lead the execution of U.S. incentive compensation programs, partner closely across Sales, Finance, Legal, Compliance, and external vendors to ensure programs are delivered accurately and compliantly, and contribute to the evaluation and optimization of incentive strategies through data analysis, modeling, and insights.
This position reports to the Director, Performance Engagement.
Responsibilities
- Manage the ViiV-US sales incentive compensation program and ensure fields sales teams are paid incentive pay on-time and accurately.
- Partner with Sales Management implement and support Incentive compensation plans that support the Company’s strategic objectives.
- Collaborate with external vendor to ensure IC plans are in alignment with company guidelines and industry benchmarks.
- Manage the Incentive Compensation Management system, including the adjustments needed as IC plans change.
- Develop and deliver IC training and communication for Sales leaders and employees.
- Oversee annual sales award and sales special incentive programs – SPIF and budget utilization.
- Ensure the accuracy and timeliness of all IC related reports.
- Strong interface with matrix team including Finance, Legal and Compliance to ensure all Sales Force Incentive - SFI requirements are met.
- Implement and maintain rigorous audit processes to ensure data integrity.
- Develop strong relationships and communication methods across the sales organization.
- Serve as a point of contact for employees, managers and sales leaders to address questions regarding IC plans, perform research as needed to resolve issues and develop appropriate solutions to resolve exception payment requirements.
- Build incentive compensation dashboards and reports, providing Sales Leadership with real-time visibility into compensation plan performance and effectiveness.
- Develop all documentation (i. e. individual compensation plans and presentation decks) required for presenting plans to Sales and Senior Management Teams.
- Provide support and manage the ViiV-Sales Recognition system.
Why you?
Basic Qualifications:
We are looking for professionals with these required skills to achieve our goals:
- Bachelors Degree
- 5+ years of experience in sales, marketing, incentive compensation, or commercial analytics roles
- 5+ years of experience working in Excel including experience with large datasets, complex formulas, pivot tables, and data analysis/modeling
Preferred Qualifications:
If you have the following characteristics, it would be a plus:
- MBA or similar
- Incentive Compensation experience a big plus, but not required
- Clear understanding of Pharmaceutical data and sources in the US
- Demonstrated capabilities to manage complex matrix organizations
- Ability to synthetize and communicate messages to different audiences
- Highly independent and proactive
- Proficiency with Word and PowerPoint
- Candidates with Sales and or Sales leadership experience
- Specific experience with injectables and/or HIV or healthcare industry.
- Candidates with Consulting background
- Candidates with Customer Engagement, Customer Service and Training experience
- Candidates with Data Sciences education
