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Sales Incentive Manager

Description

Want to find a better way? As Sales Incentive Manager with Reckitt, you’ll have the freedom to improve the way our sales team operates. 

 

Sales Incentive Manager 

Parsippany, NJ 

Competitive Salary & excellent benefits package 

Summary
 
The Sales Incentive Compensation Manager (IC) supports the U.S. IFCN Medical Sales organization. 
The Incentive Compensation (IC) responsibilities will include ongoing plan design and enhancements, and execute all IC administration (IC calculations, validations, identify award winners, contests and other projects as identified.)  A heavier emphasis will be needed on Incentive Compensation change management, reporting, and access to benchmark information to support well informed decision making and industry best practices. 
This position will be managing IC projects, developing standard processes, and plays a strategic role in assessing IC/Sales effectiveness of those plans. Within this role, the manager will need to apply analytical and problem-solving skills to resolve incentive compensation related issues. A key aspect of this position is responsibility for data analysis and reporting and providing necessary professional and/or technical level support and guidance. The ability to establish strong relationships with key stakeholders and work collaboratively cross functionally will be essential to success in this role. Change Management and Leadership skills are critical aspects of this role. The individual in this position handles projects and information requiring a high degree of confidentiality, integrity, and accuracy.
 

 

You’ll love it because… 

…you’ll get to make an impact like never before. You’ll be responsible for your own projects - we can’t wait to listen to your ideas. The products you get out there will make people’s lives better. Our iconic brands will provide an incredible platform for you. And our dynamic, ownership-driven culture will help bring the very best out of you, every day. 

Responsibilities


Assigned functions include: Management of Medical sales force Incentive compensation plans, and payout administration – Leadership Reporting and Individual Scorecard production – Goal alignment, methodology and distribution spread against US objectives – Adhoc analysis of field sales business performance with an emphasis on geographic based goal attainment – Manages all sales contests that connects to brand targeting strategy.

Systems and processes include: Incentive compensation processing system(s) - Nielsen and point-of-sale data base repository - Sales force automation system database containing field activity and hospital shipments - Clear understanding & use of Consumer Tracking Study data.

•    Strong collaboration with Field Leadership and Cross Functional Headquarter Leadership to identify Incentive Compensation solutions to support the needs of IFCN business 
•    Analyzes existing sales data, national goals, and other key pieces of information to develop and test methodologies for building goals at the region, district, and territory level 
•    Ensures transparency in goal setting methodologies with the field force through training and communications.
•    Supports incentive compensation plan strategic design process and related contests and awards for IFCN commercial field organization.
•    Assess IC plan, sales/call plan and contest effectiveness to ensure plan objectives are met. Evaluate and recommend improvements to optimize effectiveness.
•    Provide direction and perform quality control audits on all IC deliverables.
•    Develop and maintain project documentation including scope documents.
•    Work independently to process information and data to create reports on activities, trends, and projections regarding incentive plan performance, efficiencies, and possible improvements.
•    Design and develop complex financial models to analyze changes to existing incentive compensation programs or the implementation of new programs.
•    Responsible for change management and ongoing training for field personnel on all IC topics
•    Meet with sales management and key stakeholders to establish, monitor and review performance.
•    First line of support for field IC related questions, troubleshooting, and analysis of complex financial impact to both budget and/or individual payouts.
•    Manage one or more vendor teams to optimize operational effectiveness
•    Develop mitigation plans for operational issues as appropriate.
•    Prepare detailed workflow charts and diagrams that describe input, output, and logical operation of the IC process.
•    Create case studies identifying business trends regarding sales force metrics as they pertain to IC.
•    Supports Investigation of new and innovative methodologies for engaging and motivating the field force members through Incentive programs.
•    Ensure IC systems and processes are in alignment with compliance requirements
•    Familiarity with sequel programming/coding a plus
•    Ensures timely, consistent, and accurate reporting of all Incentive Compensation information and results.
•    Other projects as deemed necessary by management.
 

Qualifications


•    BA/BS degree in finance/ accounting, Business Management, Marketing, Mathematics or other hard sciences required 
•    5-7 years of hands-on experience in analysis related to sales operations, sales force effectiveness, financial budget/goal setting/tracking, marketing analytics or incentive compensation strategy
•    Pharmaceutical sales, sales operations or marketing experience is a plus
•    Sequel 
•    incentive compensation design, development, implementation, communications, change management, and assessment experience 
•    Ability to accurately assess and synthesize quantitative and qualitative information, draw conclusions, and present solutions to senior management
•    Recognized expertise in compensation and total rewards strategies and concepts
•    Cross-functional collaboration & relationship building
•    Strategic thinking and ability to constructively challenge and influence the decision-making process
•    Excellent organizational, presentation and communication skills
•    Ability to set and maintain multiple priorities in a fast-paced and deadline-oriented environment with shifting priorities while providing deliverables in a timely fashion.
•    Must be well-organized with excellent time management skills, attention to detail and accuracy.
•    Ability to effectively translate overall strategies into actionable operational plans and assure implementation
•    Must be qualified and proficient in the use of MS Office suite, with superior Excel and Access skills preferred
•    Ability to travel for key events and team meetings as needed on a limited basis
 

 

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Equality

All qualified applicants will receive consideration for employment without regard to age, disability or medical condition; colour, ethnicity, race, citizenship, and national origin; religion; pregnancy, family status and caring responsibilities; sexual orientation; sex, gender identity, gender expression, and transgender identity; protected veteran status; size or any other basis protected by appropriate law. 


Nearest Major Market: New York City
Nearest Secondary Market: Newark

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