Associate Director, Incentives and Awards

At AstraZeneca, we put patients first and we strive to meet their unmet needs worldwide. Working here means being entrepreneurial, thinking big and working together to make the impossible a reality. If you are swift to action, confident to lead, willing to collaborate, and curious about what science can do, then you're our kind of person.

Reporting to the Director, Incentives & Awards, the selected candidate will establish the development and implementation of effective field sales incentive compensation plans that are aligned with the needs of the business as well as develop cross functional partnership ensuring a high degree of customer service for BBU leadership.

This is a high visibility strategic partner role. The individual will be expected to lead all strategic and administrative Incentive Compensation design activities for three to four US BBU Sales teams.
Note: This is a hybrid role with a requirement to be in office in person at the AstraZeneca HQ location in Wilmington, DE for three (3) days per week.

Responsibilities:

• Support the BBU portfolio for field sales incentive plans, including design, modeling, deployment and administration.
• Collaborate with sales leaders, brand, Insights & Analytics as subject matter expert on incentive plan design to ensure appropriate metric selection to align Incentive Plans to brand strategy.
• Support contest development (aka special incentive plans), including design of KPIs, modeling, rollouts and administration.
• Ensure accurate delivery of performance reports, ranking reports, payroll and scorecards.
• Develop accurate goal model for field sales team to translate sales forecast into field goals; be responsible for on time and accurate delivery of sales goals.
• Lead and manage vendor partner teams to ensure on time and accurate delivery of all deliverables.
• Collaborate with compliance and HR to ensure consistency in policies, team objectives and communication.
• Partner with cross-functional teams (Brand, Forecasting, Insight & Analytics, Market Access) to deliver innovative solutions for business objectives and special projects.
• Deliver ad hoc sales effectiveness / analytics reports to respond to business questions from sales leaderships.
• Maintain all documentation of processes, SOPs, plan documents and exceptions.
• Resolve challenges or issues that arise with the administration of the plans; investigate questions from the field teams.
• Partner with data management, field reporting, and call planning teams to prioritize customer needs.
• Actively seek opportunities to enhance, innovate, and improve the quality of incentive processes.
• Align conduct with and uphold the AZ values.

Minimum Requirements:

• Bachelor's Degree in relevant field.
• 8+ years of Pharma/Biotech/Healthcare commercial operations or 8+ years of combined Pharma sales + marketing/commercial operations or 8+ years of Incentive Compensation experience.
• Demonstrated experience in roles of increasing responsibility with consistent track record of performance.
• Strong analytical skills; ability to work comfortably with large datasets for analysis and effectively generate insights.
• Strong leadership skills; ability to lead individuals who may note be direct reports, manage up and strong project/time management skills.
• Strong communication skills; able to communicate well verbally, in writing, and through presentations with senior and executive levels; proactive in sharing upcoming events, risks, and new ideas; end-to-end process ownership.
• The ability to hold yourself and others accountable.
• The ability to work collaboratively in a matrixed organization.
• Forward thinking and able to adapt and flex according to business needs and priorities.
• Strong MS Excel skills: must be able to work with large data sets to build workbooks, extract insights and work with IC data models (formulas, pivot tables, graphs).
• Experience building effective MS Powerpoint presentations.

Preferred Requirements:

• Minimum of 3+ years of field/sales operations experience; pharma Incentive Compensation experience preferred.
• Experience in managing external partners and vendors.
• Prior knowledge of pharma data: IQVIA, Specialty Pharmacy/Specialty Distributor.
• Working knowledge of field operations processes of call planning, targetting, alignment and CRM.
• Prior experience with Sales Analytics/CRM platforms such as Javelin, Veeva, SalesIQ, OCE, Callidus, Varicent.

Next Steps -- Apply today!

Interested? To be considered for this exciting opportunity, please complete the full application on our website at your earliest convenience -- it is the only way that our Recruiter and Hiring Manager can know that you feel well qualified for this opportunity. If you know someone who would be a great fit, please share this posting with them.

Date Posted
18-Apr-2025

Closing Date
27-Apr-2025Our mission is to build an inclusive and equitable environment. We want people to feel they belong at AstraZeneca and Alexion, starting with our recruitment process. We welcome and consider applications from all qualified candidates, regardless of characteristics. We offer reasonable adjustments/accommodations to help all candidates to perform at their best. If you have a need for any adjustments/accommodations, please complete the section in the application form.