Director, Incentive Compensation & Field Engagement
Director, Incentive Compensation & Field Engagement
Location: Durham, NC (2 days onsite/week, relocation package available)
A leading biopharmaceutical organization is seeking a Director, Incentive Compensation & Field Engagement to lead the strategy, governance, and execution of sales force performance programs across a national commercial organization.
This highly visible leader will oversee incentive compensation, sales performance management, field engagement initiatives, and cross-functional commercial planning efforts. The role requires a balance of strategic thinking, analytical rigor, operational excellence, and strong partnership with field leadership to drive performance, accountability, and engagement.
Key Responsibilities
- Lead the design, implementation, and optimization of incentive compensation programs that align sales behavior with commercial objectives.
- Manage a team and external vendor partners responsible for incentive compensation administration, reporting, and execution.
- Develop performance frameworks, business rules, scorecards, and measurement approaches that support commercial strategy.
- Partner with Sales Leadership, Field Operations, Analytics, HR, Finance, Legal, and Compliance to drive performance and execution excellence.
- Provide strategic leadership on territory alignment, deployment planning, targeting, field force effectiveness, and performance measurement.
- Establish governance processes that ensure fairness, transparency, compliance, and operational accuracy across performance programs.
- Deliver executive-level insights and recommendations to improve sales productivity, engagement, and organizational effectiveness.
- Drive process improvements, reporting automation, and scalable performance management capabilities.
- Serve as a trusted partner to field leadership, helping translate strategic priorities into actionable programs that motivate and engage commercial teams.
Qualifications
- Bachelor's degree required; advanced degree preferred.
- 9+ years of experience within pharmaceutical, biotech, or consulting commercial organizations.
- Deep expertise in incentive compensation, sales operations, field effectiveness, commercial excellence, or sales performance management.
- Experience leading cross-functional initiatives and influencing senior stakeholders.
- Strong analytical skills with experience leveraging sales, customer, and performance data to drive decision-making.
- Demonstrated people leadership experience and success managing external partners or vendors.
- Excellent communication and executive presentation skills.
**Candidates who do not meet the requirements above may not be considered.**
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