Associate Director, Incentive Compensation Operations
AbbVie
Summary
The Associate Director, Incentive Compensation Operations (ICO) provides strategic leadership for the design and ongoing implementation of sales incentive compensation (IC) programs in partnership with Sales and Marketing. This role combines consulting, analytical, and communication skills to manage, harmonize, and optimize sales crediting—the process of aggregating raw customer-level sales data and applying AbbVie alignment and business rules to produce territory-level sales information.
Job description
Responsibilities Include:
Leadership
- Lead, develop, and mentor ICO Managers to build expertise, support professional growth, and strengthen accountability.
- Model self-sufficiency and demonstrate how to build and sustain in-house expertise across the broader Field Planning & Analytics Team (FPAT) & APEX organization.
- Influence without formal authority by guiding, coaching, and training TA IC leads.
- Coach ICO Managers to strengthen technical skills, stakeholder communication, process improvement, and collaboration with business partners.
- Oversee day-to-day vendor relationships and ensure vendor-supported projects use appropriate methodologies and remain within budget and on schedule.
Sales Crediting Operations – Execution, Optimization, Innovation
- Lead sales crediting processes and business rules for aligned franchises, including data sources, market definitions, alignments, on-label specialty filtering, and the Best Address Process.
- Lead the monthly and quarterly Incentive Data Audit processes conducted by the ICO team.
- Partner with the ICO team and key stakeholders to design and implement continuous improvement and innovation initiatives for Incentive Data Audits, the Business Rules Management System, and other components of the sales crediting system.
- Conduct ad hoc audits to support specific franchises during periods of high workload.
- Standardize processes across therapeutic areas while accommodating TA-specific needs to improve efficiency and reduce risk.
Sales Crediting Philosophy & Analytics
- Guide Central Operations & Sales Incentives in maintaining a consistent, centralized sales crediting philosophy.
- Develop analyses and insights to inform overarching sales crediting, IC, and summit philosophies, particularly those affecting multiple franchises.
- Lead strategic, high-visibility initiatives to harmonize sales crediting philosophy and processes across company entities and franchises.
- Lead complex cross-functional projects involving the IC Team, Field Planning & Analytics Team (FPAT), Business Technology (BTS), Commercial Data Operations, Insights & Analytics Teams, and other partners.
Requirements
- Bachelor's degree (BA or BS) required
- At least 8 years of analytical and/or commercial operations experience required
- Experience partnering with leadership to solve problems and implement solutions
- Proficiency in strategic thinking, problem-solving, innovation, cross-functional collaboration, analytics, leadership, results orientation, and communication
- Experience using AbbVie data sources to retrieve healthcare professional (HCP) and patient data
- Knowledge of Excel, PowerPoint, and Power BI
- Database querying skills
- Analytical expertise in regression, clustering, machine learning, and other advanced statistical methods
- Strong critical thinking and communication skills
- Ability to explain complex issues clearly and persuasively
- Ability to learn quickly and adapt
- Commitment to raising standards and embracing innovation
- Ability to develop in-depth knowledge of pharmaceutical industry data and therapeutic areas
Benefits
- Paid time off
- Medical, Dental & Vision
- 401(k)
- Long-term incentive programs
Company overview
AbbVie is a global biopharmaceutical company that discovers, develops, and markets advanced therapies for some of the world's most complex and serious diseases. Founded in 2013 as a spin-off from Abbott Laboratories, AbbVie has established itself as a leader in immunology, oncology, neuroscience, eye care, and virology. The company's flagship product, Humira (adalimumab), was one of the world's top-selling drugs for treating autoimmune conditions like rheumatoid arthritis and Crohn's disease. AbbVie maintains a robust pipeline of innovative medicines and has expanded its portfolio through strategic acquisitions, including Allergan in 2020. With research facilities across the United States and globally, AbbVie focuses on advancing science to improve patient outcomes while maintaining strong commercial operations worldwide. The company operates with a patient-centric approach and invests significantly in research and development to address unmet medical needs across multiple therapeutic areas.