Director, Incentive Compensation, Sales Planning, & Launches

What You'll Do

• Lead the strategy, design, governance, and administration of incentive compensation programs across Biogen's commercial organization.
• Partner with Sales, Marketing, Market Access, and Therapeutic Area leadership to translate business objectives into motivational and compliant compensation plans.
• Design incentive plans for multiple field customer-facing roles including Specialty Sales, Rare Disease, Key Account Managers, Account Directors, Market Access, and Buy-and-Bill focused field teams.
• Develop compensation strategies that reflect complex customer engagement models, account-based selling approaches, and cross-functional field objectives.
• Lead annual and in-year sales planning activities, including field sizing, territory design, geographic alignments, roster management, and deployment optimization.
• Own territory alignment strategy and execution to ensure field resources are aligned against the highest-value market opportunities.
• Develop and govern call planning frameworks that support effective field execution and customer engagement.
• Create account planning frameworks that support Key Account Managers and Account Directors operating within integrated health systems, organized customers, specialty providers, and strategic accounts.
• Partner with Market Access and Commercial leadership to optimize field deployment and incentive strategies supporting Buy-and-Bill customers, infusion centers, specialty pharmacies, and institutional accounts.
• Support Rare Disease commercial models where patient identification, referral networks, treatment centers, and account management strategies are critical to business success.
• Conduct scenario modeling and financial analyses to evaluate compensation plan effectiveness, field deployment changes, and organizational design decisions.
• Partner with Decision Sciences to ensure customer segmentation and analytical insights are effectively incorporated into sales planning, account planning, and territory design decisions.
• Ensure all incentive compensation and sales planning activities operate within legal, regulatory, and compliance guidelines.
• Manage relationships with external vendors and technology partners supporting incentive compensation, territory alignments, roster management, and sales planning capabilities.
• Drive continuous improvement of sales force deployment and incentive compensation capabilities through innovation and adoption of industry best practices.

Who You Are

You are a strategic and analytically minded commercial operations leader who excels at translating complex business challenges into practical and scalable solutions. You combine deep expertise in incentive compensation and sales planning with the ability to influence senior leaders across a matrixed organization. You are comfortable balancing strategic thinking with operational excellence and possess a strong understanding of how field deployment, account management, customer engagement, and performance incentives work together to drive commercial success. You have experience navigating specialty pharmaceutical and rare disease markets and understand the unique dynamics of Buy-and-Bill customer channels, integrated delivery networks, and account-based engagement models. You are recognized as a trusted advisor, collaborative partner, and people leader who can effectively communicate complex information to executive stakeholders while maintaining a strong connection to field realities.

Required Skills

• Bachelor's degree required; Advanced degree (MBA, MSc, PharmD, or related field) preferred.
• 10+ years of experience in biotechnology, pharmaceutical, commercial operations, sales operations, incentive compensation, sales planning, or sales force effectiveness.
• 5+ years of leadership experience managing teams and cross-functional initiatives.
• Deep expertise in: Incentive Compensation Strategy & Design, Sales Planning, Call Planning, Territory Alignments, Field Deployment Strategy, Account Planning, Commercial Operations.
• Demonstrated experience designing incentive compensation programs for both traditional sales representatives and account-based customer-facing roles.
• Experience developing compensation strategies and performance metrics for Key Account Managers, National Account Directors, Strategic Account Teams, or Market Access organizations.
• Experience supporting Rare Disease, Specialty Care, Neuroscience, Immunology, Oncology, or other specialty biopharmaceutical business models.
• Strong understanding of Buy-and-Bill reimbursement models, infusion networks, integrated delivery networks, specialty providers, and organized customer engagement strategies.
• Proven success translating commercial strategy into operational execution.
• Experience with CRM platforms, with Veeva strongly preferred.
• Strong communication, storytelling, stakeholder management, and executive presentation skills.
• Executive presence and ability to influence across highly matrixed organizations.

Preferred Skills

• Experience supporting commercial launches and field expansions.
• Experience working with Veeva CRM, SAP Commissions, Anaplan, Salesforce, and related commercial operations platforms.
• Experience designing compensation and deployment strategies across specialty, account-based, and market access-focused field organizations.
• Knowledge of provider economics, site-of-care strategy, and organized customer engagement models.
• Demonstrated ability to lead enterprise-scale incentive compensation, sales planning, and territory alignment initiatives.
• Strategic thinking with a focus on scalability, compliance, and operational excellence.