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  • Boehringer Ingelheim, Director, Incentive Compensation & Alignment (Remote)

    Description:

    As a member of the US Animal Health Customer Experience team, the Director, Sales Incentives and Alignments will design and administer sales incentive compensation plans as well as insource initiatives within the area of incentive compensation and cash/non cash contests for all sales forces for each business segment (species). This role is responsible for strategy, communication, innovation, administration and management of US sales incentive compensation. The Director will support field force motivation, strategic direction, and performance assessment.  Close alignment and collaboration are required with sales and marketing leadership within US Animal Health.

    In addition to the above, this role will be responsible for all aspects of territory alignment development and execution including territory design, mapping and alignment management across systems as well as ensuring cross functional and cross collaboration communication and alignment with Sales, Marketing, Sales Enablement and Data, Analytics and Insights.  This person is a thought leader in the area of territory planning, design, customer alignment and execution.

    As an employee of Boehringer Ingelheim, you will actively contribute to the discovery, development and delivery of our products to our patients and customers. Our global presence provides opportunity for all employees to collaborate internationally, offering visibility and opportunity to directly contribute to the companies’ success. We realize that our strength and competitive advantage lie with our people. We support our employees in a number of ways to foster a healthy working environment, meaningful work, diversity and inclusion, mobility, networking and work-life balance. Our competitive compensation and benefit programs reflect Boehringer Ingelheim’s high regard for our employees.

    Duties & Responsibilities:

    • Lead all aspects of US incentive compensation (IC) from plan design through administration
      • Oversee establishment of pay-for-performance objective measurements that properly motivate, compensate and reward BI’s eligible field teams
      • Ensure alignment between appropriate national forecasts and national IC goals
      • Lead partnership with Sales and Marketing to continuously evolve approach
      • Lead implementation strategy for the IC plan and related contests for all eligible field teams
    • Lead IC governance and health assessment programs
      • Establish IC governance process and leverage to enable timely and efficient decision making
      • Align with leadership and other functional areas to ensure integrity, quality, and a smooth process with timely payouts
      • Ensure the IC plan is self-funded and that appropriate payout accruals and budget variances are in line with sales achievement
      • Lead assessment of IC plan and contest effectiveness at national and sub-national levels to ensure plan objectives are met; evaluate and recommend improvements to optimize effectiveness
      • Oversee mitigation of plan and metric variances, where data and other anomalies require investigation, communication, and occasionally restitution to individual associates
      • Represent the Incentives team at Animal Health Global Customer Experience Leadership meetings
    • Lead integration of innovative concepts into the IC plan
      • Investigate new and innovative methodologies for engaging and motivating the field force members through incentive programs
      • Identify, gather, and share best IC practices from the competitive market place and continuously improve BI IC practices to drive and recognize positive sales results
      • Introduce creative and innovate IC ideas to drive BI Animal Health sales as appropriate
    • Lead internal IC team members
      • Manage, guide, and coach up to 5 direct reports
      • Ensure team members receive expert level training and assistance in key areas, such as use of analytical tools and data sources
    • Lead the development and execution of the IC communication strategy
      • Establish and maintain guiding principles for sharing key information with plan participants, leaders and other stakeholders
      • Oversee IC communication and implementation plan to the field and ensure integration of field input
      • Ensure transparency in sales goaling process to plan participants in order to demonstrate fairness and simplicity of plan design, while supporting field force motivation
      • Ensure consistent, timely, and thorough documentation and communication of IC plan design to field associates, in order to aid plan transparency, and minimize corporate legal exposure
    • Lead the team in support of the species business units to ensure the creation, optimization and alignment of sales territories and sales support teams to maximize the effectiveness of the sales force.
      • Work with species teams on the design of sales territories to maximize sales effectiveness
      • Ensure customers are effectively aligned to territories and across all sales and customer management systems
      • Drive key analysis in partnership with Data, Analytics and Insights to help design sales territories, optimize the sales coverage model, and improve various sales processes, practices, and procedures
    • Manage and develop the human capital in the team to provide excellence in performance, organizational flexibility, diversity, succession planning, coaching, change management and personal growth

    Requirements:

    • Bachelor Degree from an accredited institution.
    • Masters Degree preferable.
    • Experience in working with internal and external animal health or pharmaceutical sales data, preferred
    • Ten to twelve (10-12) years of experience in incentive compensation plan design for customer-facing teams – Strong job knowledge in territory planning and alignment, sales & marketing, use of analytics tools, performance measures, and budgeting.
    • Five or more (5+) years of people management experience.
    • Strong working knowledge of animal health industry regulations, processes and procedures – including regulatory, legal, compliance and sales and marketing.
    • Strong oral/written communications to broad, disparate audiences.
    • Well-developed leadership skills.
    • Demonstrated success in managing large-scale cross-functional initiatives.
    • Demonstrated ability to manage budgets and resources.
    • Demonstrated ability to achieve results in a highly matrixed organization.
    • Ability to understand the competitive environment and translate Opportunities into business actions.
    • Demonstrated ability to communicate with senior leadership.
    • Analytical problem solving skills.
    • Displays AAI behaviors: Agility, Accountability, and Intrapreneurship.

    Eligibility Requirements:

    • Must be legally authorized to work in the United States without restriction.
    • Must be willing to take a drug test and post-offer physical (if required).
    • Must be 18 years of age or older.

    Who We Are:

    At Boehringer Ingelheim we create value through innovation with one clear goal: to improve the lives of patients. We develop breakthrough therapies and innovative healthcare solutions in areas of unmet medical need for both humans and animals. As a family owned company we focus on long term performance. We are powered by 50.000 employees globally who nurture a diverse, collaborative and inclusive culture. Learning and development for all employees is key because your growth is our growth.

    Boehringer Ingelheim is an equal opportunity global employer who takes pride in maintaining a diverse and inclusive culture. We embrace diversity of perspectives and strive for an inclusive environment, which benefits our employees, patients and communities. All qualified applicants will receive consideration for employment without regard to a person’s actual or perceived race; color; creed; religion; national origin; age; ancestry; citizenship status, marital status; gender, gender identity or expression; sexual orientation, mental, physical or intellectual disability, veteran status; pregnancy, childbirth or related medical condition; genetic information (including the refusal to submit to genetic testing) or any other class or characteristic protected by applicable law.

    If you are interested in this position, please forward your resume to staffing@tgas.com.

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