AD

Title-Associate Director, Incentive Compensation/Sales Operations-PHARMA
Salary -$150-190k + bonus+ LTI + additional incentives
Location-Greater Boston, MA (hybrid 3x week in office) Relo provided

My client, aGLOBAL PHARMA COMPANY, is seeking an"Associate Director, Incentive Compensation with expertise in Design and Rewards"Professional!

Key Responsibilities

• In this position, the Associate Director will lead the design, implementation, and evaluation of IC plans and programs for a specific BU. They will work closely with senior sales and brand leadership to ensure that compensation strategies align with business goals, providing fair and motivating rewards for the sales team. The role also involves analyzing the effectiveness of the plans, ensuring continuous improvement to optimize their impact on business results.
• The Associate Director will oversee the administration and operations of IC plans, working with an offshore third-party team. This includes managing contests, annual awards, payout calculations, and IC reporting. They will be responsible for monitoring and adjusting the effectiveness of the plans, using data analysis, feedback, and audits to ensure the incentive structures drive desired behaviors.
• The Associate Director will serve as the primary point of contact for senior commercial leaders, collaborating across departments such as forecasting, analytics, HR, and finance to develop incentive strategies. They will use data-driven insights to evaluate and refine incentive plans, ensuring they are continuously aligned with organizational goals and market dynamics.

Requirements

• Master’s degree (desired) and 4years of experience in sales & marketing operations or data analytics within the Pharmaceutical domain
• 4+ years of experience in designing and managingPHARMA incentive compensationplans
• 6+ years of experience in sales leadership or operations in a complex organization
• Strong leadership, communication, and analytical skills with the ability to influence senior management and cross-functional teams
• Expertise in incentive compensation principles and their application to sales force dynamics
• Highly organized with the ability to manage multiple priorities and collaborate across time zones

Eda Zullo joined Smith Hanley in 2000 and has since become a driving force in the confidential recruitment of Commercial Analytics professionals across the Pharmaceutical, Biotech, Life Sciences, and Healthcare industries. With a sharp focus on data science, marketing science, sales analytics, forecasting, and data management, Eda is known for delivering high-impact talent that fuels business success.

Clients value her unmatched industry insight and her ability to identify candidates who excel both technically and culturally. One client shared, “Eda has a tremendous understanding of our hiring needs. She not only understands the job requirements, but also the ‘soft skills,’ which are just as important. It’s a true partnership. She’s placed most of our group—Eda is the BEST of the BEST!”

Before entering executive search at Smith Hanley Associates, Eda spent over 20 years in sales and marketing at the Muscular Dystrophy Association (MDA), covering the NY Tri-State area. She holds a B.A. in Sociology from Rosemont College and brings a rare combination of empathy, expertise, and results-driven focus to every search.

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