Director, Pharma Field Sales, and Awards

Director, Incentives and Awards

Location:
Wilmington, DE – remote option is not available for this role.

Reports to:Senior Director, Field Operations
Direct reports:4

At AstraZeneca we play a critical role in making our pipeline accessible to patients.

What sets us apart here is being a research-driven enterprise, it means there’s always something new to be working on; new indications and securing access for new medicines to reach even more patients in need.

It’s our knowledge of patients, fused with our forward-looking mindset and innovations, that helps us to spot opportunities, get involved earlier and approach access sustainably.

As partners across the enterprise, our advice helps to inform and shape strategies across varied functions and levels. It’s through our strong negotiation and storytelling abilities that we connect the entire enterprise and beyond, reaching payer and government.

A unique blend of autonomy and collaboration – the complex nature of what we do means we have to be willing to run independently and without hesitation, whilst combining expertise from across the business.

If you enjoy challenging the way things are done, this is the place for you – we are always finding new ways to explore and innovate, to assess and steer the role we play in the healthcare ecosystem.

The Director, Incentives and Awards will lead the strategy, governance, and transformation of field incentive compensation and commercial awards across the BBU portfolio. Reporting to the Senior Director, Field Operations, this leader will shape programs that motivate compliant performance, strengthen field focus, improve payout transparency, and help senior leaders make better commercial decisions through disciplined analytics and governance.

This is a high-impact leadership role for a commercial incentives professional who wants to move beyond plan administration and influence how incentive compensation and recognition shape business execution. The role leads four direct reports and partners closely with Sales, Commercial Excellence, Finance, HR, Legal, Compliance, and vendors to modernize plan design, governance, analytics, communications, dispute resolution, awards, and operating processes.

This position is an onsite position in our Wilmington, DE offices. AstraZeneca follows a hybrid working model, with employees expected to be onsite at least three days per week in their assigned location. Candidates must possess the legal right to work in the relevant country. Remote work is not offered.

• Lead the strategy, design, communication, and implementation of field incentive compensation programs across the BBU portfolio, including annual plans, special incentive plans, and awards programs.
• Translate commercial strategy into incentive plans that drive compliant field focus, support launch and lifecycle priorities, account for territory and field force dynamics, and reflect specialty care, rare disease, and account-based selling complexity.
• Deliver sharper leadership insight through incentive analytics, including scenario modeling, payout curve analysis, performance tracking, budget impact, data quality, dashboarding, and plan effectiveness assessment.
• Lead, coach, and develop a team of four direct reports, building capability, accountability, and a high-performance service mindset across BAU delivery and transformation work.
• Influence senior leaders and cross-functional stakeholders across Sales, Marketing, Commercial Excellence, Finance, HR, Legal, Compliance, and vendors to align on fair, motivating, compliant, and financially responsible plans.
• Chair the Incentive Compensation Governance Committee, ensuring timely, well-documented decisions, audit-ready practices, exception management, and effective dispute resolution.
• Oversee Circle of Excellence and related awards programs, including eligibility criteria, governance, communications, stakeholder alignment, and partnership with commercial, compliance, event, and finance teams.
• Modernize the function by simplifying plan structures, improving payout transparency, strengthening manager enablement and field communications, enhancing…