The Associate Director, Incentive Compensation and Sales Planning, acts as a key strategic partner to the US Specialty group, responsible for aligning field planning and incentive compensation with overarching brand strategy. This is a highly visible and collaborative role requiring a strong, vocal brand partner who interacts with Heads of Sales, other APEX associate directors, and brand teams. The position allows for creativity and the opportunity to make a significant impact.

Primary areas of responsibility for the AD:

• Incentive Compensation (IC):
  • Lead a team of IC Managers to support the USS commercial sales teams.
  • Develop incentive programs based on identified marketing and commercial strategies to ensure alignment with brand strategy and overarching Incentive Program design.
  • Provide guidance and support in the development of special incentives, assessing requests based on business needs and alignment with guiding principles.
  • Evaluate proposals with respect to data availability and cost/time requirements.
  • Support Sales Leadership in the promotion of incentive plan design and concepts.
  • Perform regular analysis of incentive program results, proactively identifying areas of improvement and opportunity for increased motivational value.
  • Develop reporting, analysis, and insights that guide business decision-making.
  • Provide direct support to sales leadership to respond to incentive questions and perform investigations.
  • Develop communication materials that effectively communicate the incentive program in a clear, motivational way.
  • Ensure that upcoming franchise-specific changes are communicated in a timely manner to the outside vendor team.
• Sales Planning & Field Analytics:
  • Lead a team responsible for call plan strategy, alignments, and field analytics.
  • Consult with sales and brand management to formulate field force strategies, design/maintain alignments and identify targets for promotional and non-promotional tactics
  • Understand strategic and tactical issues, employ appropriate methodologies to analyze data and provide insights and recommendations as it relates to field deployment, customer targeting
  • Develop tools, processes and recommendations for sales force size, structure, and resource allocation
  • Drive multiple complex projects, balancing between short-term and long-term objectives and managing the projects within budget and timelines.
  • Design and deploy optimal solutions that are innovative, add value and meet current and future business requirements
  • Lead and guide junior members of the Sales planning team to perform franchise analytics, enhance the use of advanced modeling and analytic methods and produce results that fully leverage available data and analytics
  • Develop and deliver formal presentations that effectively communicate the results of complex analyses to senior management and sales leadership. Collaborate with peers, Franchise Liaisons, Integration teams, and Sales and Marketing leadership on a regular basis. Share successful strategies, best practices, and lessons learned with these constituents

Manage all aspects of vendor relationships on a day-to-day basis. Ensure vendor-assisted projects are managed within budget and timeline and appropriate methodologies are employed