Director, Incentive Compensation, Sales Planning, & Launches
Biogen
Cambridge, MAPosted 12 days agoDiscoveredMatch locked
Full time5+ years exp
About This Role
As the Director, Incentive Compensation & Sales Planning, you will play a critical leadership role in shaping Biogen's commercial deployment strategy across Incentive Compensation, Sales Planning, Call Planning, Territory Alignments, and Account Planning. You will be responsible for translating commercial strategy into scalable field execution models that drive performance, customer engagement, and business growth across Biogen's portfolio.
This highly visible role serves as a strategic partner to Sales Leadership, Therapeutic Area Leadership, Marketing, Market Access, Finance, HR, Compliance, Commercial Operations, and Decision Sciences. You will lead the design and governance of incentive compensation programs, field deployment strategy, territory alignments, and account planning models while ensuring alignment to corporate objectives and commercial priorities.
Acting as a key member of North America Commercial Operations, you will optimize field resource deployment, support customer engagement strategies, and create incentive structures that drive desired behaviors across a diverse field organization including Specialty Representatives, Rare Disease Teams, Key Account Managers, Account Directors, and Buy-and-Bill focused customer-facing roles. This role will play a significant part in supporting current growth brands and future launch readiness initiatives.
The position will partner closely with Decision Sciences, which maintains ownership of customer segmentation, targeting, and advanced analytics, ensuring insights are translated into actionable sales planning and deployment decisions.
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.
Job Level: Management Additional Information
The base compensation range for this role is: $196,000.00-$269,500.00 Base salary offered is determined through an analytical approach utilizing a combination of factors including, but not limited to, relevant skills & experience, job location, and internal equity.
Regular employees are eligible to receive both short term and long-term incentives, including cash bonus and equity incentive opportunities, designed to reward recent achievements and recognize your future potential based on individual, business unit and company performance.
In addition to compensation, Biogen offers a full and highly competitive range of benefits designed to support our employees' and their families physical, financial, emotional, and social well-being ; including, but not limited to:
- Medical, Dental, Vision, & Life insurances
- Fitness & Wellness programs including a fitness reimbursement
- Short- and Long-Term Disability insurance
- A minimum of 15 days of paid vacation and an additional end-of-year shutdown time off (Dec 26-Dec 31)
- Up to 12 company paid holidays + 3 paid days off for Personal Significance
- 80 hours of sick time per calendar year
- Paid Maternity and Parental Leave benefit
- 401(k) program participation with company matched contributions
- Employee stock purchase plan
- Tuition reimbursement of up to $10,000 per calendar year
- Employee Resource Groups participation
Why Biogen?
We are a global team with a commitment to excellence, and a pioneering spirit. As a mid-sized biotechnology company, we provide the stability and resources of a well-established business while fostering an environment where individual contributions make a significant impact. Our team encompasses some of the most talented and passionate achievers who have unparalleled opportunities for learning, growth, and expanding their skills. Above all, we work together to deliver life-changing medicines, with every role playing a vital part in our mission. Caring Deeply. Achieving Excellence. Changing Lives.
At Biogen, we are committed to building on our culture of inclusion and belonging that reflects the communities where we operate and the patients we serve. We know that diverse backgrounds, cultures, and perspectives make us a stronger and more innovative company, and we are focused on building teams where every employee feels empowered and inspired. Read on to learn more about Biogen.
All qualified applicants will receive consideration for employment without regard to sex, gender identity or expression, sexual orientation, marital status, race, color, national origin, ancestry, ethnicity, religion, age, veteran status, disability, genetic information or any other basis protected by federal, state or local law. Biogen is an E-Verify Employer in the United States.
Not included in the source posting: benefits.
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