Associate Director, Pharma Commercial Operation

Director/Associate Director, Sales Operations & Incentive Compensation

Company Overview

KMK is a leading global data analytics and technology consulting firm, dedicated to empowering leaders in the Life Sciences sector with data-driven insights for improved decision-making. Our cutting-edge data analytics and software platforms cater to diverse needs, including data science, commercial operations, real-world evidence, and cloud information management. We enhance business strategies and operations through advanced analytics, extensive data sources, and deep technical and domain expertise. Our SalesOps platform drives commercial excellence by providing analytical guidance for sales planning and operations. We excel in data management using the latest cloud technologies and big data innovations.

With over 220 employees worldwide and a rapidly growing client base that includes several top 10 global Life Sciences companies, KMK offers high-touch on-site and onshore services supported by a global delivery platform.

Position Overview

We are seeking a Director/Associate Director of Sales Operations & Incentive Compensation to drive strategic insights on incentive compensation, targeting, and alignment. This role will be pivotal in business development, focusing on expanding existing business and acquiring new clients. The successful candidate will facilitate data-driven decisions to support revenue and profit growth.

Primary Responsibilities:

• Lead projects related to oncology/rare disease incentive compensation (IC) design and operations.
• Collaborate with Sales and Marketing stakeholders to develop and design compensation strategies and plans that enhance sales performance.
• Provide analytical support in SalesForce alignment, call planning/targeting, and incentive compensation.
• Utilize programming and software to develop processes supporting IC and call planning.
• Generate reports on call planning, incentive compensation, and alignment.

Key Duties:

• Support incentive compensation and alignment initiatives to optimize field resource investments.
• Apply advanced techniques for resource optimization and allocation using econometric and statistical modeling.
• Oversee and manage incentive compensation and targeting contractors.
• Manage relationships with stakeholders, including sales and marketing heads and General Managers, by creating presentations and facilitating meetings.
• Analyze field performance with contemporary data tools to recommend appropriate resourcing levels.
• Create and manage quarterly alignment, call plans, sales goals, and payouts, and oversee vendor collaboration for outsourced processes.

Qualifications:

• Bachelors degree in Computer Science or a related field.
• At least 7 years of business experience in analytics, particularly within pharmaceutical commercial analytics.
• Extensive experience in Incentive Compensation Design & Operations, with a focus on oncology/rare disease.
• Proven experience in managing both onshore and offshore teams.
• Experience in account management/business development.
• Proficiency in SQL and data visualization tools such as PowerBI or Tableau is essential.
• Experience with SAS/Python software or R is a plus.