Associate Director, Incentive Compensation Operations

The Associate Director, Incentive Compensation Operations (ICO) provides strategic leadership for the design and ongoing implementation of sales incentive compensation (IC) programs in partnership with Sales and Marketing. This role combines consulting, analytical, and communication skills to manage, harmonize, and optimize sales crediting—the process of aggregating raw customer-level sales data and applying AbbVie alignment and business rules to produce territory-level sales information. The Associate Director collaborates closely with therapeutic area (TA) leads, field leadership, vendors, and internal commercial teams to advance Incentive Compensation objectives.      

The Analytics & Performance Analytics (APEX) function supports AbbVie’s U.S. organization through a team of researchers, analysts, data scientists, and strategists committed to being best-in-class in the biopharmaceutical industry. As strategic in-house counsel, we help ensure that decisions are informed by the insights we develop. We continually expand our capabilities and encourage team members to be authentic, creative, and candid. Our passionate, diverse, flexible, and inclusive culture welcomes the best ideas, wherever they originate. We bring intelligence, energy, individuality, and innovation to our work—and invite you to join us.

Responsibilities Include:

Leadership

• Lead, develop, and mentor ICO Managers to build expertise, support professional growth, and strengthen accountability.
• Model self-sufficiency and demonstrate how to build and sustain in-house expertise across the broader Field Planning & Analytics Team (FPAT) & APEX organization.
• Influence without formal authority by guiding, coaching, and training TA IC leads.
• Coach ICO Managers to strengthen technical skills, stakeholder communication, process improvement, and collaboration with business partners.
• Oversee day-to-day vendor relationships and ensure vendor-supported projects use appropriate methodologies and remain within budget and on schedule.

Sales Crediting Operations – Execution, Optimization, Innovation

• Lead sales crediting processes and business rules for aligned franchises, including data sources, market definitions, alignments, on-label specialty filtering, and the Best Address Process.
• Lead the monthly and quarterly Incentive Data Audit processes conducted by the ICO team.
• Partner with the ICO team and key stakeholders to design and implement continuous improvement and innovation initiatives for Incentive Data Audits, the Business Rules Management System, and other components of the sales crediting system.
• Conduct ad hoc audits to support specific franchises during periods of high workload.
• Standardize processes across therapeutic areas while accommodating TA-specific needs to improve efficiency and reduce risk.

Sales Crediting Philosophy & Analytics

• Guide Central Operations & Sales Incentives in maintaining a consistent, centralized sales crediting philosophy.
• Develop analyses and insights to inform overarching sales crediting, IC, and summit philosophies, particularly those affecting multiple franchises.
• Lead strategic, high-visibility initiatives to harmonize sales crediting philosophy and processes across company entities and franchises.
• Lead complex cross-functional projects involving the IC Team, Field Planning & Analytics Team (FPAT), Business Technology (BTS), Commercial Data Operations, Insights & Analytics Teams, and other partners.