Manager/Associate Manager, Sales Analytics & Operations (Incentive Compensation)

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POST DATE 9/17/2016
END DATE 1/13/2017

Gilead Sciences, Inc Foster City, CA

Foster City, CA
AJE Ref #
Job Classification
Full Time
Job Type
Company Ref #
Mid-Career (2 - 15 years)
Bachelors Degree



Incentive Compensation

* Will be responsible for all Sales Incentive Compensation related matters for one or more of Gilead s therapeutic areas

* Must be subject matter expert and provide guidance on best practices for all IC related functions.

* Responsible for the design and administration of sales incentive plans to align corporate objectives, commercial strategies, and sales force efforts

* In charge of IC plan design implementation and communication, quarterly goal setting, plan administration, reporting, special incentives and other analysis as needed

* Conduct monthly health check to review IC performance and ensure fairness, accuracy and motivation metrics are being achieved

* Conducts analyses for use in design of sales incentive plans (goal setting, payout curves, plan components)

* Drives the roll out of compensation plans to field sales, preparing supporting documentation.

* Maintain policies, procedures and controls for sales incentive program

* Research and resolve questions raised by sales management and manage all communications related to IC eligibility, sales incentive calculations and payments.

* Calculates incentive payouts under a variety of scenarios and summarizes potential costs for budgeting and accrual purposes.

* Drives the process for design, communication, implementation and administration of Special Incentive Programs (Contests, Awards, and Kickers).

* Provides ad-hoc incentive compensation analysis, modeling of proposed sales incentive plans

* Liaises with Sales Analytics, HR, Finance, Sales Operations, Forecasting, Marketing, Business Conduct and IT to manage all aspects of Incentive Compensation

* Oversees benchmarking of incentive compensation design elements to ensure competitiveness of compensation programs within the industry

* Manages the development and implementation of sales force reporting tools and ensures accurate and timely monthly performance evaluation.

* QC monthly sales data and work with data vendors and other internal stakeholders to resolve discrepancies

* Works closely with other IC team members to ensure consistency in IC practices across different Gilead therapeutic areas

* Provides reliable and accurate analyses and reports to internal customers to support decision making on key strategies.

* Designs and implements repeatable processes of analysis that leverage previous investments in systems or data structures.

* Collaborates with various Company functions, to analyze operational requirements for reports, document system enhancements and implement system changes.

* Develops strong partnerships with BU leaders to become a trusted subject matter expert

* Participates in the development of written Standard Operating Procedures and documentation of all newly established processes.

* Manages ongoing business relationships with data vendors, consultants and selected partners.

* In addition to performing individual contributor tasks, assigns, monitors, and reviews progress and accuracy of work for an individual, a group of employees, a project or a vendor, but does not have formal personnel management responsibility.

* Manages projects requiring cross-functional collaboration.


* Must have experience with the design and implementation of sales incentive plans, including identifying relevant performance metrics and defining target performance levels.

* Capable of building analytical models that evaluate business situations and provide recommendations.

* Ability to assume full responsibility for accuracy and reliability of complex analyses.

* Must be able to effectively communicate technical information to non-technical members of senior management.

* Track record for excellent task management skills such as planning, prioritization, objective setting, meeting management and plan execution is required.

* Experience in a pharmaceutical environment is required, as is a solid understanding of principles relating to incentive compensation.

* In-depth knowledge of relevant software systems (e.g., MS Excel, Access, SAS, SQL, Cognos, Tableau, Alteryx, MS Word & PowerPoint, etc.) is required.

* Strong understanding of pharmaceutical data sources (e.g. IMS, SHS, SP, etc) is required

* In-depth knowledge of global Sales and Marketing organizations


* Bachelors in Business, Economics, Finance or related field plus

* Bachelors in Business, Economics, Finance or related field plus 5-8+ years of relevant experience in sales/marketing analysis, statistical analysis, and financial forecasting, preferably in the pharmaceutical or biotech industry. Or Masters, MBA plus 2-6+ years relevant experience.

* Advanced degree is desired.

As an equal opportunity employer, Gilead Sciences Inc. is committed to a diverse workforce. In order to ensure reasonable accommodation for individuals protected by Section 503 of the Rehabilitation Act of 1973, the Vietnam Era Veterans' Readjustment Act of 1974, and Title I of the Americans with Disabilities Act of 1990, applicants who require accommodation in the job application process may contact for assistance.

For more information about equal employment opportunity protections, view the EEO is the Law poster at :