Associate Director Incentive Compensation

Job title: Associate Director, Incentive Compensation

• Location: Cambridge, MA

About the job:

The Associate Director, Field Incentives is responsible for overseeing the execution and delivery of strategic deliverables within the Incentive Compensation team. This is a critical role with ambition to continuously innovate to drive growth and execution for all US businesses and implement AI-enabled tools. The successful candidate will align and collaborate with GTMC Functional Leaders, other cross-functional support functions, Business Unit and Sales Leaders to ensure excellence in execution. In addition, the candidate will be identifying business efficiencies and developing innovative solutions to address market, industry, and brand opportunities based on modern industry benchmarks & customer engagement models.

The Associate Director, Field Incentives will report to the Director, Field Incentives with strong accountability to the Business Unit General Manager and Sales Leadership.

Ready to push the limits of what’s possible? Join Sanofi in one of our corporate functions and you can play a vital part in the performance of our entire business while helping to make an impact on millions around the world.

About Sanofi:

We’re an R&D-driven, AI-powered biopharma company committed to improving people’s lives and delivering compelling growth. Our deep understanding of the immune system – and innovative pipeline – enables us to invent medicines and vaccines that treat and protect millions of people around the world. Together, we chase the miracles of science to improve people’s lives.

Main responsibilities:

• Lead end to end IC design (plans, contests, awards) aligned to brand and corporate objectives, ensuring solutions are motivational, equitable, compliant, and fiscally responsible. Align and accelerate key Therapeutic Area business drivers as set by the business.

• Develop and execute robust models and simulations (using knowledge of modern industry go to market and customer engagement models) to assess incentives, contests, awards, and field structure design options and their trade-offs, effectively communicating implications and recommendations to facilitate real-time, data-driven decision-making for field leaders and BU leadership

• Maintain and manage run state of these activities linked to normal weekly, monthly & quarterly processes.

• Collaborate closely with Sanofi Hub teams to pull through IC operations and ensure flawless execution of IC deliverables

• Partner with GTMC teams to inform IC and award strategy, contest design and objectives, territory coverage and workload, aligning methodologies and assumptions across teams.

• Create opportunities for efficiencies in IC operations through process improvements and data analysis, partnering with the brands to implement solutions and track ROI.

• Develop communication/training materials to ensure a high level of field understanding of their IC plans, contests, awards, and territory/geography design.

• Establish and maintain IC governance (policies, business rules, SOPs), partner with BU Leadership/Legal/Compliance/Finance/P&C/Marketing/ teams, and drive quality, accuracy, and timeliness in all deliverables.

• Collaborate with colleagues in similar roles, cross-business unit to ensure best practice sharing, drive consistency and efficiencies, and effective leverage of support teams.

• Address data discrepancies and collaborate with Data Management to uphold high data integrity. Prioritize, triage, and resolve issues swiftly and clearly, maintaining field trust in our processes and deliverables.

• Own operations calendar and cross-functional operating rhythm, covering everything from territory design to performance tracking and payouts. Ensure that key timelines are consistently communicated to both field personnel and internal stakeholders and leaders.

• Leverage AI agents and advanced analytics platforms to improve IC plan structures, stress-test payout curves, run equity analyses, and benchmark against industry norms — ensure shift from manual execution to strategic interpretation and decision-making.

• Support the adoption of digital tools and automation in IC related activities, identifying opportunities to eliminate inefficiencies and share best practices across the North America commercial organization.

About You:

• 5+ years of experience in Biotechnology or Pharmaceuticals; Undergraduate degree, MBA preferred.
• High emotional intelligence, change management, communication & financial acumen is required.
• Demonstrated ability to drive change as a forward thinker within an organization, cultivating support and maximizing contribution from other cross functional team members.
• Knowledge of modern Go-to-Market models, customer engagement processes and KPIs, tactics including Account vs HCP selling models, KAM & GPO strategies, hybrid selling, rep & home office orchestration, etc.

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