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McKesson · 3 months ago

Director, Sales Compensation

USA, VA, Richmond

Full-time

Hybrid

Director/Executive

$130K/yr - $218K/yr

12+ years exp

McKesson is an impact-driven, Fortune 10 company that touches virtually every aspect of healthcare. The Director of Sales Compensation is responsible for providing strategic direction and driving the design, planning, and implementation of effective Incentive Compensation plans and policies while leading a team of Incentive Compensation professionals.

BiopharmaBiotechnologyHealth CareInformation TechnologyPharmaceutical

No H1B

Responsibilities

Partner with one or more BUs and the respective BU & sales executives and other key stakeholders to identify strategic priorities that support our corporate initiatives and define internal and external business processes to achieve those objectives related to the global compensation program

Drive the annual Sales Incentive Compensation planning and design process by creating the compensation plans and programs for the sales organization that incorporate quotas, accelerators, bonus programs and SPIFFs

Serve as an internal consultant to business leaders and executive leadership team on matters related to global compensation including job/role review, motivators, sales incentives design and administration

In collaboration with finance and product leaders, responsible for annual goal setting process, including accrual forecasts, review and approvals. Define and implement an effective costing model associated with the sales compensation program and work collaboratively with finance to ensure expenses align with targets

Based on research, analysis and internal/ external benchmarking, provide senior leadership with recommendations on program effectiveness for future program enhancements. Identify opportunities for process improvement; recommend solutions leveraging best practices. Develop and document processes/ procedures as appropriate

Define and administer audit processes to maintain data integrity of assigned compensation programs/ processes; ensure compliance with regulatory requirements. Support audit and/or control requirements as needed

Manage and develop a team of analysts responsible for plan administration, field inquires, executive level metrics, trending and reporting

Qualification

Sales Incentive CompensationAnalytical SkillsTeam LeadershipBusiness AcumenProject ManagementCommunication SkillsPresentation SkillsRegulatory ComplianceSalary SurveysCCP CertificationCSCP CertificationPowerPoint SkillsNegotiation SkillsConflict ResolutionCollaboration SkillsProblem Solving

Required

Degree or equivalent experience

Typically requires 12+ years of professional experience and 4+ years of management experience

Meaningful experience and deep expertise in Sales/Incentive Compensation required

Expert knowledge in sales incentive compensation concepts and plan structures, sales data tracking systems, processes, and methodologies

Strong manager/team leadership with experience managing direct reports

Strong business acumen. Ability to proactively identify issues/questions, problem solve, and make tough decisions

Ability to serve as strategic business partner and advisor to senior executive leaders, business leaders and other key stakeholders

Proven organizational & management skills; effectively manage and complete multiple priorities and projects

Communication, negotiation, and listening skills; ability to effectively influence and handle conflict resolution

Strong presentation skills; emphasis on building compelling presentations and presenting decisions to executive leadership

Ability to collaborate effectively across the organization on cross-functional initiatives

Highly developed analytical skills. Ability to define, measure, and plan performance metrics to identify opportunities for improvements and savings, demonstrable ability to use such data to shape, form, and influence best practices in sales incentive compensation plan design

Must be authorized to work in the US. Sponsorship is not available for this position