Senior Manager, Incentive Compensation

Role Description

The Senior Manager, Incentive Compensation will be responsible for managing the NeoGenomics Incentive Compensation Team and managing the overall Incentive Compensation process which will include the following:

• Annual plan design, approval and implementation
• Creating and adding to a customer master data file and responsible for all commercial administration analytics and tasks surrounding the customer data file
• Monthly administration of IC plans including calculation and payment for all incentive compensation plans
• Development, implementation and maintenance of field-based tools to assess performance to date vs. goal, gap analysis and opportunity analysis via scenario modeling
• Administration of all plan documents, including updates as needed
• Oversight of an exception review and approval process

Responsibilities:

• Lead and manage a team of analysts that will gather business needs, including VOS, and use insights to drive improvements across all functions that touch sales and ultimately drive a creative revenue through digital transformation of sales operations
• Manage compensation systems and tools for operations teams to track and administer incentive plans, including Vehicle and Cell Reimbursement programs, Sales Performance Incentive Fund (SPIF), etc.
• Monitor and administer sales commissions, collaborating with the Commercial Operations Business Analyst, and in partnership with Finance
• Ensure all incentive plans comply with legal and regulatory requirements
• Develop long-term incentive strategies that support the company's overall business objectives
• Create, implement, and maintain a master customer data file
• Lead and implement all commercial administration tasks and all analytics tasks
• Liaise with internal and external stakeholders to help establish detailed requirements for Incentive Compensation plans and administration
• Maintain familiarity with other corporate commercial initiatives and capabilities to support sales management informational needs
• Identify and remove friction from customer experience and commercial administrative hurdles
• Collaborate effectively with the Commercial Operations Team and other clinical departments
• Proactively work with commercial management to evaluate sales process and prioritize opportunities for improvement
• Develop a detailed understanding of our systems, architecture and business models
• Participate in cross-functional teams or projects
• Lead project goals and complete goals within established timeline
• Establish open and clear communication channels with various teams and departments at all levels within the organization
• Objectively seek out areas of systematic improvement that foster sales excellence and enablement
• Collaborate with analyst to develop and monitor Key Performance Indicators (KPIs) for all ongoing commercial operations initiatives related to IC and SPIFs
• Provide KPI initiative progress report on as needed basis
• Assist sales team and senior leadership in understanding operational process bottlenecks, inconsistencies, and opportunities for improvement in the IC process
• Collaborate with all stakeholders to develop and administer sales incentive compensation
• Direct and support the timely and consistent implementation of company initiatives
• Collaborate with the Sales, Commercial Operations, and IT teams to create next generational analytics, insight gleaning, and insight providing tools, driving customer retention and revenue appreciation
• Facilitate a culture of continuous process improvement and collaborate on change management for all sales impacting changes
• Coordinate with commercial management and executive leadership teams to optimize the effectiveness of technology investments

Qualifications

• Bachelor’s Degree required
• Incentive Compensation certifications preferred
• Experience designing, utilizing or administering IC programs
• Knowledge and experience in IC support systems / software
• Direct Oncology/Pathology/Laboratory Sales experience preferred
• Ability to develop and utilize cross-functional relationships to facilitate the accomplishment of goals and objectives
• Detailed understanding of sales processes, data tracking, and sales analytics
• Strong analytical, problem-solving, and communication skills to analyze and QC data from multiple sources
• Ability to manage with results oriented with focus on Service, Quality, and Continuous Improvement
• Advanced verbal and written communication skills
• Willingness to share and receive information and ideas from all levels of the organization in order to achieve the desired results
• Success managing teams and solving complex problems
• Ability to maintain an outstanding level of market, customer and product knowledge necessary to accomplish corporate objectives
• Excellent negotiation and customer service skills
• Outstanding strategic sales account planning skills
• Ability to handle sensitive information and maintain a very high level of confidentiality
• Advanced level of knowledge and understanding of the dynamics involved with organizational growth, change and development
• Effective and regular utilization of Salesforce.com
• Advanced presentation skills and business acumen a necessity
• Ability to work independently and effectively with minimal direction
• Strong administrative skills and sophistication to manage business in complex environments
• Ability to travel at least 20% of time