Head of Sales Management

Job ID: 31160841Company: Abbott LaboratoriesLocation: Alameda, California, United StatesEmployment type: full timeCategory: SalesIndustry: HealthcarePosted: 2026-10-05 About Abbott Abbott is a global healthcare leader, creating breakthrough science to improve people’s health. We’re always looking towards the future, anticipating changes in medical science and technology.
Working at Abbott
At Abbott, you can do work that matters, grow, and learn, care for yourself and your family, be your true self, and live a full life. Career development with an international company where you can grow the career you dream of.
Employees can qualify for free medical coverage in our Health Investment Plan (HIP) PPO medical plan in the next calendar year.
An excellent retirement savings plan with a high employer contribution
Tuition reimbursement, the Freedom 2 Save student debt program, and FreeU education benefit - an affordable and convenient path to getting a bachelor’s degree.
A company recognized as a great place to work in dozens of countries worldwide and named one of the most admired companies in the world by Fortune.
A company that is recognized as one of the best big companies to work for as well as the best place to work for diversity, working mothers, female executives, and scientists.
At Abbott Diabetes Care (ADC), we are transforming the management of diabetes through innovative technologies that empower people to live healthier, more active lives. As a global leader in continuous glucose monitoring and diabetes care solutions, Abbott is committed to delivering meaningful innovations that improve patient outcomes and shape the future of healthcare.
As Manager, Sales Administration & Incentives , you will serve as the strategic leader responsible for the design, governance, implementation, and continuous optimization of sales incentive compensation programs and field administration processes across Abbott Diabetes Care's commercial organization. This highly visible role partners closely with Commercial Leadership, Finance, HR, Sales Operations, Analytics, Compliance, and Information Systems teams to ensure compensation programs effectively drive business strategy, reward performance, and support organizational growth.
You will lead the development and administration of incentive compensation plans, sales force targeting and territory alignment initiatives, quota and goal-setting processes, and recognition programs that motivate performance while ensuring operational excellence, compliance, and financial stewardship. This role requires a combination of strategic thinking, analytical rigor, business acumen, and leadership influence to guide key commercial decisions and support evolving business priorities.
Reporting to the Director, Sales Operations , this role serves as a key member of the Commercial Excellence organization and plays a critical role in advancing sales force effectiveness and performance across ADC.
Lead the development, implementation, and ongoing optimization of sales incentive compensation programs for multiple sales and field-based organizations.
Partner with Commercial Leadership to develop compensation strategies that align field execution with organizational priorities and business objectives.
Conduct regular incentive plan effectiveness assessments, performance analyses, and compensation health checks to identify opportunities for improvement.
Evaluate compensation plan performance against strategic business goals and recommend plan modifications that improve motivation, productivity, and sales outcomes.
Lead annual and quarterly planning processes, including compensation plan recommendations, executive review materials, and governance committee approvals.
Provide strategic guidance regarding new product launches, commercial channel evolution, organizational redesigns, and market expansion initiatives.
Sales Administration & Field Effectiveness
Lead goal-setting, quota allocation, territory alignment, targeting, and field roster administration processes to ensure equitable and effective commercial execution.
Oversee territory alignment and realignment activities, ensuring strategic market coverage and sales force deployment optimization.
Partner with Commercial Excellence and Sales Leadership teams to evaluate performance trends and identify opportunities to improve sales force effectiveness.
Support Presidents Club, recognition programs, and other field incentive initiatives designed to reinforce key business priorities and behaviors.
Financial Oversight & Operational Excellence
Establish and maintain effective internal controls, audit processes, and governance frameworks to ensure compliance with corporate and regulatory requirements.
Partner closely with Finance, Payroll, HR, Compliance, and Internal Audit teams to ensure accurate compensation administration and risk mitigation.
Ensure all compensation processes comply with SOX requirements, OEC policies, and the Abbott Code of Business Conduct.
Analytics & Strategic Business Partnership
Serve as the primary advisor to Sales Leadership regarding sales incentive compensation performance, field effectiveness metrics, and compensation-related decision making.
Deliver executive-level insights and recommendations through advanced analyses of sales performance, productivity metrics, compensation outcomes, and market dynamics.
Identify emerging business risks, performance trends, and opportunities through data-driven analysis and scenario modeling.
Develop and present strategic recommendations to senior leadership regarding incentive investments, resource allocation, and commercial effectiveness initiatives.
Translate complex analytical findings into actionable business recommendations that improve commercial performance.
Serve as business owner for incentive compensation platforms, reporting tools, and supporting commercial systems.
Lead system enhancements, automation initiatives, and process optimization projects that improve scalability, efficiency, and user experience.
Manage external vendors and consulting partners supporting incentive compensation administration, analytics, and field operations.
Ensure integrity, accuracy, and appropriate governance of internal and third-party commercial data sources.
Partner with IS and external providers to implement technology solutions that enable future business growth and evolving commercial strategies.
Act as the primary incentive compensation subject matter expert for the ADC commercial organization.
Build trusted partnerships with Commercial Leadership, Finance, HR, Compliance, and cross-functional stakeholders.
Develop training, communication, and change-management strategies that drive understanding and adoption of compensation programs.
Bachelor's degree in Business, Finance, Economics, Mathematics, Data Analytics, Information Systems, or a related field.

• 9+ years of progressive experience in incentive compensation, sales operations, commercial excellence, sales analytics, field operations, or related commercial functions.
• Demonstrated expertise designing, implementing, and administering complex sales incentive compensation programs.
• Strong understanding of compensation principles including quota-based plans, MBO programs, accelerators, SPIFFs, commissions, recognition programs, and performance measurement methodologies.
• Proven experience supporting senior commercial leadership and influencing strategic business decisions.
• Expert-level analytical capabilities with demonstrated success translating data into actionable business insights and recommendations.
• Advanced experience with reporting and visualization tools such as Tableau, Qlik, Power BI, Business Objects, Excel, SAS, or similar platforms.
• Experience managing complex cross-functional initiatives and delivering results in highly matrixed organizations.
• Strong financial acumen and experience partnering with Finance on compensation forecasting, accruals, and payout governance.
• Demonstrated experience managing vendor relationships, service providers, and technology implementations.

Experience within Medical Device, Diagnostics, Pharmaceutical, Biotechnology, or Healthcare organizations.
Experience with Incentive Compensation Management (ICM) platforms such as Xactly, Performio, CaptivateIQ, QuotaPath, SalesIQ, or similar solutions.
Experience with healthcare commercial datasets including IQVIA (IMS), Symphony Health, and other syndicated data sources.
Experience supporting sales force sizing, territory alignment, targeting, and commercial effectiveness initiatives.
MBA or advanced degree strongly preferred.
Strategic business partner to Commercial Leadership.
Deep expertise in incentive compensation and sales force effectiveness.
Data-driven decision maker with exceptional analytical rigor.
Proven ability to balance governance, compliance, and business performance objectives.
Learn more about our health and wellness benefits, which provide the security to help you and your family live full lives:
Follow your career aspirations to Abbott for diverse opportunities with a company that can help you build your future and live your best life. Abbott is an Equal Opportunity Employer, committed to employee diversity.
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Medical Devices
General Medical Devices:
Our medical devices help more than 10,000 people have healthier hearts, improve quality of life for thousands of people living with chronic pain and movement disorders, and liberate more than 500,000 people with diabetes from routine fingersticks.

CRM

Diabetes
We’re focused on helping people with diabetes manage their health with life-changing products that provide accurate data to drive better-informed decisions. Our Neuromodulation business includes implantable devices compatible with mobile technology to help people who suffer from chronic pain and movement disorders. Our business purpose is to restore health and improve quality of life through the design and provision of device and management solutions for the treatment of structural heart disease.
In Abbott’s Electrophysiology (EP) business, we’re advancing the treatment of heart disease through breakthrough medical technologies in atrial fibrillation, allowing people to restore their health and get on with their lives.
In Abbott’s Heart Failure (HF) business, we’re developing solutions to diagnose, monitor and manage heart failure, allowing people to restore their health and get on with their lives.
We’re empowering smarter medical and economic decision making to help transform the way people manage their health at all stages of life. Every day, more than 10 million tests are run on Abbott’s diagnostics instruments, providing lab results for millions of people.
Abbott Molecular is a leader in molecular diagnostics and the analysis of DNA, RNA, and proteins at the molecular level.
Our Point of Care diagnostic portfolio spans key heath and therapeutic areas, including infections disease, cardiometabolic, informatics and toxicology.
Our diagnostic solutions are used in hospitals, laboratories and clinics around the globe. The crucial information derived from our tests, instruments and informatics systems are often the first step in patient care decision making for hundreds of health conditions from heart attacks to blood disorders to infectious diseases and cancers.
Our rapid diagnostics solutions are helping address some of the world’s greatest healthcare challenges.
Nutrition
Our nutrition business develops science-based nutrition products for people of all ages, from helping babies and children grow to keeping adult bodies strong and active. Millions of people around the world count on our leading brands – including Similac, PediaSure, Pedialyte, Ensure, and Glucerna – to help them get the nutrients they need to live their healthiest lives