Position Title: Associate Director, Incentive Compensation and Sales Operations
Department: Commercial
Location: King of Prussia, PA
Reports to: Sr. Director, Sales Operations & Analytics
_x_Exempt __Non-Exempt
Summary of Position:
The Associate Director, Incentive Compensation and Sales Operations is responsible for leading the strategy, design, administration, governance, and optimization of Paratek's incentive compensation programs across Commercial Sales teams and all products. This role partners closely with Sales, Finance, Human Resources, Compliance, Legal, Market Access, and Commercial Analytics to develop and administer incentive programs that reinforce Paratek’s compensation philosophy, support a pay-for-performance culture, and align field execution with the company's commercial objectives while ensuring accurate, timely, and compliant incentive payments.
As a key member of the Sales Operations & Analytics team, the Associate Director, Incentive Compensation and Sales Operations serves as the business owner for incentive compensation processes and systems, overseeing plan design, data governance, vendor management, payout administration, reporting. In partnership with Human Resources, this role operationalizes the Company's incentive compensation strategy by ensuring plans are executed accurately, consistently, and in alignment with business objectives. The Associate Director will champion operational excellence by continuously improving incentive compensation processes, leveraging technology, and implementing scalable solutions that enhance efficiency, data quality, and the overall field experience. This individual will play a critical role in supporting Paratek's commercial growth and performance.
The position requires a balance of strategic thinking and hands-on execution, combining strong analytical skills, attention to detail, and the ability to effectively manage multiple priorities in a fast-paced biotech environment.
Position Responsibilities (which include the essential functions):
Incentive Compensation Strategy
- In collaboration with Sr. Director, Sales Operations & Analytics and Human Resources, lead the annual design, implementation, and ongoing refinement of incentive compensation plans that align with Paratek's commercial strategy, compensation philosophy, and business objectives.
- Partner with Commercial Leadership and Human Resources to develop performance measures, quotas, goals, payout methodologies, and incentive mechanics that reinforce Paratek's pay-for-performance philosophy and drive desired business outcomes.
- Model proposed plan changes, evaluate financial impact, and present recommendations to senior leadership in partnership with Human Resources and Finance.
- Benchmark incentive compensation practices, monitor market trends and recommend enhancements that improve program effectiveness, competitiveness, and alignment with the Company’s total rewards strategy.
Incentive Compensation Administration
- Own the end-to-end incentive compensation process, including monthly and quarterly calculations, validation, approvals, and payout administration.
- Ensure accurate, timely, and compliant incentive payments through robust quality assurance processes.
- Identify, lead, and implement process improvements that enhance the efficiency, accuracy, scalability, and effectiveness of incentive compensation operations.
- Investigate and resolve compensation inquiries from field personnel and leadership.
- Maintain incentive calendars, documentation, and communication plans.
- Serve as the business owner for Paratek's incentive compensation platform and external vendor relationships.
- Manage system configuration changes, testing, issue resolution, and enhancement requests internally and with the vendor.
Data Management & Analytics (IC)
- Partner with Commercial Analytics, Data Management, and Sales Operations to ensure the integrity of sales, customer, territory, and alignment data used for incentive calculations.
- Develop dashboards and reports that provide visibility into sales performance, incentive attainment, and payout trends.
- Support ad hoc analyses for Commercial Leadership and Executive Management.
Governance & Compliance
- Maintain documented governance processes, standard operating procedures, and audit-ready documentation.
- Ensure compliance with company policies, financial controls, and applicable healthcare industry regulations.
- Partner with Compliance, Legal, Finance, and Human Resources to review and approve plan documents and compensation processes.
- Support internal and external audit activities related to incentive compensation.
Sales Operations
- Identify opportunities to improve operational processes and drive efficiencies across the commercial organization.
- Support vacancy coverage processes and CSO account activities to ensure consistent execution and high-quality business outcomes.
- Support issue resolution for field teams regarding IC and other SFE inquiries.
Candidate Requirements:
- Bachelor's degree required; MBA or advanced degree preferred.
- 5–8 years of experience in Sales Operations, Commercial Operations, Sales Analytics, Business Intelligence, or Sales Force Effectiveness within the pharmaceutical or biotechnology industry; alternatively, 7+ years of successful experience in pharmaceutical sales or customer-facing commercial roles.
- Demonstrated experience designing and administering incentive compensation programs for mature pharmaceutical sales organizations.
- Proven ability to communicate effectively and influence stakeholders across Sales, Marketing, Market Access, Finance, IT, and Executive Leadership teams.
- Knowledge of pharmaceutical data sources including IQVIA, Symphony Health, MMIT, and claims data.
- Advanced Microsoft Excel and PowerPoint skills and proficiency with business intelligence tools such as Tableau, Power BI, or similar platforms.
- Strong analytical, problem-solving, and communication skills.
- Ability to manage multiple priorities and work effectively in a fast-paced, growth-oriented environment.
- Travel Requirement: Ability to travel approximately 20% of the time.
