Senior Manager, Incentive Compensation

Overview

Entrepreneurial Spirit, Rooted in Tradition. Mitsubishi Tanabe Pharma America, Inc. (MTPA) is a U.S. subsidiary of Mitsubishi Tanabe Pharma Corporation (MTPC) in Japan, which touts a storied reputation more than 300 years in the making. Our parent company – one of Japan’s most respected – is a research-driven pharmaceutical company that has tirelessly pursued medical breakthroughs with global reach. MTPC has discovered and produced several first-in-class medicines for serious diseases, including multiple sclerosis (MS), diabetes mellitus (DM), and amyotrophic lateral sclerosis (ALS) and Parkinson’s (PD)..

MTPA is rapidly expanding its operations across all functional areas. MTPA’s commitment to patients and their communities continues with a robust late-stage pipeline of investigational treatments for difficult-to-treat diseases and commercializing products with significant unmet medical needs in North American markets. In the United States, MTPA launched rare diseases treatments including RADICAVA® (edaravone) injectables in 2017, EXSERVAN™ (riluzole) oral film in 2021, and RADICAVA® (edaravone) oral suspension in 2022. The company handles research, clinical development, sales, marketing, medical affairs, and business development functions. MTPA is dedicated to improving the treatment environment for those with debilitating diseases, researching on real-world evidence, and creating hope for all facing illness.

The Senior Manager, Incentive Compensation is responsible for planning, developing, and implementing fair and effective incentive compensation plans to drive US and Canadian field team performance for both the ALS and Parkinson’s Disease franchises. Working closely with internal stakeholders, you will ensure that our compensation practices adhere to organizational goals, internal policies, comply with federal, state, and local regulations, and remain competitive in the market. Your expertise in data analysis and knowledge of compensation best practices will drive continuous improvement within the organization.

Responsibilities
• In close collaboration with senior Commercial leaders, design, support, and administer Incentive Compensation plans across the Sales and Market Access teams in the Commercial Organization, for both US and Canada. This includes but is not limited to: incentive compensation plan design and administration, sales contest and award program design and administration, goal setting, product launch planning/support, and evaluation of plan fairness and effectiveness.
• This individual works closely with Commercial Leadership and Sales Analytics & Insights team to provide input to compensation strategy opportunities and challenges through insightful business acumen activities.
• With a high level of accuracy and proven analytic ability, incumbent will process and validate incentive compensation attainment, ensuring established goals have been achieved and appropriate calculations applied to ensure accurate payment processing.
• Designs, communicates, and maintains IC programs that reinforce sales strategy, align with business objectives, and maintain fiscal responsibility in a manner that is compliant with all applicable laws and policies.
• Identifies opportunities to streamline IC operations and improve quality and productivity where possible.
• With a strategic mindset and deep knowledge of incentive plan designs and effectiveness, proactively guide Commercial leadership on the optimal plan designs and approaches given market conditions.
• As a key partner to Human Resources, Legal, and Compliance—handling sensitive matters of employee compensation—possess strong emotional intelligence and skills related to communication and navigation of issues across functions, driving to results and ensuring full operational support from partners.
• Proactively drives the IC program through measuring compensation plan effectiveness, engagement and utilization.
• Designs and implements a field sales communication plan to ensure understanding of IC plans and other IC strategies and tactics. This includes implementing a more effective means of updating and displaying how goal attainment is progressing.
• Deliver sales incentive reports, scorecards, schedules, and visuals accurately and in a timely manner on a weekly, monthly, quarterly, and annual basis to key stakeholders.
• Support inquiries on specific field performance issues related to IC; review and manage adjustments, appeals and impact analyses across systems and reports, offering training and support where needed.
• Conduct analysis and answer questions as needed for Commercial leaders using Business Intelligence (BI) tools, Excel, and PowerPoint.
• Proactively identify business reporting challenges and collaborating with technology partners to develop and implement solutions.

Qualifications
• Bachelor’s degree required
• CSCP (Certified Sales Comp Professional) designation preferred.
• Minimum of 7 years of experience in Sales Compensation, with strong knowledge of pharmaceutical industry commercial analytics and incentive compensation practices, with 3+ years in a role with strategy, analytics and/or data management.
• Working knowledge of sales targeting/segmentation, sales force sizing/alignment, sales analysis, and reporting
• Advanced Excel skills are required; experience with Tableau is a plus.
• Knowledge of sales incentive theory and practical application
• Experience with IC plan design across all stages of product lifecycle (launch vs. mature brands)
• Demonstrated project management skills
• Proficient in analyzing and calculating sales data and performance metrics, demonstrating strong analytical skills. The ability to collaborate with Data Analytics & Insights to ensure appropriate data procurement, integration, transparency and governance.
• Skilled in effectively communicating complex information to stakeholders through excellent communication and presentation abilities.
• Demonstrated leadership capabilities in successfully managing incentive compensation programs.
• Possess deep knowledge of pharmaceutical data, including IQVIA Xponent, activity data, and data from Hub and Specialty Pharmacies.
• Rare Disease knowledge is a plus.
• Experienced in defining and optimizing reporting and analytical needs, implementing action plans, and identifying future capabilities.
• Comfortable engaging in strategic discussions and leadership presentations regarding business decisions related to incentive compensation.
• Proficient in Microsoft Excel, Access, and PowerPoint.
• Familiar with pharmaceutical sales processes, regulations, and compliance standards

Our Value Proposition:

Enjoy the fast-moving, entrepreneurial spirit more typically found in a small biotech, complemented by the benefits of a global pharmaceutical/chemical conglomerate. At this time, Mitsubishi Tanabe Pharma America offers our employees unparalleled opportunities for career success coupled with a supportive level of employee benefits.

MTP provides a competitive benefits package inclusive of Medical and Dental health benefits, short-term and long-term disability plans, Company Paid and Supplemental Life insurance and additional voluntary benefits such as Critical Illness Insurance, Accident Insurance, Legal Plan, and ID Theft Protection. In addition, we provide a generous PTO policy based on tenure, commencing with 24 PTO days, pro-rated based on hire date.

The salary range for this position is $112,000 – $179,000. Factors such as scope and responsibilities of the position, candidate’s work experience, education/training, job-related skills, internal peer equity, as well as market and business considerations may influence base pay offered. This salary may be subject to a geographic adjustment (according to a specific city and state and depending on the role), if an authorization is granted to work outside of the location listed in this posting.

This position is eligible to participate in our annual Short-Term Incentive (STI) program. Specific information about the plan including eligibility rules and target, will be furnished upon hire.