Boehringer Ingelheim - Director, Incentives Strategy & Effectiveness


The Director, Incentives Strategy and Effectiveness will work as part of the Human Pharma Operations team to design and administer sales incentive compensation plans as well as in-source initiatives within the area of incentive compensation and cash/non cash contests for all sales forces for each Therapeutic Area franchise. This role is responsible for strategy, communication, innovation, administration and management of U.S. sales incentive compensation. The director will support field force motivation, strategic direction, and performance assessment. Close alignment & collaboration are required with sales and marketing leadership within Human Pharma.

As an employee of Boehringer Ingelheim, you will actively contribute to the discovery, development and delivery of our products to our patients and customers. Our global presence provides opportunity for all employees to collaborate internationally, offering visibility and opportunity to directly contribute to the companies' success. We realize that our strength and competitive advantage lie with our people. We support our employees in a number of ways to foster a healthy working environment, meaningful work, diversity and inclusion, mobility, networking and work-life balance. Our competitive compensation and benefit programs reflect Boehringer Ingelheim's high regard for our employees.

Duties & Responsibilities

  • Lead all aspects of US incentive compensation (IC) from plan design through administration
    • Oversee establishment of pay-for-performance objective measurements that properly motivate, compensate and reward BI's eligible field teams
    • Ensure alignment between appropriate national forecasts and national IC goals
    • Lead partnership with Sales and Marketing to continuously evolve approach
    • Lead implementation strategy for the IC plan and related contests for all eligible field teams
  • Lead IC governance and health assessment programs
    • Establish IC governance process and leverage to enable timely and efficient decision making
    • Align with leadership and other functional areas to ensure integrity, quality, and a smooth process with timely payouts
    • Ensure the IC plan is self-funded and that appropriate payout accruals and budget variances are in line with sales achievement
    • Lead assessment of IC plan and contest effectiveness at national and sub-national levels to ensure plan objectives are met; evaluate and recommend improvements to optimize effectiveness
    • Oversee mitigation of plan and metric variances, where data and other anomalies require investigation, communication, and occasionally restitution to individual associates
    • Represent the Incentives team at Human Pharma Operations Leadership meetings
  • Lead integration of innovative concepts into the IC plan
    • Investigate new and innovative methodologies for engaging and motivating the field force members through incentive programs
    • Identify, gather, and share best IC practices from the competitive market place and continuously improve BI IC practices to drive and recognize positive sales results
    • Introduce creative and innovate IC ideas to drive BI sales as appropriate
  • Lead internal IC team members
    • Manage, guide, and coach up to 5 direct reports
    • Ensure team members receive expert level training and assistance in key areas, such as use of analytical tools and data sources
  • Lead IC development of the IC communication strategy
    • Establish and maintain guiding principles for sharing key information with plan participants
    • Oversee IC communication and implementation plan to the field and ensure integration of field input
    • Ensure transparency in sales goaling process to plan participants in order to demonstrate fairness and simplicity of plan design, while supporting field force motivation
    • Ensure consistent, timely, and thorough documentation and communication of IC plan design to field associates, in order to aid plan transparency, and minimize corporate legal exposure


  • Bachelors Degree from an accredited institution required, Masters Degree from an accredited institution preferred
  • Strong working knowledge of pharmaceutical industry regulations, processes and procedures - including regulatory, legal, compliance and sales and marketing
  • Ten to twelve (10-12) years experience in working with internal and external pharmaceutical sales data
  • Ten to twelve (10-12) years experience in incentive compensation plan design for customer-facing teams in the pharmaceutical industry -Strong job knowledge in pharmaceuticals sales & Marketing, syndicated data, use of analytics tools, performance measures, and Budgeting.
  • Strong oral/written communications to broad, disparate audiences.
  • Three (3) or more years of people management experience.
  • Well-developed leadership skills.
  • Demonstrated success in managing large-scale cross-functional initiatives.
  • Demonstrated ability to manage budgets and resources.
  • Demonstrated ability to achieve results in a highly matrixed organization.
  • Ability to understand the competitive environment and translate
  • Opportunities into business actions.
  • Demonstrated ability to communicate with senior leadership
  • Analytical problem solving skills
  • Displays AAI behaviors: Agility, Accountability, and Intrapreneurship

Eligibility Requirements

  • Must be legally authorized to work in the United States without restriction.
  • Must be willing to take a drug test and post-offer physical (if required)
  • Must be 18 years of age or older

Who We Are

At Boehringer Ingelheim we create value through innovation with one clear goal: to improve the lives of patients. We develop breakthrough therapies and innovative healthcare solutions in areas of unmet medical need for both humans and animals. As a family owned company we focus on long term performance. We are powered by 50.000 employees globally who nurture a diverse, collaborative and inclusive culture. Learning and development for all employees is key because your growth is our growth.

Want to learn more? Visit and join us in our effort to make more health.Boehringer Ingelheim, including Boehringer Ingelheim Pharmaceuticals, Inc., Boehringer Ingelheim USA, Boehringer Ingelheim Animal Health USA, Inc., Merial Barceloneta, LLC and Boehringer Ingelheim Fremont, Inc. is an equal opportunity and affirmative action employer committed to a culturally diverse workforce. All qualified applicants will receive consideration for employment without regard to race; color; creed; religion; national origin; age; ancestry; nationality; marital, domestic partnership or civil union status; sex, gender identity or expression; affectional or sexual orientation; disability; veteran or military status, including protected veteran status; domestic violence victim status; atypical cellular or blood trait; genetic information (including the refusal to submit to genetic testing) or any other characteristic protected by law.

Job - Commercial Operations (sales training /customer engagement excellence)

Primary Location - Americas-United States

Organization - US-BI Pharma/BI USA

Schedule - Full-time

If you are interested in this position, please forward your resume  to