Sales Force Effectiveness and Incentives Coordinator

We are seeking a Sales Force Effectiveness and Incentives Coordinator to join our team in São Paulo, Brazil.

The successful candidate will report to the Senior Manager of Field Force Excellence and play a key role in driving the excellence and effectiveness of our sales force through the continuous evolution of Sales Force Effectiveness capabilities.

Job Purpose: The main focus of this role will be on Incentives & Compensation and rewards programmes, leading the design and evolution of motivating, competitive, fair, and strategic models aligned with company priorities.

Key Responsibilities:

• Incentive Compensation Plan:
• Coordinate the design and review of Incentive Compensation plans for different sales forces.
• Translate commercial priorities and brand strategies into plan measures and components, product weights or baskets, quotas, payout curves, thresholds, accelerators, and other performance components.
• Conduct simulations and scenario planning before implementation to anticipate financial impacts, payout distributions, outliers, and expected behaviours.
• Ensure balance between motivation, performance differentiation, simplicity, predictability, financial sustainability, and participant experience.
• Propose innovative actions according to the life cycle and strategy of each portfolio brand.

• Sales Force Excellence Management:
• Support critical sales force processes such as segmentation, sizing, deployment, and territory design.
• Coordinate quota setting methodologies and processes, ensuring consistency between territorial potential, history, portfolio strategy, execution capacity, and commercial objectives.
• Monitor sales force performance indicators, including visits, customer coverage, quota attainment, payout distribution, outliers, cost versus budget, and other Incentive Compensation health indicators.
• Identify distortions and propose methodological, design, or governance adjustments.
• Develop analyses, business cases, and recommendations for Field Force leadership, therapeutic areas, Marketing, and Finance.

• Governance and Compliance:
• Ensure adherence to corporate policies, local legislation, and procedures applicable to the sales force.
• Coordinate documentation, approvals, business rules, calendars, audits, controls, and exception management for sales force management processes.
• Monitor policy changes and translate their impacts into local plans and processes.
• Ensure robust documentation, decision traceability, and controls that reduce operational and labour risks.

• Digitalisation and Innovation of Incentive Compensation:
• Lead the local implementation and adoption of global platforms related to sales territory and incentives management.
• Act as a business Subject Matter Expert in requirements validation, configuration, testing, training, go-live, and hypercare of new solutions, including global projects in incentives and rewards.
• Seek opportunities for automation, advanced analytics, and AI to improve speed, control, transparency, and decision-making.
• Reduce manual processes and create a simpler, more reliable, and transparent experience for managers and CFCs.

• Stakeholder Management:
• Act as a sales force effectiveness specialist, focusing on incentives and rewards, with the sales force leadership and business areas.
• Work in partnership with Marketing, Finance, HR, Field Force Excellence, and Commercial Operations to translate strategic priorities into incentive and sales performance management actions.
• Participate in international and regional discussions related to sales force management, focusing on incentives and rewards, bringing benchmarks, policies, tools, and new methodologies to Brazil.

Requirements and Experience:

• Bachelor's degree in Administration, Economics, Engineering, Statistics, Mathematics, or related fields.
• Previous experience in Incentive Compensation, Sales Force Effectiveness, Commercial Operations, Business Analytics, or related areas.
• Experience with quota setting, incentive plan design, sales performance, sales force effectiveness, and reward analytics is highly valued.
• Excellent quantitative ability and advanced Excel and analytical tool skills.
• Experience with dashboards and data visualisation, ideally Power BI, Tableau, and similar.
• Ability to work with sensitive commercial data and high-criticality processes.
• Good communication, attention to detail, and ability to influence stakeholders.
• Advanced or fluent English, considering frequent interaction with regional and international teams.

Preferred Qualifications:

• Experience in the pharmaceutical sector.
• Knowledge of similar Sales Incentive Compensation frameworks.
• Experience in conducting projects with global teams in sales force effectiveness.
• Experience in implementing Incentive Compensation platforms and change management.

Work Model: The role will be based on-site with flexibility for home office - 2.5 days on-site per week or as needed by the business.