ViiV Healthcare (GSK) Director of Performance (IC) & Engagement

About this role

ViiV Healthcare is a global specialty HIV company, the only one that is 100% focused on researching and delivering new medicines for people living with, and at risk of, HIV. ViiV is highly mission-driven in our unrelenting commitment to be a trusted partner for all people living with and affected by HIV. Our aim is to think, act, and connect differently through a focus on education on and treatment for HIV.  We go to extraordinary lengths to deliver the sorts of breakthroughs, both in treatments, care solutions and communities, that really count. We go beyond the boundaries of medicine by taking a holistic approach to HIV through developing and supporting sustainable community programs and improving access to care.  We are fully committed to push through every challenge until HIV/AIDS is eradicated. ViiV has played a significant part in delivering breakthroughs that have turned HIV into a manageable health condition. We offer the largest portfolio of HIV medicines available anywhere, and we continue our work to cater for the widest possible range of needs in response to the HIV epidemic.

We are aware of how much is at stake for those affected by HIV and we show up every day 100% committed to the patients. Our work culture is fast-paced, diverse, inclusive, competitive, and caring. But ViiV isn’t just somewhere to work – it’s a place to belong, an invitation to bring your very best, and a team full of impact-driven team members who are hungry to make a difference.

While we have been improving lives of HIV patients for 30 years, this is an especially exciting time to be at ViiV, as we evaluate novel approaches to treatment and prevention that could further reduce the impact of HIV on individuals and communities.

ViiV is seeking an experienced Director of Performance (IC) and Engagement.

Performance and Engagement are deeply interlinked, and we are looking for a candidate that can relate and build trust within our salesforce but and the same time that has the strategic mindset to transform performance goals into credible models of engagement.

One of the core levers to drive performance and engagement is through Incentive compensation. IC at territory level launched in Q3 in ViiV and it is a fundamental component of our execution. The role requires deep experience to transform our forecast and strategy into clear and transparent programs that motivate and engage our salesforce while maintaining a clear level of personal accountability, resilience and ultimately results. 

Beyond IC, the scope includes proposing alternatives to connect with our performance pillars, to build trust with our salesforce, to increase motivation and satisfaction levels in our surveys and to provide the right level of oversight, clarity and fairness internally and externally.

This role will be based out of ViiV's US Headquarters in Durham, NC (RTP Area) & is eligible for a domestic relocation package. Check out this link to learn more about the thriving, diverse, and cutting edge RTP area! Research Triangle Park | Where People + Ideas Converge (rtp.org)

This role will provide YOU the opportunity to lead key activities to progress YOUR career, these responsibilities include some of the following…

Performance Responsibilities • Own and lead the Incentive Compensation process with 2 direct reports and an external vendor

• Design and recommend Incentive Compensation (IC) plans for HIV unit, including annual IC programs, contests, and awards; ensure plans are motivational, compliant, equitable, and aligned with brand/field leadership objectives

• Develop and deliver IC Calendars and SOPs/KPIs/BSFs to drive on-time, accurate execution of IC goals, data processing, scorecards, and payout deliverables while minimizing discrepancies

• Lead training for Business Units and field sales teams on IC plans, data sources, business rules, and scorecards, resulting in high understanding and optimal accuracy

• Partner with field operations lead to ensure IC plan support field alignments, territory designs, workload calculations, targeting, and call planning structures based on business strategy, data insights, and field feedback

• Partner with Data Management, IT, and internal stakeholders to ensure timely loading of customer data, targeting refreshes, and supplier data integration

• Lead cross-functional initiatives and influence stakeholders across all levels to execute sales planning, IC delivery, and performance improvement projects

• Develop risk-mitigation approaches through compliant IC design and process governance, ensuring fairness and transparency for the sales organization

• Ensure IC plans directly link payouts and designed to ensure transparency, fairness, and data-backed criteria so contribution determines attainable reward

• Responsible to Monitor Compliance and provide risk mitigations plans throughout the process

• Lead the IC Governance to get approval of the IC goals and methodology

• Responsible for cross functional partnership with HR, Legal, Compliance, Corporate among others

• Design, build and maintain Incentive Programs for the sales force

• Lead the relationship with our vendors and define service levels targets to monitor their performance

• Communicate, educate and capture feedback from sales teams

• Ensure we automate data and reporting across teams

• Own the communication process with key stakeholders on current progress and propose solutions and alternatives for the leadership team

• Find and optimize overlaps with the Training organization

• Work in partnerships with Areas Sales Leaders and Market Development Directors to move forward projects to improve performance.

• Define Special Incentives to improve performance

Engagement Responsibilities • Build relationships, trust and empathy with our sales force and be present in the field.

• Lead the efforts and initiatives to embed ViiV culture

• Create a process to engage and communicate with the SF in an orderly fashion.

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