Sr. Director Commercial Planning, Design, & Compensation

About us:

Why Norstella? Norstella unites market-leading companies that all have a shared goal of improving patient access. Each organization (Evaluate, MMIT, Panalgo, The Dedham Group) delivers must-have answers for critical strategic and commercial decision-making.

Together, we help our clients

• Assess the market need and competitive landscape
• Know precisely which drugs to prioritize in their portfolios
• Find out where the launch difficulties will be—before they’re difficulties
• Track and improve market access post-launch

By combining the efforts of each organization under Norstella, we can offer an even wider breadth of expertise, cutting-edge data solutions and expert advisory services alongside advanced technologies such as real-world data, machine learning and predictive analytics. At Norstella, we don’t just deliver information and insights. We deliver answers you can act on.

The Role of Commercial

Commercial is responsible for the activities and functions within Norstella that are focused on driving revenue and retaining customers. Commercial encompasses various aspects of business operations, including marketing, sales, solutions consulting, inside sales, operations, and customer relationships.

Job Description

About the role:

Role Summary:

The Senior Director of Sales Design, Planning & Compensation is a senior-level executive responsible for developing and implementing effective sales strategies, designing sales compensation plans, managing sales planning processes, capacity planning, and optimizing resources for various sales personas within the organization. This role involves collaborating with cross-functional teams, analyzing market trends, and aligning sales plans with business objectives. The Senior Director oversees the design of fair and competitive compensation structures for different sales roles, conducts performance analysis, and provides recommendations to enhance sales performance. Additionally, they are responsible for capacity planning, ensuring the optimal allocation of sales resources, and collaborating with stakeholders to drive sales effectiveness and success. Leadership, communication, and a deep understanding of sales methodologies and incentive programs are key to excel in this role.

Responsibilities:

Sales Strategy and Planning:

• Develop and execute the sales strategy in collaboration with senior leadership to drive revenue growth and achieve sales targets for various sales personas.
• Conduct market research and analysis to identify market trends, competitive landscape, and customer needs to inform sales planning and strategy for different sales roles.
• Define sales territories, quotas, and goals for each commercial persona to ensure effective distribution of sales resources and maximize sales opportunities.
• Conduct capacity planning to ensure the optimal allocation of resources across different commercial personas.
• Analyze sales targets, sales performance, and market demand to determine the required headcount, staffing levels, and sales territories for each sales role.
• Monitor sales capacity utilization and make recommendations for adjustments and reallocation of resources as needed.
• Design and implement sales compensation plans for all Norstella brands and their different commercial personas, including account managers, renewal specialists, SDRs (Sales Development Representatives), overlay sales, and consulting roles.
• Conduct analysis to determine appropriate compensation structures, commission rates, and bonus programs based on market benchmarks, sales goals, and business requirements for each persona.
• Ensure that compensation plans are competitive, fair, and compliant with legal and regulatory guidelines for each role.
• Continuously evaluate and optimize sales compensation plans for different personas to align with changing business needs, sales performance, and market dynamics.
• Develop and manage sales incentive programs specific to each sales persona to reward and recognize high-performing sales representatives and teams.
• Identify and implement sales recognition initiatives for each sales role to promote a culture of achievement and motivation.
• Monitor the effectiveness of incentive programs for different personas and adjust as necessary to ensure their alignment with sales goals.
• Design incentives to drive behaviors in line with the go-to-market strategy, especially where brands will collaborate or refer to one another
• Develop and implement metrics and key performance indicators (KPIs) specific to each sales persona to measure and monitor sales performance and effectiveness.
• Analyze sales data, trends, and forecas