Sales Manager

Michael E. Churchill

**** ******* *********** ****, *******, PA 19067

Cell: 267-***-****

E-mail: ***********@*******.***

EXPERIENCE:

Syneos Health, Somerset, NJ 02/19-Present

Incentive Compensation Design Manager

Primary client contact and consultant for Incentive Compensation (IC) services from implementation to project shut down, including

design, gathering requirements, documenting specifications for programming and report generation, developing/maintaining timelines,

quality control, and coordination of administrative activities (i.e. billing) appropriately.

Provide direction and perform quality control functions on all IC deliverables.

Develop and maintain project documentation including scope documents.

Lead design of all incentive compensation design initiatives.

Work independently to process information and data to create reports on activities, trends, and projections regarding incentive plan performance, efficiencies, and possible improvements.

Train sales representatives, managers, and clients on Incentive plans.

Meet with Sales Management and Clients to establish, monitor and review performance.

Prepare detailed workflow charts and diagrams that describe input, output, and logical operation

Publicis Health, Yardley, PA 06/16-02/19

Acquired by Private Equity Firm January 2019

Director, Incentive Compensation

Responsible for designing and administering all incentive compensation plans for more than 65 pharmaceutical and medical device clients.

Advise, recommend, and implement incentive compensation strategies, and plan design improvements consistent with

current industry compensation trends, functional best practices, and client corporate business objectives.

Implement incentive strategies that provide an effective platform to attract, retain, and motivate world class sales talent.

Responsible for managing and developing a team of Compensation Managers/Analysts to ensure the accurate and timely delivery of all incentive compensation deliverables.

Develop and administer all incentive field based communications thus ensuring a clear understanding of the incentive plans.

Monitor quarterly incentive compensation payouts thus ensuring payouts remain within budgetary constraints.

Develop and perform standard quality control procedures thus ensuring 100% accuracy of all incentive compensation payouts.

Prepare all incentive plan presentations for client approval.

Review incentive compensation plan performance and make recommendations on ways to improve the plans going forward.

Complete all ad-hoc analysis as requested by clients and senior management.

Covance Inc., Princeton, NJ 02/14-06/16

Acquired by LabCorp January 2016

Senior Manager, Sales & Executive Compensation

Responsible for designing and administering all global (Europe, A-Pac, North America) compensation plans, and variable pay plans.

Researched market prevalence and trends regarding variable pay programs, and executive compensation design.

Supported overall program management and administration of executive compensation and benefits.

Provided support as needed regarding preparation of Compensation Committee meeting materials.

Supported the calculation and data management of management deferral process and accruals.

Evaluated executive job roles for all of Covance, recommending appropriate pay grade.

Provided support regarding recommendation of new hire and internal executive offer packages.

Researched and provide analysis on compensation proposals such as retention plans, equity modeling and other trends.

Analyzed company compensation policies in relation to similar jobs in comparable industries or geographic areas, and recommend changes as appropriate to establish and maintain competitive pay rates and ensure equity.

Conducted job analysis to determine appropriate market pricing and salary grading.

Established salary structures, and prepare policies to ensure the achievement of competitive employee compensation.

Developed pay systems that are industry competitive and enable management to focus on and reward individual performance.

Janssen Pharmaceuticals, Horsham, PA 08/11-02/14

Senior Manager, Incentive Compensation

Responsible for designing, and administering all sales incentive compensation plans, recognition programs, and contests.

Advised, recommended, and implemented incentive compensation strategies, and plan design improvements consistent with

current compensation trends, industry and functional best practices, and corporate business objectives.

Implemented strategies that provide an effective platform to attract, retain, and motivate world class sales talent.

Developed and fostered collaborative relationships and partnerships with leaders at all levels within the organization.

Responsible for managing and developing a team of Compensation Analysts and managing strategic vendor relationships

to ensure accuracy, timely delivery, and effective management of compensation processing.

Prepared all incentive plan presentations for executive approval.

Developed and administer all incentive field based communication plans ensuring a clear understanding of the incentive plans.

Monitored quarterly incentive compensation payouts thus ensuring payouts remain within budgetary constraints

Cephalon Pharmaceuticals, Frazer, PA 10/10-08/11

Acquired by Teva Pharmaceuticals 2011

Manager, Bonus Planning & Modeling

Developed incentive plans for all specialty sales forces and contracted Primary Care sales forces.

Managed incentive planning process ensuring incentives plans are aligned with corporate business strategies and objectives.

Prepared all incentive plan presentations for executive approval.

Created mathematical models for each incentive plan to ensure alignment of territory goals with corporate expectations, analyzing sensitivity for high and low goal attainment and quotas across different size territories.

Managed formal review of incentive plan results with Sales and Marketing leadership team.

Worked with Finance and Forecasting departments to ensure corporate goals are the basis for each incentive plan.

Developed and perform standard quality control procedures, and responsible for change management of existing monthly sales reports.

Dey Pharma L.P., Basking Ridge, NJ 10/09-10/10

Acquired by Mylan Pharmaceuticals 2009

Manager, Incentive Compensation

Designed, communicated, and administered the quarterly sales incentive compensation plans and sales contests.

Calculated quarterly incentive compensation payouts, and process the quarterly incentive payroll file.

Processed the monthly IC scorecard input feed, and oversee vendor (ZS Associates) responsible for processing the monthly IC scorecards as communicated to the field.

Oversaw the Incentive Compensation Governance Board including administration of the semi-annual board meetings.

Trained all newly hired sales representatives and managers concerning the sales incentive compensation plans.

Worked closely with senior management on sales compensation strategy and design.

Projected the quarterly commissions and communicate projections to finance for payroll accrual purposes.

Oscient Pharmaceuticals, Skillman, NJ 11/07-07/09

Company Declared Bankruptcy July 2009

Manager, Incentive Compensation

Designed, communicated, and administered the monthly sales incentive compensation plans and contests.

Planned and ran the annual incentive compensation field focus panel meetings.

Trained all sales representatives and sales managers.

Calculated monthly incentive compensation payouts, and processed the monthly incentive payroll file.

Managed the sales web portal containing all incentive compensation reports, sales contests, and award standings.

Completed presentations at all national sales meetings and regional POA meetings.

Managed vendor responsible for producing monthly sales incentive compensation reports.

Kos Pharmaceuticals, Cranbury, NJ 07/05-06/07

Acquired by Abbott Pharmaceuticals 2007

Manager, Sales Compensation

Designed, implemented, and ran the sales incentive compensation plans, sales contests, and stock awards for three separate sales forces consisting of more than 700 sales representatives and district managers.

Worked closely with senior management on sales compensation strategy and plan design.

Trained all sales representatives and district managers concerning the various incentive plans.

Communicated all incentive compensation plans and changes to those plans to field sales personnel.

Managed vendor responsible for processing monthly IC plan calculations, sales contests and sales awards

Insured ongoing compliance with all Sarbanes Oxley requirements.

Hired, trained, and supervised two compensation analysts responsible for monthly IC calculations

Education:

Rider University, Lawrenceville, NJ

Master of Business Administration

Bachelor of Business Administration (Magna Cum Laude) Major: Industrial Relations / Human Resources

Technical Skills:

Proficient in all Microsoft Office applications including Microsoft Excel, Word, Access, and PowerPoint.

Proficient in PeopleSoft, Pay Planner, and other human resource software applications.

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