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Lilly Consultant-Sales Incentives in Indianapolis, Indiana



Lilly is in the midst of one of the largest periods of growth in company history. Our talented sales forces worldwide are a critical channel to ensuring health care providers get the information they need to help patients who can benefit from Lilly medicines. The way in which we size, structure, deploy, train, and incentivize our sales force is imperative to achieving successful launches and sustaining ongoing positive customer experiences.

Currently, those services are heavily decentralized across external vendors, a number of US internal teams, and within our international markets. Going forward, Lilly will compete more effectively through further integration of these teams. We will centralize global sales strategy and operations under the newly created position of Sr. Director – Global Sales Strategy & Operations (GSSO), allowing us to increase subject matter expertise, improve service level efficiency, and reduce both risk and cost. The initial phase will be to centralize and stabilize all in-scope capabilities for the U.S. across the DBU, OBU, and LBM, and subsequent phases will work with other affiliates to determine their organizational needs across BUs.

Sales Incentive Compensation is currently provided by a 3rd party vendor and will be insourced to Lilly via a Build-Operate-Transfer (BOT) model, leveraging a Lilly low-cost labor location in India (LCCI).

This transformation will involve:

  • Building a new team in Indianapolis and in LCCI (leveraging existing LCCI infrastructure and processes)

  • Insourcing from the vendor via BOT model on an expedited timeline to meet organizational objectives for 2019

  • Building capability and developing deep subject matter expertise in this area, reducing reliance on vendors to a minimum

  • The consultant role will work with GSSO team members to understand the business needs and deliver on Sales Incentive Compensation related work

Responsibilities: The Consultant Sales Incentives will report to the Director – Global Sales Capabilities/Incentives and will be accountable for Sales Incentives Compensation (Design & Administration).

Build the future organization: Capabilities

  • Build and deliver recommendations on incentive design

  • Build new in-house capabilities in both Indianapolis and Lilly’s global business service center in LCCI via a “Build-Operate-Transfer” model with a 3rd party vendor

  • Develop deep functional expertise in the area of Sales Incentives Compensation

  • Coordinate training and resources needed for the team to build skills in relevant areas

  • Monitor customer and marketplace to identify opportunities to optimize employee engagement and performance monitoring.

  • Reduce reliance on vendors to the minimum effective level

  • Build a menu of options, with input from the business, for the business to choose from in each relevant capability

  • Maintain service levels and quality to support on-going business needs during the transition

  • Influence BUs Sr. leadership on the prioritization, approach and execution of the relevant projects

Key Accountabilities will include the following:

  • Implement sales incentives, for the US across BUs while meeting business needs.

  • Ensure compliance with Sarbanes Oxley requirements for incentive compensation.

  • Partner with other affiliates to determine their organizational needs

  • Manage the effective deployment of information and business processes in support of BU sales strategy

  • Develop the service menu offered for relevant capabilities in partnership with the Sales Strategy & Operations Advisors

  • Evaluate and resolve complex business and operational problems and challenges that arise in the course of related projects

  • Partner with the Sales Strategy & Operations Advisors to lead BU Sr. management through the execution of projects

  • Represent relevant capabilities at sales operations governance committees

  • Identify opportunities for enhanced sales force effectiveness

  • Be accountable for the performance and results

  • Manage resources to ensure financial and operational objectives are met

  • Ensure compliance with company policies and any applicable state and federal marketing and promotion laws and regulations

Req ID:


Additional Skills/Preferences:

  • MBA

  • Strong learning agility

  • Previous successful sales and/or business operations experience

  • Strong analytical mindset

  • Experience in and market knowledge of BU brands and/or customer segments

  • Excellent communication (written & verbal) and prioritization skills with attention to detail

  • High level of motivation and a strong desire to find creative solutions to challenging situations

  • Demonstrated ability to enforce business rules and policies in a constructive but disciplined manner

  • Strong process and operational mindset

  • Prior experience in the area of sales incentive compensation is preferred but not required.

Additional Information:

Lilly is an EEO/Affirmative Action Employer and does not discriminate on the basis of age, race, color, religion, gender, sexual orientation, gender identity, gender expression, national origin, protected veteran status, disability or any other legally protected status.

Workplace Arrangement:



Consultant - Sales Incentives

Job Category:


Basic Qualifications:

  • Bachelor’s Degree

  • 4+ years experience in a Business Partnering role, with exposure to Analytics.

  • Qualified candidate must be legally authorized to be employed in the United States. Lilly does not anticipate providing sponsorship for employment visa status (e.g., H-1B or TN status) for this position

Company Overview:

At Lilly, we unite caring with discovery to make life better for people around the world. We are a global healthcare leader headquartered in Indianapolis, Indiana. Our 39,000 employees around the world work to discover and bring life-changing medicines to those who need them, improve the understanding and management of disease, and give back to our communities through philanthropy and volunteerism. We give our best effort to our work, and we put people first. We’re looking for people who are determined to make life better for people around the world.





State / Province:



North America