1. Michael E. Churchill
1304 Yardley Morrisville Road, Yardley, PA 19067
Home: (267) 799-5397; Cell: (267) 980-7171
E-mail: mechurchill@comcast.net
EXPERIENCE:
Covance Inc., Princeton, NJ 02/14-Present
Acquired by LabCorp November 2014
Senior Manager, Sales & Executive Compensation
 Responsible for designing and administering all sales incentive compensation plans, and variable pay plans.
 Manage and monitor sales goal achievement-based accruals.
 Conduct research and analysis on compensation proposals regarding sales plan design and other compensation trends.
 Research and assess market prevalence and trends regarding variable pay programs, and executive compensation design
 Conduct research and analysis on compensation proposals such as bonus plan costing and other compensation trends.
 Support overall program management and administration of executive compensation and benefits.
 Provide support as needed regarding preparation of Compensation Committee meeting materials.
 Manage and monitor executive equity ownership guideline achievement.
 Support the calculation and data management of management deferral process and accruals.
 Evaluate executive job roles for all of Covance, recommending appropriate pay grade.
 Provide support regarding recommendation of new hire and internal executive offer packages.
 Research and provide analysis on compensation proposals such as retention plans, equity modeling and other trends.
 Provide analytical support regarding ad hoc research and other related variable pay projects as identified by management.
Janssen Pharmaceuticals, Horsham, PA 08/11-02/14
A division of Johnson & Johnson
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.
 Trained all newly hired sales representatives and managers concerning the sales incentive compensation plans.
Cephalon Pharmaceuticals, Frazer, PA 10/10-08/11
Acquired by Teva Pharmaceuticals May 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 coprorate 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 to provide field sales force with all incentive compensation metrics.
 Completed all ad-hoc analysis as requested by senior management.

2. Dey Pharma L.P., Basking Ridge, NJ 10/09-10/10
A subsidiary of Mylan Pharmaceuticals, Inc.
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.
 Managed and administered the On-the Spot and Annual Awards & Recognition Programs.
 Projected the quarterly commissions and communicate projections to finance for payroll accrual purposes.
 Oversaw the quarterly goal setting methodology and processing of the quarterly TRx goals .

Oscient Pharmaceuticals, Skillman, NJ 11/07-07/09
Company discontinued all direct selling efforts effective 06/12/09 due to the filing of Chapter 11 bankruptcy
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.
 Completed all ad-hoc analysis as requested by senior management.

Kos Pharmaceuticals, Cranbury, NJ 07/05-06/07
Acquired by Abbott Pharmaceuticals January 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 and all incentive related
ad-hoc analysis.
 Managed the sales web portal containing all incentive compensation reports, contests, and award standings .
 Provided all internal clients with outstanding customer services and sales support.
Education:
Rider University, Lawrenceville, NJ
Master of Business Administration 1996
Bachelor of Business Administration 1989 (Magna Cum Laude) Major: Human Resource Management
Technical Skills:
 Proficient in all Microsoft Office applications including Microsoft Excel, Access, Word, and PowerPoint
 Proficient in PeopleSoft, Pay Planner, Mercer-Prism and other human resource applications.