Responsibilities

Sales Compensation Strategy & Design

• Develop, optimize and manage global sales incentive plans for a diverse sales organization, including direct field sales, inside sales and service engineers.
• Ensure sales compensation structures drive customer-centric selling of complex laboratory instruments, consumables, and services.
• Design compensation models that support long-term growth in across the entire product portfolio and broad markets.
• Align sales incentives with product launches, market expansions, and new business development strategies.
• Benchmark against industry best practices to attract and retain top sales talent in the scientific equipment sector.

Compensation Plan Administration

• Manage the accurate calculation and timely processing of sales commissions, bonuses, and SPIFFs.
• Manage quota setting and territory alignment based on industry trends and sales forecasts.
• Collaborate with IT and Sales Operations to maintain compensation tracking tools (e.g., Forma.ai, Salesforce, Xactly, or Anaplan).

Data Analysis & Performance Metrics

• Track and analyze sales performance, quota attainment, and incentive effectiveness.
• Provide data-driven recommendations to optimize compensation ROI and support revenue growth in the analytical lab industry.
• Generate insights on regional market performance to adjust compensation strategies for emerging scientific sectors.

Stakeholder Collaboration & Communication

• Partner with Sales, Finance, and HR leadership to ensure compensation plans align with corporate goals.
• Train sales managers and representatives on compensation structures, policies, and dispute resolution.
• Act as the main point of contact for commission inquiries, disputes, and adjustments.

Compliance & Risk Management

• Ensure all compensation practices adhere to global labor laws, tax regulations, and compliance.
• Conduct regular audits to mitigate discrepancies, overpayments, and fraud risks.