Overview:
Waters has an exciting opportunity for an experienced Commercial Incentives Leader. As a key member of the Commercial Excellence team, the Commercial Incentives Leader will be responsible for owning the global annual sales compensation planning and design process. The role will work closely with the Waters Division Global Commercial leaders and cross-functional stakeholders to build a best-in-class variable compensation plans aligned with Waters strategic priorities. Waters is looking for someone with a passion for helping and encouraging commercial organizations and people to reach their maximum potential.
Responsibilities:
* Partner with important team members to define and document the sales compensation charter, detailing the organization's incentive strategy & compensation principles
* Evaluate the strengths and weaknesses of current sales incentive programs, and recommend alternate options as required to achieve program goals
* Act as the primary authority for market trends and competitive practices, communicating findings/recommendations to senior leadership
* Help ensure that decisions about sales compensation at all levels in the organization align with the strategy and principles laid out in the sales compensation charter
* Partner with key stakeholders to determine key elements of each plan (pay mix, leverage, measures, mechanics, crediting rules, and SPIFs).
* Partner with sales and commercial operations leadership to develop targets and quotas across business, service, & product lines, including quota setting strategy
* Support the rollout of the annual sales compensation program and help evangelize the plan across the sales organization
* Provide analytical support regarding ad hoc research and related variable pay projects as identified by management
* Partner with finance, sales leadership, HR, and business leaders to ensure sales plans drive the intended focus and behaviors to achieve stated objectives
* Develop and work with a compensation planning steering committee to determine annual sales compensation budget and its allocation
* Lead the sales compensation steering committee, including establishing cadence, leading stakeholders, holding meetings, and detailing outcomes
Qualifications:
* Bachelor's degree in business, finance, mathematics, information technology or related field required
* MBA or master's degree in finance desired
* Certified sales compensation professional (CSCP) a plus
* 10 or more years of experience in commercial roles: incentive strategy, field sales, business operations, sales operations, business development or similar functions.
* 5 or more years of experience in the sales compensation field in a structured corporate environment
* Experience working with senior executives
* Experience working within a global, fast-paced, matrixed organization
* Data analysis, financial modeling and strong business acumen skills
* Compensation plan design and administration experience is a must
* Sales incentive theory and practical application
* Industry compensation norms knowledge
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