Incentive Compensation & Sales Performance Manager

As Incentive Compensation & Sales Performance Manager, you will lead, end to end, the design, administration, calculation, governance, and continuous improvement of sales force incentive plans, special incentives, and recognition programs for Colombia and four Central America and Caribbean markets, with effective scope expected as of January 1, 2027. You will transform pharmaceutical commercial strategy and performance data, including sell-in and sell-out information, into fair, transparent, measurable compensation decisions aligned with compliance standards. You will also lead the Incentive Committee, the change management strategy, and alignment with senior stakeholders. You will work closely with commercial leaders, Human Resources, Finance, Technology, local, regional, and global teams, as well as external vendors. This position will report to the BI & Insights Lead and will operate with a high level of autonomy, judgment, and accountability within established guidelines.

Responsibilities

• Manage the variable compensation process end to end for Colombia and four Central America and Caribbean markets, ensuring accuracy, transparency, traceability, and compliance.
• Translate information on sell-in, sell-out, customer coverage, channel dynamics, market potential, territories, and product life cycle into practical recommendations.
• Calculate and validate incentive payments, special incentives, and recognition programs, coordinating payroll submissions and resolving inquiries, adjustments, and special cases.
• Maintain data quality controls, reconciliations, and audit trails across information sources, calculations, approvals, and payments.
• Use advanced Excel, Power BI, SQL, Python, and automation tools to improve the scalability, transparency, efficiency, and control of processes.
• Identify operational, financial, behavioral, and compliance risks, recommending mitigation actions and escalating situations according to established levels.

We are looking for someone with strategic and analytical thinking, precision, a sense of accountability, confidentiality, strong oral and written communication skills, and attention to detail.

Basic Requirements

We are looking for professionals with the following skills and qualifications to help us achieve our goals:

• University degree in Industrial Engineering, Business Administration, Economics, Finance, Statistics, Mathematics, Data Analytics, or a related quantitative or business discipline.
• Four years of relevant experience in incentive compensation, Commercial Excellence, Sales Operations, Sales Force Effectiveness, Business Intelligence, Finance, or Commercial Analytics.
• Experience in incentive plan design, goal or quota setting, calculations, payment validation, payroll submissions, and recognition programs.
• Solid knowledge of the pharmaceutical commercial model, including sell-in, sell-out, channels, customers, territory structures, portfolio, and field performance measurement.
• Advanced Excel proficiency and hands-on experience with Power BI, along with experience documenting business rules, controls, reconciliations, and approval traceability.
• English level sufficient to interact with regional and global stakeholders and to interpret policies and technical documentation.

If you have the following, it will be considered a plus:

• Postgraduate studies related to compensation, commercial strategy, finance, analytics, Business Intelligence, or related disciplines.
• Prior experience in the pharmaceutical industry, life sciences, or another regulated sector.
• Practical knowledge of SQL, Python, automation, data warehouses, or cloud data platforms.
• Experience leading cross-functional committees, change management initiatives, and recommendations for executive audiences.
• Experience in financial simulations, sensitivity analysis, forecasting, payout distribution, and risk assessment.
• Proven track record of making decisions under ambiguity, assessing calculated risks, and driving process changes and business adoption.