Global Sales Incentives Lead (m/w/d)

Lonza Group Ltd.; Gurugram District; Hybrid; INR 1,800,000 - 3,000,000; Full time

Benefits offered by this job

Hybrid work model

Job summary

Lonza Group Ltd. is seeking a Global Sales Incentives Lead to design, govern, and execute sales incentive programs that align with business priorities and drive growth.

This role will manage end-to-end incentive plan execution and partner with finance, HR, and sales leadership to ensure effective programs across a global organization. The position requires strong analytical skills, experience with incentive management systems, and the ability to influence senior stakeholders in a dynamic,

Qualifications

• Significant experience in sales incentives and variable compensation in a complex B2B environment.
• Proven ability to drive sales performance analytics and business insights.
• Experience collaborating with senior stakeholders across commercial, finance, HR, and operations.
• Experience with CRM/ERP and incentive management platforms, including data governance.

Responsibilities

• Lead the global Sales Incentive Plan (SIP) and SPIF governance framework.
• Manage end-to-end incentive plan design, eligibility, allocation, payout governance, and readiness.
• Partner with Commercial Finance, Revenue Operations, HR Total Rewards, and Sales Leadership.
• Deliver executive-level insights through performance analytics and scenario modelling.
• Establish controls and audit-ready standards for incentive calculations and payouts.
• Drive continuous improvement of incentive systems and data governance.
• Develop communications and enablement programs to explain incentive plans.

Skills

Sales incentives

Variable compensation

Sales performance management

CRM experience

Stakeholder management

Education

Bachelor's degree in Business Administration/Finance

Tools

CRM systems

ERP systems

Incentive management systems

Job description

Global Sales Incentives Lead Location: Gurugram, India Join Lonza's Strategic Revenue & Growth Management organization and play a pivotal role in driving commercial performance across a global sales organization. As Global Sales Incentives Lead, you will lead the design, governance, and execution of sales incentive programs that align business objectives, motivate performance, and enable sustainable growth.

Hybrid Working Model This is a hybrid role based in Colmar, France. Working together in person supports collaboration, stakeholder engagement, and effective decision-making across our global commercial organization. You will typically work 2–3 days per week in the office, with the remaining time working remotely, subject to business needs and team requirements.

What you will get

• An agile career and dynamic working culture.
• An inclusive and ethical workplace.
• Compensation programs that recognize high performance.
• A variety of benefits dependent on role and location.

What you will do

• Lead the global Sales Incentive Plan (SIP) and SPIF governance framework to drive commercial performance and ensure alignment with business priorities.
• Manage end-to-end incentive plan execution, including plan design standards, eligibility rules, allocation logic, payout governance, and operational readiness.
• Partner with Commercial Finance, Revenue Operations, HR Total Rewards, and Sales Leadership to ensure incentive programs are effective, fair, and aligned with strategic objectives.
• Deliver executive-level insights through performance analytics, scenario modelling, attainment analysis, and incentive effectiveness reporting.
• Establish and maintain robust controls, compliance processes, and audit-ready standards for incentive calculations, accruals, and payouts.
• Drive continuous improvement of incentive systems, processes, and data governance to enhance transparency, efficiency, and user trust.
• Develop communications, training materials, and enablement programs that help commercial teams understand incentive plans and performance measures.

What we are looking for

• Significant experience in sales incentives, variable compensation, sales performance management, commercial analytics, or a related field within a complex B2B organization.
• Strong analytical and problem‑solving skills with experience in scenario modelling, incentive risk assessment, performance analysis, and business insights.
• Demonstrated ability to influence and collaborate with senior stakeholders across commercial, finance, HR, and operations functions.
• Experience working with CRM, ERP, and incentive management systems, including data governance and control requirements.
• Ability to balance strategic thinking with detailed operational execution in a fast‑paced global environment.
• Bachelor's degree in Business Administration, Finance, Data Analytics, or a related discipline.
• Advanced qualifications are advantageous.
• Excellent communication and stakeholder management skills with the ability to translate complex data into clear and actionable recommendations.

About Lonza

At Lonza, our people are our greatest strength. With 30+ sites across five continents, our globally connected teams work together every day to manufacture the medicines of tomorrow. Our core values of Collaboration, Accountability, Excellence, Passion and Integrity reflect who we are and how we work together. Everyone’s ideas, big or small, have the potential to improve millions of lives, and that’s the kind of work we want you to be part of. Innovation thrives when people from all backgrounds bring their unique perspectives to the table. At Lonza, we value diversity and are committed to creating an inclusive environment for all employees. If you’re ready to help turn our customers’ breakthrough ideas into viable therapies, we look forward to welcoming you on board. Ready to shape the future of life sciences?