Global Sales Incentives Lead (m/w/d)

Lonza; Gurugram District; Hybrid; Confidential; Full time

Benefits offered by this job

Agile career and dynamic working

Inclusive and ethical workplace

Compensation programs recognizing high

Variety of benefits dependent on role

Job summary

Lonza is seeking a Global Sales Incentives Lead to design, govern, and execute global incentive programs that align with business objectives and drive sustainable growth. The role collaborates with Finance, Revenue Ops, HR Total Rewards, and Sales Leadership to ensure programs are effective and auditable.

The position involves governance of SIP/SPIF, end-to-end execution, and generating executive insights through analytics.

Qualifications

• Proven experience in designing and governing global sales incentive plans.
• Ability to model scenarios and provide executive insights.
• Experience with CRM/ERP and data governance.

Responsibilities

• 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.

Skills

Sales incentives experience

Analytics

Stakeholder management

CRM/ERP experience

Education

Bachelors in Business/Finance/Data Analytics

Tools

CRM systems

ERP systems

Incentive management platforms

Job description

Global Sales Incentives Lead

Location: Gurugram, Inida

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.