Commercial Performance & Incentives Manager

AutoStore; Oslo fylke; Hybrid; GBP 80,000 - 110,000; Full time

Benefits offered by this job

Health insurance

Generous pension plan

Flexible working options

Job summary

AutoStore is seeking a Senior Commercial Performance & Incentives Manager to own sales compensation and performance analytics within the Commercial Performance & Planning team. You will model incentive plans, run cycles, and partner with Finance, HR and Sales to align targets and payouts.

The role combines data reconciliation, reporting, scenario modelling, and process automation to strengthen governance and drive improvements across multi-country sales operations.

Qualifications

• 8+ years of experience in sales compensation, commercial analytics, sales operations, BI, or performance management
• Hands-on sales incentive compensation experience for multi-country or multi-segment sales org
• Experience designing or modelling sales incentive plans and presenting to senior leaders
• Strong analytical skills with performance vs targets (attainment, variance, trends, segmentation)
• Advanced Excel and financial modelling; Power BI or similar BI tools
• Experience with CRM and commercial data (prefer Salesforce)

Responsibilities

• Own the end-to-end sales incentive compensation cycle, including attainment and payout calculations, validation and payout files for Finance and HR
• Model and recommend incentive plans and mechanics (measures, weightings, accelerators, caps, SPIFFs)
• Manage plan administration and communication; handle inquiries, exceptions, and disputes with documentation and escalation
• Analyze performance against targets and deliver reporting, scorecards, dashboards, and insights
• Evaluate plan effectiveness and cost of sales after each cycle; recommend improvements for next year
• Support annual planning and target setting through historical analysis and scenario modelling
• Strengthen data reconciliation, controls, and auditability across performance and incentive processes
• Drive automation and reduce manual work while preserving accuracy and control

Skills

Sales compensation

Commercial analytics

Sales operations

BI

Performance management

Tools

Excel

Power BI

Salesforce

Job description

Do you have hands-on experience running sales compensation, and want to own how commercial performance translates into pay?

As Commercial Performance & Incentives Manager in AutoStore's Commercial Performance & Planning team, you will strengthen our internal ownership of sales incentive compensation and commercial performance analysis.

The role connects performance measurement, target tracking, and incentive operations, making sure our compensation programs support commercial priorities and that sales leaders and teams have a consistent, trusted view of performance. You will model and recommend incentive plans, run accurate and auditable incentive cycles, and partner closely with the Planning & Reporting Team Leader on annual planning and target setting.

This is a senior individual-contributor role for someone who can take ownership and drive improvements independently. Final approval of commercial targets, incentive plans, compensation policy, and payouts remains with the accountable commercial leadership, Finance, and HR stakeholders.

Key Tasks and Responsibilities

• Own the end-to-end sales incentive compensation cycle, including attainment and payout calculations, validation, exception handling, and preparation of accurate, on-time payout files for Finance and HR approval
• Model and recommend incentive plans and plan mechanics (measures, weightings, accelerators, caps, SPIFFs), supported by cost and behavioral impact analysis
• Manage plan administration and communication , and handle incentive inquiries, exceptions, and disputes with clear documentation and appropriate escalation
• Analyze commercial performance against individual , team, and behavioral targets, and deliver reporting, scorecards, dashboards, and actionable insights
• Evaluate plan effectiveness and cost of sales after each cycle , and recommend improvements for the next plan year
• Support annual planning and target setting through historical analysis, scenario modelling, and alignment between quotas and incentive plans
• Strengthen data reconciliation, controls, and auditability across performance and incentive processes, working with Data / BI / Tech, Sales Operations, Finance, and HR
• Drive automation and reduce manual work , while preserving accuracy and control

Key Qualifications

• 8+ years of experience in sales compensation , commercial analytics, sales operations, BI, or performance management, including at least 3 years of hands-on sales incentive compensation experience
• Proven track record of running end-to-end incentive compensation cycles in a multi-country or multi-segment sales organization
• Experience designing or modelling sales incentive plans and presenting recommendations to senior leaders
• Strong analytical skills , with deep experience analyzing performance against targets (attainment, variance, trends, segmentation)
• Advanced Excel and financial modelling skills , and hands-on experience with Power BI or equivalent BI tools
• Experience with CRM and commercial data , preferably Salesforce
• Self-driven and structured , with rigorous attention to detail, data quality, and documentation
• Solid stakeholder management and communication skills , with the confidence to explain and defend plan mechanics and payout outcomes

It is an advantage if you have

• Experience from annual sales planning, quota setting, or territory/capacity planning
• Knowledge of compensation governance, internal controls, and audit requirements
• Experience working with external compensation advisors (e.g., Gartner)
• Working knowledge of SQL or data models
• Experience from a global B2B, industrial technology, logistics, or automation environment

We offer

• A Collaborative and Inclusive Culture where we celebrate and value everyone's contributions, encouraging diverse perspectives in decision‑making.
• Work-Life Balance & Well-being : We offer health insurance, and a generous pension plan, prioritizing your mental and physical well-being.
• A Creative and Safe Workplace by joining a company experiencing rapid growth, with the stability of being Norway's first unicorn listed on the Oslo Stock Exchange.
• International and Supportive Environment within a Norwegian multinational that values collaboration and innovation.

Location

This role can be based remote/on-site in Norway (Oslo, Stavanger, Nedre Vats), Germany (Berlin, Ulm) , UK (Castle Donington), or Spain (Madrid)

Application deadline: 18th of November.