Director, Sales Incentive Strategy & Analytics

Catalent, Inc.; Bridgewater Township (NJ); On-site; USD 180,000 - 220,000; Full time

Benefits offered by this job

Medical, dental, and vision coverage

Generous 401(k) match

Job summary

Catalent's Bridgewater, New Jersey site seeks a Director of Incentive Compensation to lead strategy, design, and administration of enterprise-wide sales compensation programs. The role partners with Sales, Finance, HR, and Operations to optimize structures that drive performance and align with revenue goals.

The position requires expertise in incentive design, analytics, and experience with compensation platforms (SPIFF), Salesforce familiarity, and building scalable processes and dashboards.

Qualifications

• Bachelor’s degree in Life Sciences, Business, Finance, or a related field.
• Minimum of 5 years of experience in sales compensation, finance, or sales operations.
• Deep expertise in incentive compensation design and sales performance management.
• Strong analytical skills with advanced Excel and data modeling capability.
• Experience with compensation management platforms (e.g. SPIFF).
• Familiarity with quota setting methodologies and territory design.
• Strong understanding of Salesforce adoption, sales methodology, qualification, pipeline discipline, and commercial enablement.
• Ability to influence leaders and cross-functional partners through clear expectations, practical training, credible expertise, and a collaborative style.
• Strong facilitation, instructional design, communication, change management, analytical, and stakeholder engagement skills.

Responsibilities

• Lead annual and quarterly incentive compensation strategies aligned to revenue goals.
• Design sales compensation plans (Targets, commission, bonus structures) across all go-to-market roles.
• Evaluate plan effectiveness using performance analytics and recommend adjustments.
• Ensure alignment between compensation plans and strategic priorities (growth segments, new product adoption, margin expansion).
• Oversee end-to-end compensation operations including target setting, plan deployment, crediting rules, and payouts.
• Ensure timely, accurate calculation and distribution of commissions and incentives.
• Implement a compensation systems (e.g., SPIFF) and related tools.
• Establish and maintain scalable processes as the organization grows.
• Develop reporting and dashboards to track sales performance vs compensation outcomes.
• Analyze plan effectiveness, cost of sales, pay-for-performance alignment, and ROI of incentive programs.
• Support executive leadership with insights and recommendations.
• Ensure compliance with legal, audit, and financial controls related to incentive compensation.
• Maintain documentation of compensation plans, policies, and procedures.
• Partner with Finance on accruals, forecasting, and budgeting for commissions.
• Partner with Sales Leadership to align compensation plans with business objectives and territory strategies.
• Collaborate with Finance on compensation expense planning and headcount modeling.
• Work closely with HR on job architecture, career progression, and pay equity considerations.
• Build and lead a high-performing incentive compensation team.
• Establish clear priorities, performance expectations, and professional development plans.
• All other duties as assigned.

Skills

Incentive compensation design

Sales performance management

Data modeling

Excel advanced

Salesforce adoption

Cross-functional collaboration

Change management

Stakeholder engagement

Education

Bachelor’s degree in Life Sciences, Business, Finance, or related field

Tools

Excel

Salesforce

SPIFF

Job description

Catalent's Bridgewater, New Jersey site seeks a Director of Incentive Compensation to lead strategy, design, and administration of enterprise-wide sales compensation programs. The role partners with Sales, Finance, HR, and Operations to optimize structures that drive performance and align with revenue goals.

The position requires expertise in incentive design, analytics, and experience with compensation platforms (SPIFF), Salesforce familiarity, and building scalable processes and dashboards.