Commercial Performance & Incentives Manager

About this role

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.