Senior Manager, Incentive Compensation & Sales Reporting

The Senior Manager, Incentive Compensation & Sales Reporting is responsible for overseeing all aspects of the incentive compensation (IC) program for the U.S. sales organization and leading the Incentive Compensation Center of Excellence (COE) for the Americas. This role supports the field sales organization by delivering accurate and timely sales reporting, incentive compensation results, and performance analyses.

The incumbent serves as the primary point of contact for the field on matters related to IC payouts, sales performance reporting, and sales analytics. The role partners cross-functionally with Sales Leadership, Marketing, IT, Business Line Managers, Finance, and Business Intelligence teams.

Main Responsibilities, Activities, Duties and Tasks

Incentive Compensation Administration & Design

• Manage end-to-end administration of the incentive compensation program, including commission and bonus processing in accordance with approved IC plans.
• Lead the design and modeling of IC plan components, including commission structures, payout tables, and plan mechanics.
• Ensure timely, consistent, and accurate calculation, validation, and communication of all IC results.
• Support annual forecasting of incentive compensation expenses in partnership with Finance.

Territory Alignment, Quota Planning & COE Leadership

• Manage and communicate U.S. territory alignment activities, including updates, data mapping, and collaboration with Sales Leadership.
• Partner closely with sales leadership to design, evaluate, and finalize sales quotas, ensuring methodologies are strategic, data-informed, and aligned with organizational goals while driving strong field adoption.
• Lead the development and standardization of the Americas Incentive Compensation COE across direct markets in the U.S., Canada, Mexico, and Brazil.

Sales Reporting & Analytics

• Conduct sales analyses using data from multiple internal and external sources to identify trends, opportunities, and performance drivers, pertaining to Compensation Sales.
• Ensure data quality, accuracy, and integrity across all reporting environments.
• Develop IC dashboards, reports, and presentations for Sales, Sales Leadership, and cross-functional partners.
• Leverage analytical skills to track sales performance by geography, channel, product, and customer segments.
• Identify opportunities to streamline reporting requests and support the development of a new PowerBI-based compensation reporting environment.

Cross-Functional Support

• Serve as the primary liaison to the field sales organization on sales reporting and IC inquiries.
• Collaborate with Sales Management, Marketing, Finance, Human Resources, and Business Intelligence teams to support strategic commercial initiatives.
• Create and deliver clear and compelling presentations for internal stakeholders.

Supervisory Responsibilities

• N/A

Education

• Bachelor's degree in Business, Finance, Accounting, Analytics, or a related quantitative field.

Professional Experience, Knowledge & Technical Skills

• Minimum of 5 years' experience managing incentive compensation plans; experience in Pharmaceuticals, Medical Devices, Diagnostics, or Healthcare industries preferred.
• Strong analytical and problem-solving skills with expertise in business analysis.
• Advanced proficiency in Microsoft Excel and data visualization tools such as PowerBI.
• Experience with database management, data structures, and data quality control.
• Strong verbal and written communication skills, including the ability to develop and present complex analyses.
• Experience with territory alignment processes and tools.
• Experience with customer relationship management (CRM) applications; Salesforce experience preferred.
• Ability to collaborate effectively with sales leadership and cross-functional teams.
• Excellent organizational skills with the ability to manage multiple priorities.
• Demonstrated innovative thinking and pragmatic problem-solving abilities.
• Strong influencing and communication skills.

Soft Skills – Company Values & Behaviours

Adhere to the Bracco’s core values, including:

• Passion: Connecting People and Networking; Be Yourself
• Extraordinary: Leading People and Delegation; Courage
• Continuous Evolution: Insight and Learning Agility; Digital and Technology Orientation
• Sustainability: Long-Term Value Creation; Accountability

Core Relationships

• Sales Analytics Team
• Americas Commercial Operations (Contrast Imaging and Devices)
• Finance
• Human Resources

Certificates, Licenses, Registrations

• N/A

Physical Demands

• The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Work Environment

• The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
• The position is a home-office based position in Princeton, NJ.
• The position is hybrid, three days in the office, two days remote.