Territory Management and Sales Incentive Analyst

The Territory Management & Incentive Compensation (TMIC) Analyst is a strategic partner to Commercial Operations, responsible for designing equitable territories, administering data-driven sales incentive plans, and safeguarding payout accuracy. By combining strong analytical skills with cross-functional collaboration—spanning Sales, HR, Finance, IT, Data Governance, and the Workers’ Council—the role ensures that compensation programs motivate performance, meet compliance standards, and deliver actionable insights that fuel sustainable revenue growth.

What you will accomplish together with us:

• Design and optimize data-driven sales incentive plans for global commercial teams to maximize revenue growth and sales-force motivation by benchmarking industry practices, modeling historical results, and running scenario analyses. (~5%)

• Develop and maintain equitable territory structures and realignments for field representatives to ensure balanced market coverage and quota potential by integrating CRM data, market analytics, and feedback from sales leadership (~15%).

• Monitor, validate, and report sales performance KPIs and bonus calculations to guarantee accurate, timely payouts and reinforce plan credibility by automating data pipelines in Snowflake/Tableau and performing variance analyses (~15%).

• Investigate and resolve compensation or performance disputes raised by employees or managers to uphold trust and policy compliance by performing root-cause analysis and coordinating corrective actions with HR, Controlling, Customer Support Operations and other stakeholders (~15%).

• Partner with Data Governance colleagues to enforce data quality, consistency, and compliance across Sales systems by implementing validation controls and periodic audits (~5%).

• Liaise with Commercial Reporting and Advanced Analytics teams to translate complex data into actionable insights for sales leadership, enabling proactive course corrections and strategic decision-making (~15%).

• Educate and empower the sales organization through structured training sessions, up-to-date documentation, and open office-hour forums to drive incentive-plan understanding, boost engagement, and swiftly address general concerns or questions (~10 %).

• Drive continuous improvement of TMIC processes, tools, and automation capabilities to enhance scalability, user experience, and audit readiness by leading cross-functional projects and adopting best-in-class technologies (~20%).

What will convince us:

• Bachelor’s degree in Business Administration, Finance, Human Resources, Information Systems, Engineering, Statistics or a related field.

• 4+ years in sales operations, incentive compensation, or territory management, preferably in the life sciences or pharmaceutical industry.

• Proficiency in SAP BW, HANA, and analytical tools such as Tableau and Snowflake.

• Strong analytical and problem-solving abilities with excellent attention to detail. Proven experience working with large datasets and sales performance metrics.

• Thorough SQL & Python skills; Good knowledge of Salesforce data objects along with in-depth understanding of Lead to Cash process is essential.

• Effective communicator with the ability to work cross-functionally and influence stakeholders at various levels.

• Experience with financial reporting and comfort discussing budgets and bonus impacts with Finance teams.

• Ability to manage multiple projects in a deadline-driven environment.

• Experience with labor law considerations or Workers’ Council negotiations is a plus.

• Identification with our core values: Sustainability, Openness, Enjoyment

About Sartorius 

Sartorius is part of the solution in the fight against cancer, dementia, and many other diseases. Our technologies help translate scientific discoveries into real-world medicine faster, so that new therapeutics can reach patients worldwide. 

We look for ambitious team players and creative minds, who want to contribute to this goal and advance their careers in a dynamic global environment.

Join our global team and become part of the solution. We are looking forward to receiving your application. 
www.sartorius.com/careers