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Commercial Finance Team Leader (m/f/d)- Sales Incentives & Gross-to-Net

Eaton -
Wien, W

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Details zur Stelle

Qualifikationen

Bachelor

Vollständige Stellenbeschreibung

About the Commercial Finance COE

The Commercial Finance Center of Excellence (COE) supports Eaton's commercial strategy by providing expertise in Sales Incentive Plans (SIP), Gross-to-Net (GTN) management, pricing governance, and commercial analytics. The team partners with business stakeholders globally to drive process excellence, strengthen financial controls, and deliver insights that enhance sales effectiveness and profitable growth. Through standardized practices and continuous improvement, the COE enables scalable, efficient, and data-driven commercial operations.

To strengthen our Commercial Finance Center of Excellence (COE), we are looking for a Commercial Finance Team Leader (m/f/d) – Sales Incentives Plan & Gross-to-Net.

What you’ll do:

The SIP & Gross-to-Net (GTN) Team Leader is accountable for standardizing, simplifying, and digitalizing Gross-to-Net (GTN) and Sales Incentive Plan (SIP) frameworks across EMEA.

The role ensures that GTN and SIP mechanisms are value-creating, transparent, and scalable, and can be executed efficiently through robust systems and standard processes. It works in close partnership with Sales Leadership, HR (Comp & Ben), Business Partners, Pricing, Channels, and CFOps.

Owns Gross-to-Net (GTN) Frameworks, PAP Governance, and Follow-Up

Defines and governs GTN logic covering customer rebates, bonuses, and commercial deductions.
Owns the financial framework, standards, and approval process for PAP (annual bonus agreements).
Partners with Channel and Zone Business Partners and CFOps to support PAP approval cycles.
Ensures correct accrual logic, tracking, and follow-up against agreements.

Impact:

Consistent GTN treatment and disciplined execution of annual bonus agreements.

Owns Sales Incentive Plan (SIP) Target Setting and Payout Execution

Leads SIP target setting in close partnership with Sales Leadership, CF Business Partners, and HR (Comp & Ben).
Owns SIP payout calculations and execution, coordinating with CFOps for validation and processing.
Ensures SIP outcomes are aligned with commercial objectives, affordability, and financial governance.

Impact:

Incentives are executed accurately, on time, and aligned with intended sales behavior.

Drives SIP and GTN Simplification and Improvement

Simplifies SIP schemes and GTN structures to reduce complexity and exceptions.
Develops structured recommendations, together with the COE Pillar Leader, to improve effectiveness, transparency, and ease of execution.
Ensures schemes remain understandable to sales teams and sustainable to operate.

Impact:

Incentives and deductions deliver value without unnecessary complexity.

Drives Digitalization and System Enablement

Leads the transition of SIP and GTN from manual processes to system-enabled execution (e.g., SAP, Vistex, and analytics platforms).
Partners with IT and Finance Systems to embed standard logic into scalable and auditable solutions.
Reduces manual handling, reconciliations, and downstream corrections.

Impact:

Sustainable and scalable execution of SIP and GTN.

Leads and Develops the SIP & GTN Team

Leads and develops SIP & GTN analysts as subject-matter experts.
Sets clear expectations on quality, governance, prioritization, and partnership.
Ensures capacity is focused on standardization and value creation rather than ad hoc fixes.

Impact:

A high-credibility team that reduces complexity rather than manages it.

Decision Rights & Boundaries

Owns:

GTN frameworks and PAP financial governance.
çSIP target-setting frameworks and payout calculation logic.
çStandardization and system design requirements for SIP and GTN.

Does Not Own:

Revenue posting, close activities, or accounting execution (CFOps & Controllership).
Pricing architecture or price setting (Pricing COE).
Deal approvals or commercial negotiations.

Qualifications:

Bachelor’s degree in Finance, Business, Engineering, or a related field

Skills:

Proven exposure to senior commercial and finance leadership forums, including strategy, portfolio, and major decision settings"
Commercial judgment applied to GTN margin trade‑offs and SIP cost vs behaviour effectiveness
Ability to translate incentive and deduction mechanics into simple, scalable frameworks
Credible challenge and influence with Sales, HR, Pricing, and Finance leadership
Strong analytical interpretation of GTN drivers, SIP outcomes, and execution quality"
Strong understanding of Gross‑to‑Net mechanics (rebates, bonuses, customer incentives, accrual logic, waterfalls)
Strong understanding of Sales Incentive Plan (SIP) design and execution, including target setting, payout logic, and governance
Solid grounding in commercial finance and FP&A concepts, including margin, affordability, and trade‑off analysis
Working knowledge of SAP and related commercial finance systems (e.g. Vistex, analytics platforms) sufficient to drive standardisation and digitalisation
Ability to translate commercial and incentive logic into system‑enabled, auditable processes (without owning accounting execution)
Credible senior‑level influence with Sales leadership, HR (Comp & Ben), Pricing, Business Partners, and Finance
Ability to challenge constructively on incentive effectiveness, cost, and complexity while maintaining strong partnerships
Strong change‑management mindset, able to drive adoption of standard frameworks across countries and channels
High level of clarity and structure in communication, particularly on complex incentive and deduction topics
Strong ownership and resilience in a high‑exposure area with tight deadlines and leadership attention

What we offer

Be part of a company that has existed for more than 100 years, is well-known in the industry, and has a major impact on the energy sector
Work in a company committed to inclusion & diversity and sustainability
Numerous, continuously evolving training and development opportunities (including Eaton University)
Career development in a globally active company with strong roots in EMEA region.
Robust processes and state-of-the-art systems and tools
Structured employee development processes, open feedback culture with development plans
Comprehensive onboarding and detailed induction support
Many opportunities to volunteer in various Inclusion & Diversity Employee Resource Groups (IERGs)
Flexible working hours

This salary range is published in compliance with applicable Italian regulations, is disclosed for applicants based in Italy, and may vary for candidates applying from other locations. Eaton provides a competitive total rewards package based on applicable skills, knowledge and experience, and aligned with internal and external market practices. The annual salary range for this role is EUR 60,800 – EUR 89,100 gross per year.

#LI-AP3

All positions may require participation in video and in-person interviews as part of the hiring process. All candidates will be evaluated based on job-related competencies, and all candidates’ privacy rights and data security will be protected in accordance with applicable laws.

We are committed to ensuring equal employment opportunities for job applicants and employees. Our recruitment processes use balanced selection criteria and avoid unlawful discrimination against applicants on the basis of their age, colour, disability, marital status, national origin, gender, gender identity, genetic information, race or racial origin, religion, sexual orientation or any other status protected or required by law.

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