Lead governance and ongoing optimization of all U.S. commercial compensation programs—including variable plans, quota setting, bonuses, and special incentives—ensuring market competitiveness and strategic alignment
Lead the end-to-end US Commercial performance evaluation process: establish clear, objective performance standards and facilitate calibration sessions for sales teams; manage annual and mid-year review cycles
Conduct regular benchmarking and effectiveness reviews of incentive programs, using data-driven analytics to recommend changes that improve motivation, minimize turnover, and promote pay-for-performance culture
Monitor and audit program compliance, ensuring incentive calculations, communication, and awards are accurate, timely, and adhere to internal governance
Develop and maintain documentation, policies, and decision trees governing plan changes, exceptions, and dispute resolution
Coach managers on the interpretation of plan mechanics, KPIs, and evaluation standards, supporting transparent communication and education at all levels
Leverage technology platforms (Salesforce CRM, Workday HCM), to streamline administration and provide actionable scorecards, dashboards, and reporting for leadership and plan participants
Coordinate post-program performance analysis, including root-cause review of outliers, and surface recommendations for future quotas, performance standards, and incentive design
Analyze territory/account assignments using advanced models to support workload balance
Collaborate with sales leaders for resource planning based on market changes
Develop territory planning playbooks and ongoing capacity reporting
Offer scenarios and recommendations for both planned and ad-hoc reassignments
Ensure new hires are productively and fairly integrated into team workloads
Perform related duties as assigned, within your scope of practice

Requirements

7+ years overseeing sales or commercial compensation programs, performance management/governance, or HR operations in a CPG or closely related sales-driven industry
Deep knowledge of incentive plan design (base/variable mix, accelerators, SPIFs, KPIs, etc.), sales quota methodology, and program compliance best practices
Proven experience facilitating performance calibration, review processes, and personnel evaluations among commercial teams
Comfort with compensation, HCM, and reporting platforms; proficiency in Excel and analytics tools required
Strong project management, policy governance, and communication skills
Strong proficiency in CRM and territory management tools (Salesforce Consumer Goods Cloud and Sales Planning managed package)
Understanding of CPG go-to-market and sales coverage models
Diplomatic communicator, able to gain buy-in for data-driven decisions
Organized and highly adaptable to shifting priorities

Benefits

A place to grow your career. We’ll help you set big goals - and exceed them
People. Work with talented, committed and supportive teammates
Equity and performance bonuses. Every employee is a stakeholder in our success
Cell phone subsidy, commuter benefits and discounts on JUUL products
Excellent medical, dental and vision, disability, and life insurance, plus family support, wellness, legal, and employee assistance program benefits
401(k) plan with company matching
Plus biannual discretionary performance bonuses

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard skills

incentive plan designperformance managementsales quota methodologyprogram compliancedata-driven analyticsperformance evaluationterritory/account assignmentscapacity reportingproject managementpolicy governance

Soft skills

communication skillsdiplomatic communicatororganizational skillsadaptabilitycoachingcollaborationtransparencyproblem-solvingfacilitationstakeholder engagement