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.
