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Sales Incentive Compensation Manager

Req ID #:  42524

Wilmington, MA, US, 01887

For 70 years, Charles River employees have worked together to assist in the discovery, development and safe manufacture of new drug therapies. When you join our family, you will have a significant impact on the health and well-being of people across the globe. Whether your background is in life sciences, finance, IT, sales or another area, your skills will play an important role in the work we perform. In return, we’ll help you build a career that you can feel passionate about.

Job Summary

We are seeking a Sales Incentive Compensation Manager at our site located in Wilmington, MA.

The Incentive Compensation Manager will be a subject matter expert in all areas of compensation including base pay, short and long-term incentives. The role is responsible for compensation programs and policies to ensure compensation alignment with the Company’s business strategy, goals and competitive practices. In partnership with HR Business Partners and business area managers, this position plans, develops, and implements compensation solutions to achieve business goals. Provides pro-active analyses of compensation programs and practices, and recommends solutions to ensure programs are competitively and consistently administered in compliance with all applicable regulations.


Incentive Compensation Design

  • Designs incentive plans in collaboration with sales management that align with the product segment brand and sales strategy.
  • Aligns metrics with corporate forecasts to ensure plans are financially viable
  • Develops various plan design options and conduct relevant analyses for each option.
  • Reviews and finalizes quarterly and annual sales plans with management

Goal / Quota Setting

  • Designs methodology for allocating World Wide Commercial Sales Plan.
  • Conducts fairness testing to ensure goals are fair and equitable for each individual in the field
  • Calculates final goals and metrics to be used to track performance
  • Develops communication materials for the field, including summary materials for sales management
  • Communicates goals/quotas/baseline to the field and presents to sales management


  • Plans and coordinates implementation of incentive plan with related areas (business operations and sales management)
  • Designs and develops tools for the field to calculate and project incentive compensation payouts
  • Creates monthly sales force performance reports for Account Managers, Regional Sales Managers, Regional Sales Directors and National Sales Director, Global Sales Managers
  • Projects and accrues payouts
  • Creates payroll files and summary documentation
  • Investigates and resolves data and field inquiries
  • Collaborates with Legal and Sales leadership to create and maintain eligibility documents
  • Partners with HR, Training and Sales Leadership to maintain and track eligibility for all field sales programs
  • Collaborates with HR and Sales leadership on the calculation of mid-year and year-end sales performance metrics

Awards and Recognition

  • Designs and implements a methodology for allocating the national awards
  • Collaborates with Marketing and field sales to design and implement SPIFFs and local contests
  • Ensures national awards and contests are fiscally responsible and paid in a timely manner
  • Calculates final Global Sales Meeting Awards


  • Accredited Bachelor’s degree
  • 10+ years related analysis experience in areas including sales operations, marketing, finance, etc.
  • 3+ years sales force incentive compensation experience
  • Demonstrated experience in designing commercial analytical methods
  • Strong quantitative and analytical skills


About Corporate Functions

The Corporate Functions provide operational support across Charles River in areas such as Human Resources, Finance, IT, Legal, Sales, Quality Assurance, Marketing, and Corporate Development. They partner with their colleagues across the company to develop and drive strategies and to set global standards. The functions are essential to providing a bridge between strategic vision and operational readiness, to ensure ongoing functional innovation and capability improvement.


About Charles River

Charles River is an early-stage contract research organization (CRO). We have built upon our foundation of laboratory animal medicine and science to develop a diverse portfolio of discovery and safety assessment services, both Good Laboratory Practice (GLP) and non-GLP, to support clients from target identification through preclinical development. Charles River also provides a suite of products and services to support our clients’ clinical laboratory testing needs and manufacturing activities. Utilizing this broad portfolio of products and services enables our clients to create a more flexible drug development model, which reduces their costs, enhances their productivity and effectiveness to increase speed to market.


With over 13,000 employees within 80 facilities in 23 countries around the globe, we are strategically positioned to coordinate worldwide resources and apply multidisciplinary perspectives in resolving our client’s unique challenges.  Our client base includes global pharmaceutical companies, biotechnology companies, government agencies and hospitals and academic institutions around the world.


At Charles River, we are passionate about our role in improving the quality of people’s lives. Our mission, our excellent science and our strong sense of purpose guide us in all that we do, and we approach each day with the knowledge that our work helps to improve the health and well-being of many across the globe. We have proudly supported the development of 80% of the drugs approved by the FDA in 2017.


For more information, please visit


Equal Employment Opportunity
Charles River Laboratories, Inc. is an Equal Opportunity Employer M/F/Disabled/Vet

Nearest Major Market: Boston

Job Segment: Biotech, Compensation, Manager, Pharmaceutical, Science, Human Resources, Management, Research