Commercial Finance Team Leader; m​/f​/d- Sales & Gross-to-Net

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

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.

What You’ll Do
The SIP & 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.

SIP target‑setting frameworks and payout calculation logic.

Standardization 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

Minimum 7-10 years of experience in Commercial Finance / Business Partnering roles within a complex, matrix organization

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…