Manager, Sales Compensation Administration and ICM System Overview Greif is a leading supplier of industrial packaging products and services, with a global footprint across more than 35 countries and 200+ locations. The role leads the centralized administration of global sales incentive plans and manages the deployment and operation of the enterprise-wide Incentive Compensation Management (ICM) system. The role collaborates with Sales Operations, Finance, HR and Commercial Leadership to drive execution excellence and performance transparency. It also partners with Total Rewards on plan governance and global sales compensation design, ensuring alignment with pay equity standards, local labor compliance, and best practices in compensation effectiveness.
Role Overview As part of Greif’s global transformation to streamline and align its sales compensation programs with strategic growth initiatives, this role will lead the centralized administration of global sales incentive plans and manage the deployment and operation of the enterprise-wide Incentive Compensation Management (ICM) system. The role will coordinate across Sales Operations, Finance, HR and Commercial Leadership to drive execution excellence and performance transparency. This role will also collaborate with Total Rewards on plan governance and global sales compensation design, ensuring alignment with pay equity standards, local labor compliance, and best practices in compensation effectiveness.
Key Responsibilities
Sales Compensation Administration
Lead centralized administration of incentive plans for in-scope global sales roles (inside sales, outside sales, and L1 managers).
Ensure accurate, timely incentive calculations, validations, and quarterly payouts.
Manage end-to-end quota setting, crediting logic, and seller eligibility aligned to role archetypes and business units.
Support plan rollout and change management, including documentation, FAQs, and seller communication.
ICM System Management
Serve as the business owner of Greif’s ICM platform and champion automation of compensation processes.
Oversee system enhancements, data integration with core systems (e.g., Workday, G-Link), and user access governance.
Drive implementation of seller dashboards, audit workflows, and reporting infrastructure.
Partner with IT and ICM vendors to ensure platform scalability and business continuity.
Governance and Design Partnership
Collaborate with Total Rewards to define governance protocols for plan updates, exception handling, dispute resolution, and policy enforcement.
Partner on the development and evaluation of sales compensation plan design aligned with Greif’s strategic sales goals and job architecture.
Partner with HR and Total Rewards on regional compliance (e.g., Workers Council approvals) and consistency across geographies.
Cross-Functional Coordination
Align with Finance on incentive accruals, forecasting, and ROI tracking.
Work with Sales Leadership and Sales Ops to align plans with pipeline objectives and margin-based selling strategies.
Act as the conduit between data, process owners, and leadership teams for compensation-related initiatives.
Performance Reporting and Insights
Deliver performance dashboards, payout modeling, and analytics tied to key plan metrics such as Contribution Margin $, Margin Rate %, and New Customer CM $.
Monitor plan effectiveness, support audit readiness, and ensure transparency with sellers and stakeholders.
Support compensation redesign through data-backed insights and feedback loops.
Required Qualifications
Bachelor’s degree in Business, HR, Finance, or related field; Master’s preferred.
6+ years of experience in sales compensation, with 3+ years managing ICM systems and pay administration.
Demonstrated experience working across matrixed teams, including HR/Total Rewards and commercial functions.
Proficiency with ICM systems (e.g., SAP Commissions, Varicent), Excel, and data reporting tools (Power BI).
Experience navigating global organizations and managing plan compliance across multiple regions.
Preferred Attributes
Background in industrial manufacturing or global B2B sales environments.
Familiarity with modern sales comp structures (e.g., pay-at-risk, CM-based incentives).
Strong project management and change leadership skills.
Experience supporting compensation transformation and global harmonization initiatives.
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EEO Statement We offer a competitive salary, excellent benefits and opportunity for growth. Greif is an equal opportunity employer. We will not discriminate against any applicant or employee on the basis of sex, race, religion, age, national origin, color, disability, veteran status or any other legally protected characteristic. For more information read Greif’s Equal Opportunity Policy. https://www.greif.com/wp-content/uploads/2023/04/HR-101-Equal-Employment-Opportunity-Policy-English.pdf
Job Details
Seniority level: Mid-Senior level
Employment type: Full-time
Job function: Human Resources
Industries: Packaging and Containers Manufacturing
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