Manager, Territory & Incentives Operations
Mastercard
Manager, Territory & Incentives Operations
Overview:
Mastercard is investing in a transformation of our global sales incentives across plan design, data transformation, systems implementation and operations. This transformation is a critical step in modernizing how we reward performance, scale our selling motions, evolve pipeline performance and support sustained growth. This initiative upgrades sales incentives across the enterprise to market‑benchmarked, globally aligned programs, while significantly improving transparency, governance, and operational efficiency.
The role holder report to the Director, Territory and will support:
• Global territory ownership & governance: Development of the regional, generalist, specialist, and overlay assignments, ensuring clear coverage, non-duplication, and consistent global standards.
• Customer lifecycle coverage mapping: Territory coverage alignment to customer lifecycle stages (acquire, grow, retain, expand) ensuring appropriate role engagement and handoffs.
• System of record accuracy: Ensure completeness and accuracy of territory, account, and assignment data in the system of record, including data quality controls and change management.
• System of record operations: Partnership with the SAP ICM team to ensure alignment on data integration, versioning, approvals, and downstream alignment with compensation plans and reporting.
• Customer structure alignment: Ensure territories and coverage align to franchise, legal entity, and finance customer hierarchies to support crediting, forecasting, and reporting integrity.
• Coverage effectiveness analytics: Analyze average revenue size, capacity, and ROI by role and segment to inform optimal role-to-customer alignment and coverage models.
• Unassigned customer deployment: Regularly identify and deploy unassigned or orphaned customers to appropriate sellers on a defined cadence to minimize coverage gaps.
• Cross-functional coordination: Partner with Sales, Finance, Incentives, and Sales Enablement across Core and CNPF and Global Sales Excellence to support annual planning, in-year changes, and downstream impacts to quotas and incentives. The ideal candidate should have:
• Experience in designing and operating standardized program frameworks and governance structures
• Ability to translate insights into actionable plans
• Strong business acumen and commercial awareness
• Strategic and collaborative work approach across various business lines, functions, and regions
• Excellent managerial, interpersonal, written, and verbal communication skills Corporate Security Responsibility
All activities involving access to Mastercard assets, information, and networks comes with an inherent risk to the organization and, therefore, it is expected that every person working for, or on behalf of, Mastercard is responsible for information security and must:
- Abide by Mastercard’s security policies and practices;
- Ensure the confidentiality and integrity of the information being accessed;
- Report any suspected information security violation or breach, and
- Complete all periodic mandatory security trainings in accordance with Mastercard’s guidelines.
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