Director, Sales Compensation
Job Number: 8714
External Description:
Carrier Global Corporation, global leader in intelligent climate and energy solutions, is committed to creating solutions that matter for people and our planet for generations to come. From the beginning, we've led in inventing new technologies and entirely new industries. Today, we continue to lead because we have a world-class, diverse workforce that puts the customer at the center of everything we do. For more information, visit corporate.carrier.com or follow Carrier on social media at @Carrier.
About the Role
The Director, Sales Compensation, reports to the Sr. Director, Global Compensation Strategy, Governance & Incentives, and has global responsibility for designing, implementing, and managing sales and services incentive programs that drive performance and align with Carrier’s strategy as the global leader in intelligent climate and energy solutions.
This role ensures sales compensation plans are competitive, compliant, and motivational, while supporting sales effectiveness and profitable revenue growth. Key responsibilities include collaborating with sales, sales operations, finance, and HR teams to develop incentive strategies, analyze plan performance, manage payout processes, and providing insights to optimize plan design.
The leader also plays a critical role in change management, communication, and stakeholder alignment to ensure clarity, fairness, and ongoing engagement across the sales organization. The ideal candidate has deep global sales and services incentive design expertise in a variety of sales channels, strong project management skills, and the ability to influence decision making and drive change with business senior leadership.
In addition, this leader is accountable for leading and developing a team of sales incentive compensation professionals. This includes setting clear goals, providing coaching and mentorship, fostering collaboration, and ensuring operational excellence in plan administration and analytics.
Key Responsibilities
Conduct research through on-site interviews with key stakeholders, market studies and surveys
Create analytics and modeling to evaluate the effectiveness of current variable pay practices
Develop and present plan design recommendations to business leaders that align with market best practices and profitably drive revenue growth. Additionally, propose effective strategies to encourage cross-selling and collaboration between sales channels in a customer-centric business model.
Influence business outcomes where there is resistance to change
Provide consultative support to businesses on how to best manage and communicate plan design changes including best practices around plan documentation, communication initiatives, training and tools to optimize the effectiveness of the rollout
Build a high-performing, customer-centric team culture focused on accuracy, responsiveness, and continuous improvement.
Partnering with the Carrier digital and HR technology organizations, drive the utilization of cloud-based software platforms to administer sales incentive payouts and measure effectiveness through enhanced data and insights
Required Qualifications:
Bachelor’s degree
10+ years of experience in analytics, pricing or compensation
5+ years of experience in sales and service compensation design
Preferred qualifications:
MBA
Demonstrated ability to influence decision making at senior levels in an organization
Strong project management skills and an ability to lead change management activities
Strong oral and written presentation skills
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Job Number: 30191364
Community / Marketing Title: Director, Sales Compensation
Location_formattedLocationLong: Florida, US