LATAM Senior Sales Compensation Manager

At Johnson & Johnson, we believe health is everything. Our strength in healthcare innovation empowers us to build a world where complex diseases are prevented, treated, and cured, where treatments are smarter and less invasive, and solutions are personal. Through our expertise in Innovative Medicine and MedTech, we are uniquely positioned to innovate across the full spectrum of healthcare solutions today to deliver the breakthroughs of tomorrow, and profoundly impact health for humanity. Learn more at

Job Function:

Data Analytics & Computational Sciences

Job Sub Function:

Business Intelligence

Job Category:

People Leader

All Job Posting Locations:

Bogotá, Distrito Capital, Colombia, São José dos Campos, São Paulo, Brazil, São Paulo, Brazil

Job Description:

As a LATAM MedTech Senior Sales Compensation Manager, you will be pivotal in shaping the structure and strategy of our sales organization. In this dynamic role, you will design and implement innovative sales incentives strategies while providing business advisory services to the commercial team. You will lead transformational initiatives that enhance sales force effectiveness, ensuring that our sales team is equipped, motivated, and aligned with corporate objectives to drive sustainable growth.

Key Responsibilities:

Sales Compensation Strategy:

• Develop, implement, and manage forward-thinking sales compensation plans that align with organizational goals and adapt to market trends.
• Conduct extensive market research, benchmarks and competitive analysis to ensure compensation packages remain attractive and equitable.
• Analyze compensation data and sales performance metrics to provide actionable recommendations for ongoing adjustments and enhancements.
• Champion transformative initiatives within the sales organization, ensuring alignment with the company's strategic vision and agile responses to market changes.
• Drive the development of long-term sales strategies that anticipate customer needs and industry shifts.

Data Analysis and Reporting:

• Create and maintain impactful dashboards and reports that offer insights into sales performance, compensation efficiency, and overall alignment with business targets, guiding strategic decision-making for the sales leadership.

Business Advisory Role:

• Serve as a trusted advisor to the commercial team, providing strategic insights and recommendations regarding compensation structures, sales performance, and market trends.
• Collaborate with the commercial team to identify business challenges and opportunities, facilitating data-driven discussions that inform strategic sales initiatives.

Cross-Functional Collaboration:

• Work alongside HR, finance, BUs, clusters and Business Enablers to ensure a cohesive approach to compensation planning and sales strategy implementation.
• Establish partnerships with various stakeholders to address compensation-related inquiries and foster alignment across the organization.

People Management:

• Lead, inspire, mentor, and develop a sales compensation team, promoting a culture of collaboration and continuous improvement.
• Oversee team operations, ensuring projects are prioritized and executed effectively.

Hard Skills:

• Expertise in sales compensation design, implementation, and administration, with a focus on innovative compensation frameworks.
• Strong analytical and quantitative skills, with proficiency in data analysis and reporting tools (e.g., Excel, SQL, BI tools).
• Familiarity with CRM/CXM and sales performance management tools that enhance effectiveness.
• Comprehensive understanding of industry benchmarks in compensation and sales performance best practices.
• Capacity to interpret and develop complex compensation models and structures that drive engagement and results.

Soft Skills:

• Exceptional leadership and people management abilities, fostering talent development and high-performance culture.
• Proven strategic thinker with strong problem-solving skills and capacity to align compensation strategies with complex business needs.
• Superior communication and interpersonal abilities, with a talent for influencing diverse stakeholders.
• Ability and resilience to effectively lead change and manage transformational projects within the sales organization.
• Collaborative and adaptable mindset, committed to fostering teamwork, engagement, and a positive work environment.

Qualifications:

• Bachelor's degree in Business, Finance, Human Resources, or a related field; MBA or relevant advanced degree preferred.
• Minimum of 5 years of experience in Life-Science (Healthcare/Pharm) industry managing sales compensation/incentives, sales effectiveness, business unit finance or related roles is mandatory.
• Proven track record of driving change and enhancing sales team performance through innovative strategies.
• Business acumen, strategic thinking, leadership and influence skills – able to work effectively in a matrix organization.
• Fluent in English and Advanced Spanish.