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Danaher Corporation Director, Territory Management & Variable Compensation in Westborough, Massachusetts

The Director, Territory Management and Variable Compensation will champion the use of data insights to implement the best GTM structures and incentive compensation in each region to drive above-market growth. They will partner with regional sales leadership to craft, update & optimize sales territories and sales resource deployment throughout the the globally distributed team.

Essential Job Functions

Territory Management

  • Drive annual territory design updates to support business priorities and commercial strategy - including territory modeling using Xactly Alignstar tool; coordinate ongoing territory reviews and assessment with regional sales leadership

  • Create and communicate key performance metrics and dashboards to support region-specific alignments to deployment of sales resources

Variable Compensation

  • Use Xactly Incent tool to review and optimize sales incentive processes / schemes applicable to various sales groups. Partners with HR SME to ensures variable compensation compliance with federal, state and local laws and regulations.

  • Lead the sales team to continuously improve field planning activities and execute on sales quota setting and compensation plan design; improving and optimizing incentives while minimizing complexity and exceptions.

  • Drive ongoing impact analyses to support decision making in close collaboration with regional sales leaders. Make recommendations/changes to further align objective with outcomes; including being responsible for/leading variable compensation surveys.

  • Develop and maintain quarterly analytics and reporting packages for review with regional/ senior sales leadership and Finance, developing countermeasure plans where vital.

  • Support ongoing engagement with European Works Councils and other external partners, agencies and organizations.


  • Bachelor’s Degree in Life Science, Economics or Business Administration

  • MBA preferred

  • Experience with Xactly Alignstar / Incent tools preferred

  • Minimum 7 years of experience in commercial functions such as marketing or sales in a B2B environment

  • Outstanding capability of building followership and executing projects across functions, cultures, and level of seniorities

  • High level of commercial acumen

  • Experience of working within a global, multi-cultural, matrix organization

  • Strong DBS skillset and attitude

  • Travel expectation = 20-25%

When you join us, you’ll also be joining Danaher’s global organization, where 69,000 people wake up every day determined to help our customers win. As an associate, you’ll try new things, work hard, and advance your skills with guidance from dedicated leaders, all with the support of powerful Danaher Business System ( tools and the stability of a tested organization.Danaher Corporation and all Danaher Companies are committed to equal opportunity regardless of race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law. We value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.The EEO posters are available here ( .We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform crucial job functions, and to receive other benefits and privileges of employment. Please contact us at to request accommodation. If you’ve ever wondered what’s within you, there’s no better time to find out.