About The Commercial Finance COE The Commercial Finance Center of Excellence (COE) supports Eaton’s commercial strategy by providing expertise in Sales Incentive Plans (SIP), Gross-to-Net (GTN) management, pricing governance, and commercial analytics. The team partners with business stakeholders globally to drive process excellence, strengthen financial controls, and deliver insights that enhance sales effectiveness and profitable growth. Through standardized practices and continuous improvement, the COE enables scalable, efficient, and data-driven commercial operations.

To strengthen our Commercial Finance Center of Excellence (COE), we are looking for a Commercial Finance Team Leader (m/f/d) – Sales Incentives Plan & Gross-to-Net. The SIP & Gross-to-Net (GTN) Team Leader is accountable for standardizing, simplifying, and digitalizing Gross-to-Net (GTN) and Sales Incentive Plan (SIP) frameworks across EMEA. The role ensures that GTN and SIP mechanisms are value-creating, transparent, and scalable, and can be executed efficiently through robust systems and standard processes.

It works in close partnership with Sales Leadership, HR (Comp & Ben), Business Partners, Pricing, Channels, and CFOps. Owns Gross-to-Net (GTN) Frameworks, PAP Governance, and Follow-Up Defines and governs GTN logic covering customer rebates, bonuses, and commercial deductions. Owns the financial framework, standards, and approval process for PAP (annual bonus agreements).

Partners with Channel and Zone Business Partners and CFOps to support PAP approval cycles. Consistent GTN treatment and disciplined execution of annual premio agreements.

Owns Sales Incentive

Plan (SIP) Target Setting and Payout Execution Leads SIP target setting in close partnership with Sales Leadership, CF Business Partners, and HR (Comp & Ben). Owns SIP payout calculations and execution, coordinating with CFOps for validation and processing. Ensures SIP outcomes are aligned with commercial objectives, affordability, and financial governance.

Incentives are executed accurately, on time, and aligned with intended sales behavior.



Ensures schemes remain understandable to sales teams and sustainable to operate.

Drives

Digitalization and System Enablement Leads the transition of SIP and GTN from manual processes to system-enabled execution (e.g., SAP, Vistex, and analytics platforms). Partners with IT and Finance Systems to embed standard logic into scalable and auditable solutions. Reduces manual handling, reconciliations, and downstream corrections. A high-credibility team that reduces complexity rather than manages it.

Owns: ~ çStandardization and system design requirements for SIP and GTN.

Does Not Own: Revenue posting, close activities, or accounting execution (CFOps & Controllership). Deal approvals or commercial negotiations. Bachelor’s degree in Finance, Business, Engineering, or a related field Minimum 7-10 years of experience in Commercial Finance / Business Partnering roles within a complex, matrix organization Proven exposure to senior commercial and finance leadership forums, including strategy, portfolio, and major decision settings” Commercial judgment applied to GTN margin trade‑offs and SIP cost vs behaviour effectiveness Credible challenge and influence with Sales, HR, Pricing, and Finance leadership Strong understanding of Gross‑to‑Net mechanics (rebates, bonuses, customer incentives, accrual logic, waterfalls) Strong understanding of Sales Incentive Plan (SIP) design and execution, including target setting, payout logic, and governance Solid grounding in commercial finance and FP&A; concepts, including margin, affordability, and trade‑off analysis Working knowledge of SAP and related commercial finance systems (e.g.

Vistex, analytics platforms)



sufficient to drive standardisation and digitalisation Ability to translate commercial and incentive logic into system‑enabled, auditable processes (without owning accounting execution) Credible senior‑level influence with Sales leadership, HR (Comp & Ben), Pricing, Business Partners, and Finance Strong change‑management mindset, able to drive adoption of standard frameworks across countries and channels High level of clarity and structure in communication, particularly on complex incentive and deduction topics Be part of a company that has existed for more than 100 years, is well-known in the industry, and has a major impact on the energy sector Numerous, continuously evolving training and development opportunities (including Eaton University) Career development in a globally active company with strong roots in EMEA region. Robust processes and state-of-the-art systems and tools Structured employee development processes, open feedback culture with development plans Comprehensive onboarding and detailed induction support Many opportunities to volunteer in various Inclusion & Diversity Employee Resource Groups (IERGs) Flexible working hours This salary range is published in compliance with applicable Italian regulations, is disclosed for applicants based in Italy, and may vary for candidates applying from other locations. Eaton provides a competitive total rewards package based on applicable skills, knowledge and experience, and aligned with internal and external market practices.

All positions may require participation in video and in-person interviews as part of the hiring process. All candidates will be evaluated based on job-related competencies, and all candidates’ privacy rights and data security will be protected in accordance with applicable laws. Our recruitment processes use balanced selection criteria and avoid unlawful discrimination against applicants on the basis of their age, colour, disability, marital status, national origin, gender, gender identity, genetic information, race or racial origin, religion, sexual orientation or any other status protected or required by law.

📌 Commercial Finance Team Leader (m/f/d)- Sales Incentives & Gross-to-Net (Milano)
🏢 Eaton
📍 Milano