Manager, Territory & Incentives Operations

Description

Job Summary: The Manager, Territory & Incentives Operations will lead the transformation and operations of territory and commercial incentive structures, focusing on sales and customer credit assignment. Key Highlights: 1. Key role in the global transformation of commercial incentives 2. Broad exposure to P&C, sales, and financial innovation 3. Highly collaborative and strategic team environment Mastercard is recruiting a Manager, Territory \& Incentives Operations to join its team in Lisbon, in a full\-time role focused on the global transformation of commercial incentives, territory structure, and sales credit assignment logic. **Job Reference:** R\-277853 Applications are open until July 6, 2026\. Mastercard powers economies and empowers people in more than 200 countries and territories. Together with its customers, it contributes to a sustainable economy where everyone can thrive, delivering secure, simple, smart, and accessible digital payment solutions. **Role Context:** Mastercard is investing in the transformation of its global sales incentives, covering plan design, data transformation, system implementation, and operations. This transformation is a critical step in modernizing how the company rewards performance, scales its sales models, evolves pipeline performance, and supports sustained growth. The initiative aims to update commercial incentives across the organization, creating globally aligned programs benchmarked against the market while significantly improving transparency, governance, and operational efficiency. The role offers broad exposure to P\&C, sales, and financial innovation, supporting commercial growth within a highly collaborative team. **Role:** The Manager, Territory \& Incentives Operations will play a key role in the future transformation and operations of the commercial incentive territory structure and enterprise\-level credit assignment logic. This responsibility includes developing and implementing global frameworks and practices for customer assignment and strategic territory development across various global business lines, verticals, and regional partners. The role involves cross\-functional collaboration with commercial incentives, reporting, and process improvement teams, supported by business insights and analytics. This position reports to the Director, Territory. **Responsibilities:** Support global territory ownership and governance; Contribute to the development of regional, generalist, specialist, and overlay assignments; Ensure clear, non\-overlapping coverage and consistent global standards; Align territorial coverage with customer lifecycle stages, including acquisition, growth, retention, and expansion; Ensure appropriate functional involvement and effective transitions between teams; Ensure completeness and accuracy of territory, account, and assignment data in the registry system; Implement data quality controls and change management processes; Work with the SAP ICM team to ensure alignment on data integration, versioning, approvals, and impacts on compensation plans and reporting; Ensure territories and coverage align with franchise structures, legal entities, and customer financial hierarchies; Support crediting, forecasting, and reporting integrity; Analyze average revenue size, capacity, and ROI by function and segment; Use analytics to define optimized alignment models between functions and customers; Regularly identify customers without assignment or undefined coverage; Assign unallocated customers to appropriate sellers on a defined cadence, minimizing coverage gaps; Collaborate with Sales, Finance, Incentives, Sales Enablement, Core, CNPF, and Global Sales Excellence teams; Support annual planning, mid\-year changes, and downstream impacts on quotas and incentives. **Desired Profile:** Structured problem\-solving ability; Self\-motivation and autonomy; Strategic mindset; Ability to build strong internal and external relationships; Experience designing and operating standardized program frameworks and governance structures; Ability to translate insights into actionable plans; Strong business acumen and commercial sensitivity; Strategic and collaborative approach across different business lines, functions, and regions; Excellent management, interpersonal, and written and verbal communication skills. **Corporate Security Responsibility:** All activities involving access to Mastercard assets, information, and networks carry inherent risk to the organization. Therefore, all individuals working for or on behalf of Mastercard are responsible for information security. Comply with Mastercard's security policies and practices; Ensure confidentiality and integrity of accessed information; Report any suspected information security breach or incident; Complete all mandatory periodic security trainings as directed by Mastercard.