Eximbank is redesigning how its Corporate Banking sales force is rewarded, so that incentives drive the right behaviours and the right customers. We are looking for a Head of Sales Compensation (
Giám đốc Chính sách Thù lao kênh bán hàng KHDN) to turn the Division's reward framework into schemes that work on the ground.
About the role
Reporting to the Head of Sales Compensation & Cost Management, you will design incentive schemes and sales campaigns, run the full payout cycle and measure how well each scheme works.
Key responsibilities
Turn the Division's reward framework into periodic incentive schemes for each sales role: targets, KPI weights, payout curves, floors/caps and eligibility.
Set sales-crediting and split rules when several RMs, specialists or branches serve the same client, including across SME, large corporate and retail banking.
Design sales contests for priority campaigns and solutions within the approved budget.
Model incentive pools and their P&L impact under different scenarios before launch.
Build risk guardrails and clawback rules into every scheme, so incentives never reward mis-selling or gaming.
Run the payout cycle: data collection and reconciliation, calculation, exception control and on-time payment with HR.
Define business requirements for the sales-recording and payout tools, and work with Analytics and Technology to automate calculations.
Explain schemes clearly to the whole network, handle compensation disputes and fix root causes in the policy.
Report scheme effectiveness against actual business results, and lead and develop your team.
What you bring
8-10+ years in banking/finance, HR (C&B) or sales performance management, including 3-5+ years managing the design or operation of sales force compensation. Experience with corporate/SME RM teams is a strong plus.
Strong knowledge of incentive design, payout mechanics, conduct risk and how corporate banking results are credited by RM and client.
Good understanding of Vietnamese labour regulations and bank pay and bonus policy.
Advanced Excel for financial modelling. SQL or Power BI is a plus.
Clear communicator who can explain complex schemes to sales teams and resolve disputes fairly.
Bachelor's degree or higher (Master's preferred) in Finance, Accounting, Economics, Business or HR Management. A Reward/Compensation certification, CMA or ACCA is a plus.
Why join us
Design sales incentives from the ground up in a bank-wide transformation.
Direct influence on how the whole Corporate Banking sales force sells.
Competitive package and a clear leadership career path.