Head of Sales Compensation & Cost Management - Corporate Banking

Eximbank is undergoing a bank-wide transformation, building a modern Corporate Banking model around customer segments, solutions, channels and data-driven performance management. We are looking for a Head of Sales Compensation & Cost Management (Giám đốc cao cấp Chính sách Thù lao & Quản trị Chi phí KHDN) to design how our Corporate Banking business is rewarded and how every đồng of cost creates value.
ABOUT THE ROLE
Reporting to the Head of Corporate Banking, you will own the sales incentive framework and the cost management framework of the Division. You will drive the right sales behaviours, control conduct risk and deliver the Division's cost-to-income (C/I) roadmap. You will lead two teams: Sales Channel Compensation, and Cost & Investment Efficiency.
KEY RESPONSIBILITIES
Sales compensation framework
Set the principles, design framework and approval standards for all Corporate Banking sales incentives: incentive structure, KPI weighting, payout curves, floors/caps, eligibility and sales-crediting rules.
Make sure schemes drive the right behaviours and prevent gaming and mis-selling. Own the financial impact of every scheme before approval.
Decide the overall incentive budget and how it is allocated across sales forces, channels and products.
Cost, budget & investment governance
Build a centralised cost management framework: cost classification, allocation model, cost drivers, cost-to-serve methodology and the C/I target roadmap.
Own the quality of business case appraisal (ROI/NPV, payback) and post-investment benefit tracking for key initiatives.
Prioritise and steer the portfolio of cost optimisation initiatives.
Data, controls & conduct risk
Define the data standards and business requirements for sales-recording systems, payout calculation tools and cost reporting.
Set up controls (guardrails, exception and complaint handling, data reconciliation) and conduct-risk prevention, working with HR, Finance, Risk and Compliance.
Advise the Division Head on the trade-offs between cost, efficiency and sales motivation. Flag budget or C/I deviations early.
Leadership
Lead and develop two functional teams with clear roles and strong collaboration.
Build capability in policy design, financial modelling and data discipline, and grow a successor pipeline.
WHAT YOU BRING
10-12+ years in banking/financial services, business management, HR or management accounting, including 5+ years in middle/senior management in sales compensation, sales performance management, cost management or management accounting. Corporate/SME banking experience is a strong plus.
Deep knowledge of incentive design, payout mechanics, conduct risk and the corporate banking service model.
Solid command of cost allocation, ABC costing, cost-to-serve, C/I, P&L, RAROC/RoRWA and ROI/NPV.
Hands-on in financial modelling, advanced data analysis, dashboards and payout/cost data.
Strong stakeholder influence across HR, Finance, Risk, Technology and business units.
Bachelor's/ Master's degree in Finance, Accounting, Economics, Business Administration or a related field. CMA/ACCA/CPA/CFA or a Reward/Compensation certification is preferred.
WHY JOIN US
Build the framework from the ground up as part of one of the most ambitious transformations in Vietnamese banking.
Real influence: your decisions shape the behaviour and profitability of the whole Corporate Banking Division.
Work alongside a transformation leadership team with international experience.
Competitive package and clear leadership career path.