Senior Manager, Sales Compensation

Position Overview

The Senior Manager, Sales Compensation will be a key member of the Sales Operations team, providing sales operations leadership for PSG. This role will focus on developing, implementing, and managing strategies and processes for successful commercialization, with a strong emphasis on sales force incentive design, management, and sales rewards and recognition programs. The individual will support the execution of initiatives and projects to drive the commercial sales organization towards success within defined strategies and objectives. This position requires strong discernment, analytical skills, and the ability to influence in a cross-functional environment. The role also supports the governance and administration of quarterly and annual sales incentive compensation, including target setting, territory alignments, exception processes, and plan modeling.

Key Responsibilities

• Annual Planning: Lead the annual planning cycle. Conduct annual discussions with executive leadership, sales management, and human resources to understand the overall sales strategy and ensure sales incentive plan (SIP) designs align with and deliver on that strategy.
• Plan Understanding: Maintain an in-depth understanding of all sales incentive plans across the sales organization and effectively communicate the rationale, strategy, and calculations.
• Administration: Lead the rollout of SIP plans and respective elements, overall SIP plan administration, and timely payouts.
• Analytics: Analyze sales metrics and performance data to identify trends and insights.
• Continuous Improvement: Drive continuous improvement by identifying and implementing process improvement opportunities. Continually evaluate Sales Compensation business processes for scalability, streamlining, automation, efficiency gains, data accuracy, and business process controls.
• Technology Solutions: Identify, develop, deploy, and improve technology solutions that manage the compensation process, including territory/account level and service level sales targets.
• Communication & Support: Communicate and support the sales team's understanding of sales compensation opportunities and tools. Assist sales leaders in understanding the impact of compensation and forecasting decisions on individuals.
• Process Review: Continuously review and evaluate existing processes, procedures, and reports to ensure accuracy.
• Overall Support: Provide support for incentive compensation within the scope of the PSG field sales team, including administration, reporting, compensation data quality, and maintenance. Ensure all documentation and processes align with applicable policies and governance.

Minimum Requirements/Qualifications

• Bachelor’s degree or equivalent work experience.
• A minimum of 7+ years of management experience in Sales, Sales Operations, or Sales Compensation Management roles.
• 3+ years of experience in Sales Compensation is preferred.
• Prior experience with the Xactly Sales Incentive platform is preferred.
• Global experience or the ability to work across various regions is strongly preferred.
• Must possess strong interpersonal skills with the ability to interact effectively across organizational levels and functions.
• Experience working with dynamic sales teams.
• Ability to work in a cross-functional environment and deliver changes.
• Excellent written and verbal communication skills, including the ability to work with executive leadership, sales management, teams, peers, other teams, and partners.
• Ability to communicate effectively across all levels of an organization.
• Strong orientation toward data management, data governance, and process improvement.
• Ability to disseminate information effectively and supply regular updates to key partners.
• Demonstrated knowledge of compensation planning and administration.
• Must be exceptionally diligent with strong analytical skills.
• Able to work independently, multi-task, and maintain focus on goals.

Employment Type

• Full-time

Work Schedule

• Standard (Mon-Fri)

Environmental Conditions

• Office

Company Information

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