JOB SUMMARY
The Manager of Incentive & Sales Analytics is responsible for partnering with business unit sales leadership on sales optimization and Business Planning on incentive plan development and processes. Manage sales incentives that drive intended sales behavior. Additionally, responsible for coordinating recognition events such as annual sales achiever club. Manages sales performance analytics and incentive expense KPIs. Responsible for the reporting, analytics, and forecasting of sales incentive expenses for the supported business channels.
MAJOR DUTIES AND RESPONSIBILITIES
Actively and consistently supports all efforts to simplify and enhance the customer experience.
Track forecasting, performance and account metrics. Provide intelligent business insights through translation of reporting and analytics.
Partner with sales leadership and Business Planning to assess effectiveness of incentive strategy for various roles, products and account types.
Work with management to develop quarterly forecasts and annual budgets on sales incentive expenses.
Validate audit requirements and compliance with policies.
Provide input on opportunities for continuous process improvements to overall incentive administration and tool efficiency.
Provide input and partner with sales leadership in the design and development of incentive plans.
Partner with Business Planning in the modeling of what-if scenarios and impact of prospective changes to incentive plans.
Assist Sales Operations Dispute team in escalated incentive disputes and support effective controls to ensure integrity of incentives.
Act as the liaison across different functional groups including HR, Sales Operations, Sales Leadership, and Business Planning.
Build sales performance analytics and dashboard reporting for Sales Leadership to understand the ROI of the incentive expenses. Provide guidance and support on the operational requirements of the incentives plans to Sales Channels.
Lead and direct the work of reporting analyst(s) for effective business support and responsiveness.
Perform other duties as required.
REQUIRED QUALIFICATIONS
Skills/Abilities and Knowledge
Ability to read, write, speak, and understand English
Demonstrated knowledge of best practices in the sales process -- from lead generation, to sales training
Demonstrated competency in sales incentive structure analysis.
Excellent financial acumen and discipline around pricing management, forecasting, and compensation planning
Ability to build relationships and to influence and collaborate across departments in order to achieve objectives
Strong verbal and written communication skills
Superior problem solving skills, detail oriented and well-organized
Must be able to accurately compile and synthesize both quantitative and qualitative data
Must have strong analytics and spreadsheet skills - high level proficiency with advanced MS Excel functions
Ability to monitor and understand all details in a fast-paced, dynamic environment
Ability to translate data into actionable decisions
Strong creative thinking and problem solving skills
Solid project management and decision making skills
Interpersonal skills to earn trust and advocacy within Sales and other departments
Ability to communicate on behalf of the VP Sales in internal meetings if unable to attend
Education
Bachelor's Degree in Finance, Marketing, Business or equivalent experience
Related Work Experience Number of Years
Sales compensation/sales operations experience 6-7
Residential and business to business experience
Exposures to major financial, billing, commission systems
Telecommunications/cable industry experience
PREFERRED QUALIFICATIONS
Skills /Abilities and Knowledge
Strong understanding of sales commission plans
World at Work, Certified Sales Compensation Professional certification
Knowledge of sales applications and processes centered on commission systems
WORKING CONDITIONS
Office environment
SAN510 334517 334517BR