Director - Sales Commissions

Leads best-in-class sales compensation processes and activities across the Sales Commissions team to enable sales compensation to be a driver to support business objectives.  This role leads best-in-class sales commission processes and activities across the sales commissions team to enable sales compensation to be a driver to support business objectives.   The role is required to work collaboratively within the Sales leadership, Commercial teams, Finance, and HR organization as well as interacting with a range of stakeholders across the business to ensure key materials are created, organized, and easily accessible to the global sales organization related to sales compensation. 

The role assists in the transformation of sales commissions for a wide variety of roles and establish clear rules of engagement and exception processes.  Responsible for developing, championing, and implementing team-wide process enhancements that drive efficiency and deliver increased resilience and accuracy.

Job Responsibilities:

• Directs sales compensation reporting for incentive payment and attainment to budget targets 

• Analyze sales structure, territories, and budget targets to create sales commission plans that drive business results 

•  Own projects, such as the annual Sales incentive planning process, creating annual quotas, presenting plans for executive approvals, communicating plans to Sales leaders and eligible employees, developing special incentives  

• Accountable for managing communication program ensuring leading program that delivers transparency, clarity, and motivation to the sales force.  Manage communications with Sales on all aspects of sales compensation 

• Set-up necessary controls for governance in partnership with key stakeholders. 

• Commissions Calendar:  Approve annual commission processing calendar for each period that ensures adherence and sufficient time consideration in regard to payroll cutoffs, audit cycles, and recommend changes in period frequency in collaboration with business partners.

• Manages the monthly commission accrual in compliance with Revenue from Contracts with Customers and work with the Company’s auditors as necessary to ensure accruals are accurately reflected in the financial statements 

• Develop new processes and rules of engagement for compensation scenarios and exception processes. Oversee compensation exception process and tracking and execution on decisions 

• Support HR’s analysis of jobs, salaries and incentives in order to evaluate internal equity, external competitiveness, and legal compliance of pay practices 

•  Act as a mentor/ coach to other team members to build-up subject matter expertise across the team and increase operational capacity and output.

• Responsible for executing the enhanced Onboarding program for new starters, ensuring delivery of a best-in-class onboarding experience.

SALES COMPENSATION PLAN DESIGN & EXECUTION 

• Ensure timely and quality execution of overall compensation calendar, including plan reviews, and managing key milestones according to plan targets.

• Solicit Internal Feedback:  Work with management to engage with the business at the onset and throughout the plan design including managing focus groups to ensure business feedback is incorporated in plan design.  

• Plan Components:  Provide analytical support to determine key performance measures and plan design; have a deep understanding of how sales works and how incentive & compensation drives behaviors.

• Work with management and commercial operations to ensure that compensation components can be tracked within existing systems with little or no manual intervention; submit enhancement requirements to system as required.

• Modeling Tools:  Design the commission models: commission calculators, tools and identify source systems to be used.

• Communication & Release Management:  Support sales management and Finance via financial modeling and scenario analysis to support the advocacy of incentive plan roll-out and communications. 

• Creation of Compensation Plan:  Create, draft and develop the compensation plan by ensuring the proper controls are in place in management of these plans.  

COMPENSATION CALCULATION & ANALYSIS

• Lead the collection and validation of performance data to perform compensation analysis. 

• Manage compensation calculation activities which include calculating amount of incentive compensation due to each sales individual for each period.  Ensure sufficient audit trails, reconciliations and validation processes are in place to minimize errors.  Includes maintenance and storage of period calculations/templates

• Set-up necessary controls for adjustment management.  Documenting approvals and ensuring audit trail for adjustments.

• Make sure certain processes are in place to incorporate sales personnel changes including validation of role, targets, start dates/end dates, management roll-ups, creating new compensation templates and adjusting others as needed

• System Support & Maintenance– Managing tools, forms and systems required to handle compensation calculation. 

• Handle preliminary and final communications to distribute results of compensation analysis to sales for review, and final distribution of results of compensation analysis to commission processing team for payment.

Job Requirements:

• Bachelors/University level degree in related business or operations field required

• MBA or equivalent Master degree preferred 

• 5-7 years work experience in sales incentive compensation or related discipline

•  7- 10 years professional experience

• 5 years plus of direct management, people supervisory experience 

• Experience with sales compensation management system a MUST, notably CaptivateIQ

• Must have experience with CRM system, preferably Salesforce. 

• Stakeholder management skills, with exceptional oral and written communication skills 

• Strong process management, analytical, problem-solving and decision-making capabilities  

• Independent worker, but team player with the ability to prioritize, multi-task and work in a fast-paced environment 

• High attention to detail with focus on accuracy and ability to provide fast turnaround when needed 

• Ability to apply detailed knowledge of organizational procedures to make independent decisions and serve as a credible resource for a senior management all while being sensitive to confidential data 

• Ability to take initiative and be self-motivated 

• Proficiency in Microsoft Office suite including Word, Excel, & PowerPoint 

• Ability to convey complex scenarios in a simple, succinct manner  

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