As part of the Business Planning function, the Director of Commission & Sales Analytics is responsible for partnering with business unit sales leadership on sales optimization and Corporate Compensation on commission plan development and processes. Manage sales compensation plans and special incentives that drive intended sales behavior. Additionally, responsible for coordinating recognition events such as annual sales achiever club. Manages sales performance analytics and commission expense KPIs. Responsible for the reporting, analytics, and forecasting of sales commission expenses for the supported business channels.
MAJOR DUTIES AND RESPONSIBILITIES
Track forecasting, performance and account metrics. Provide intelligent business insights through translation of reporting and analytics.
Partner with sales leadership and Corporate Compensation to assess effectiveness of compensation strategy for various roles, products and account types.
Work with management to develop quarterly forecasts and annual budgets on sales commission expenses.
Validate audit requirements and compliance with policies.
Provide inputs on opportunities for continuous process improvements to overall commission administration and tool efficiency.
Provide input and partner with Corporate Compensation in the design and development of commission plans.
Partner with Corporate Compensation in the modeling of what-if scenarios and impact of prospective changes to compensation plans.
Assist Corporate Compensation in escalated commission disputes and support effective controls to ensure integrity of commissions.
Act as the liaison across different functional groups including Corporate Compensation, HR, Sales Operations, Sales Leadership, and Internal Audit.
Build sales performance analytics and dashboard reporting for Sales Leadership to understand the ROI of the commission expenses. Provide guidance and support on the operational requirements of the commission plans to Corporate Compensation.
Technical abilities and familiarity with project managing, building, designing, enhancing, and changing automated sales compensation systems
Lead and direct the work of reporting analyst(s) for effective business support and responsiveness.
Perform other duties as required.
Skills/Abilities and Knowledge
Ability to read, write, speak, and understand English
Must have experience in Telecommunications or Cable Industry
Must have experience in commission plan design
Demonstrated knowledge of best practices in the sales process -- from lead generation, to sales training
Demonstrated competency in sales compensation and commission structure analysis, ranging from quarterly, annual, overlay, etc.
Experience with automated sales compensation systems and plan design changes
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
Bachelor’s Degree in Finance, Marketing, Business or equivalent experience
Related Work Experience
Sales compensation/sales operations experience; 8+ years
Telecommunications/cable industry experience
Senior level leadership experience; 8+ years
Skills /Abilities and Knowledge
Strong understanding of sales commission plans
Knowledge of sales applications and processes centered on commission systems
Knowledge of cable and telecommunications products and services Related Work Experience•Residential and business to business experience
Exposures to major financial, billing, commission systems
Telecommunications/cable industry experience
Internal Number: 219078BR
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