Director, Commission Program Analytics

Sunbelt Rentals, Inc.•Fort Mill, SC

3d•$146,880 - $201,960

About The Position

The Director, Commission Program Analytics evaluates the effectiveness, financial performance, and behavioral outcomes of Sunbelt’s commission programs across multiple sales channels and representative populations. As the subject-matter expert for commission-plan analysis, this role uses performance data, financial modeling, and business insights to assess plan components and recommend improvements. The Director partners with divisional executives, Finance, Technology, and Incentive Compensation Management (ICM) to translate business objectives and analytical findings into fact-based results, future plan recommendations, reporting requirements, and objective solutions. The role requires sound judgment and clear, consistent reporting that enables direct comparison of compensation results by division and plan function. Building credible relationships with RVPs, SVPs, and executive leadership is critical. The Director leads analysis of commission programs covering approximately 2,500 sales representatives and 130 distinct plans, establishes measures and criteria for evaluating plan effectiveness, and guides dashboards, models, and KPI reporting. The role leads annual strategic reviews and quarterly business reviews with divisional SVPs and EVPs, makes recommendations aligned with business priorities, documents requirements for Technology and ICM partners, and participates in budgeting and forecasting for sales commission expense. This position is part of a national equipment rental company. Sunbelt offers on-the-job training for eligible employees and a comprehensive benefits package for full-time employees. Leaders at the District Manager level and above have Flex Time, which can be used for vacation, personal needs, or time covered by paid sick or safe leave laws.

Requirements

Bachelor’s degree in business administration, finance, analytics, economics, or a related field, or an equivalent combination of education and experience.
5–7 years of experience in sales compensation, financial analytics, or a related discipline, including at least two years of people-leadership experience.
Demonstrated experience building and leading analytical teams, developing talent, managing performance, allocating resources, and establishing analytical quality and delivery standards.
Excellent written and verbal communication skills, including the ability to explain complex commission, analytical, and financial concepts to executive, technical, and field audiences.
Ability to prioritize and manage multiple complex initiatives with limited supervision while meeting deadlines and quality standards.
Strong organizational skills, sound judgment, and ability to work independently in a complex, cross-functional environment.
Ability to manage competing priorities and periods of increased workload while maintaining accuracy, responsiveness, and sound decision-making.
Advanced proficiency in Microsoft Excel and PowerPoint.
Experience using SQL, Databricks, and incentive compensation management platforms to support analysis, modeling, reporting, or plan administration.
Ability to bend, squat, crouch and/or reach and lift up to 25 pounds or more, as required by the job.
Perform duties according to Sunbelt’s safety policies and guidelines.

Responsibilities

Lead analysis of sales commission programs and related processes covering approximately 2,500 sales representatives and 130 distinct plans, evaluating effectiveness, scalability, financial performance, and alignment with business objectives.
Establish performance measures, data definitions, success criteria, and sales-management indicators for evaluating plan components, including sales growth and productivity, pay-for-performance alignment, attainment and payout distributions, compensation costs, engagement and growth, contributor and pay-component differentiation, and spiff-program return on investment.
Participate in developing dashboards and analytical models to identify performance trends, payout anomalies, behavioral shifts, financial exposure, and drivers of plan results.
Guide inputs and priorities for the Commission Program Architecture team through data transformation and insights into plans and programs under review.
Lead annual strategic reviews and quarterly business reviews with divisional SVPs and EVPs, presenting analyses of attainment, payouts, compensation cost, sales productivity, behavioral outcomes, forecast variance, and emerging risks; identify improvement opportunities and recommend changes aligned with business priorities.
Translate plan components and analytical objectives into documented data, calculation, reporting, and functional requirements for Technology and ICM partners.
Direct development of KPI reporting, sales-management metrics, and analytical models beyond direct compensation measures; identify trends, behavioral drivers, operational gaps, and emerging risks, and translate findings into actionable recommendations.
Participate in annual budgeting and forecasting for sales commission expense, analyze actual results against plan, and recommend opportunities and actions to business and finance leaders.
Build and lead analytical teams, develop talent, manage performance, allocate resources, and establish standards for analytical quality and delivery.