Manager Sales Planning & Quota

Johnson Controls • Glendale, AZ

5d • $112,000 - $168,000 • Remote

About The Position

As the Manager – Sales Incentives Planning & Quotas, you will own the design, documentation, and continuous improvement of global playbooks, tools, and governance frameworks that enable regions to execute quota-setting processes effectively and to apply sales incentive standards in close partnership with the Total Rewards / Sales Compensation team. This role does not execute incentive or quota plans, nor does it own the sales incentive planning (SIP) process. Instead, it serves as a global enabler and advisor—collaborating with the Compensation team on incentive-related standards, while owning quota playbooks, methodologies, and tools that regions use to plan and execute with quality and consistency. The role focuses on building scalable, repeatable processes and helping regions translate global commercial intent into consistent local action.

Requirements

• Experience in sales effectiveness, sales operations, quota planning, or commercial planning.
• Strong understanding of quota allocation and capacity planning principles; working knowledge of sales incentives.
• Demonstrated ability to build playbooks, tools, and scalable planning frameworks.
• Strong analytical and conceptual skills with the ability to simplify complex planning topics.
• Proven ability to influence without direct authority and work across global regions.
• Excellent written and verbal communication skills; comfortable creating executive-ready guidance.

Responsibilities

• Collaborate with Total rewards to design, document, and maintain global sales incentive planning playbooks, standards, and guardrails.
• Prepare guidance, scenarios, and recommendation frameworks to support regional and global SIP governance discussions.
• Own global quota-setting methodologies, allocation frameworks, and playbooks aligned to growth strategy, role design, territory models, and capacity assumptions.
• Define standard approaches, assumptions, and guardrails for quota allocation across roles, segments, and geographies.
• Develop validation logic, risk indicators, and quality thresholds to assess quota coverage, fairness, and achievability.
• Provide regions with analytical models, tools, and structured guidance to support quota planning decisions.
• Build and curate standardized quota planning tools (e.g., quota models, allocation templates, scenario planning tools) for regional use.
• Partner with Analytics, Sales Operations, and Total Rewards to align inputs and outputs across quota and incentive planning.
• Define core metrics, diagnostics, and review materials to assess quota health, distribution, and outcomes.
• Translate complex analyses into clear insights and implications for regional leaders and governance forums.
• Act as the global subject matter expert for quota planning processes, standards, and planning timelines.
• Enable regions through playbooks, training, documentation, and hands-on guidance to ensure consistent application of quota methodologies.
• Collaborate closely with the Total Rewards / Sales Compensation team to align quota guidance with incentive plan mechanics.
• Identify recurring challenges or gaps in regional quota execution and evolve tools and guidance accordingly.

Benefits

• Competitive salary
• Paid vacation/holidays/sicktime- 15 days of vacation first year
• Comprehensive benefits package including 401K, medical, dental, and vision care - Available day one
• Encouraging and collaborative team environment
• Dedication to safety through our Zero Harm policy
• Competitive Bonus plan that will take into account individual, group, and corporate performance.
• Competitive benefits package

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed