Sales Operations - Strategic Business Partner

Zoetis•Parsippany-Troy Hills, NJ

9d•$146,000 - $209,000•Onsite

About The Position

The Sales Operations Business Partner role has been created to shape ongoing rewards, compensation and incentive strategies to motivate the US Sales teams, driving focus, direction and alignment towards overall US strategic goals and objectives. Guides [species] Sales Operations Analyst to develop hypotheses, tools, and analyses to support data-driven incentive recommendations to each US Business Unit.

Requirements

MBA or similar qualification with strong emphasis on Business / Business Strategy required.
Strong business acumen, influencing skills, strategic thinking, project management and written communication skills
Strong analytical mind and in-depth understanding of key business drivers
Strong interpersonal skills and excellent written and verbal communication skills
Data Visualization skills
AP / Callidus - Or equivalent “Sales Incentives” application
Strategic problem-solving and ability to drive creative solutions in a complex environment
Ability to build close working relationships and drive data-driven recommendations and decisions with internal teams (e.g., marketing, finance)
Analytical background; able to understand and manage complex analytics
Strong communication and presentation skills; ability to influence without authority
Ability to simultaneously manage and pivot between multiple projects, pilots and tests
Understanding of relevant accounting principles and their implications on the use of Rebates / Discounts / Chargebacks during quota setting
Proficiency in Microsoft Office applications

Nice To Haves

Experience with data visualization (Tableau, Power BI etc)
Tableau / Power BI
SQL
Certified Sales Compensation Professional (CSCP)

Responsibilities

Develop robust Programs that drive traceable & intentional behaviors from our Field Force to accomplish strategic US Business objectives and targets
Develop deep relationships within the supporting Business Unit (BU) leadership team to stay informed of BU strategy and overall team objectives. Participate in the Annual Operational Planning sessions providing input and perspective on how incentives will drive the right behaviors and in turn the expected outcomes
Design a compensation program for each category of eligible colleague within the Business Unit, that clearly depicts the program targets, tracking mechanisms and method for reporting attainment with clear delineation of alignment to BU strategy
Measurement, Metrics, KPI's and Analysis that proactively define opportunity, predicted outcomes, correlations and insights
Collaborate with the Business Analytics team to develop mechanisms for tracking performance against target attainment for each program component (Reports, Dashboards etc). Ensure the developed tools clearly present attainment versus target with appropriate detail that highlights areas for focus, need to meet KPIs and opportunities
Develop an Executive Summary that presents and discusses BU attainment, payouts and forecasts which facilitates a strategic discussion and alignment regarding program status and modifications required to ensure anticipated goals and objectives are achieved. Present Executive Summary to BU leadership teams, including insightful data driven commentary, insights and observations
Lead the annual Sales Quota setting process for the BU, collaborating with Sales Operations colleagues to formulate a recommended program and Sales Quota for the upcoming year. Combine Financial annual price / product planning analytics with other data sources (Financial, Market Share etc) to appropriately distribute quota to territories with the highest potential and upside considering seasonality and industry trends
Automated processes and BU consistency that deliver efficiency and scalability, facilitating strategic intent and transparency
Align with Sales Operations Business Partner colleagues to ensure process consistency across all BU's, eliminating nonvalue added steps and highlighting opportunities for automation and simplification
Be a Thought Leader & Innovator for Zoetis
Monitor the BU performance overall and proactively identify anomalies and observations that drive creative thinking towards overall program enhancements and improvements.
Observe BU changes including objectives, acquisitions and new product launches, identifying gaps in current programs or adjustments required to retain program stability and completeness Develop “Stories” and “Use Cases” that present a finding, options for consideration and thoughtful pro's and cons to facilitate active discussion and strategizing