Sales Planning and Incentives Lead

Lennox International•Richardson, TX

1d•Onsite

About The Position

This role is responsible for designing and operationalizing the systems that drive sales behavior, including territories, quotas, and incentives. The lead will also oversee the implementation of integrated planning and compensation infrastructure. This is a single accountable owner position for Sales Planning & Incentives, requiring a player-coach approach to deliver outcomes while coordinating cross-functional resources.

Requirements

Bachelor’s degree in business, Finance, Accounting, HR, or a related discipline (or equivalent experience).
8+ years of experience in sales compensation administration, sales operations, finance, or another data-heavy analytical role.
Strong hands-on experience with incentive compensation platforms (Callidus/SAP ICM, Xactly, Varicent, etc.).
Advanced Excel skills (complex formulas, models, large volume data work).
Strong analytical and problem-solving abilities with excellent attention to detail.
Clear, confident communication skills and the ability to work effectively across teams.
Exceptional organizational skills and the ability to manage multiple priorities and deadlines.
Experience designing or enhancing incentive compensation plans.
Understanding compensation governance, audit requirements, and compliance controls.
Ability to improve processes, reporting structures, and workflow automation.

Nice To Haves

Familiarity with SAP C4C/Salesforce, SAP BEx, Databricks, Power BI, Qlik, or other CRM/ERP and BI tools.

Responsibilities

Design and optimize territory models in partnership with sales.
Align coverage, including overlay responsibilities, to the market opportunity and continuously refine based on performance.
Develop a scalable quota-setting methodology that aligns quotas to growth targets and incorporates granular market dynamics & insights, managing in-year adjustments.
Lead the implementation of SAP Territory & Quota software and eventual integration with existing SAP Callidus software in partnership with IT, defining data model and business rules, and driving adoption.
Design compensation plans aligned to revenue and margin goals, incorporating strategic priorities, including SPIFFs, and building financial models and scenario analysis to support budget/ROI justification.
Oversee day-to-day administration of incentive processes and accuracy, including administration of SAP Callidus software, and manage SPIFFs and incentive programs.
Establish standardized processes for incentive plan communication, documentation, and rollout, defining and managing the onboarding approach for new hires.
Own the governance model for plan interpretation, exception handling, and disputes, partnering with Sales and Finance to ensure alignment, transparency, and trust.
Continuously improve the clarity, usability, and perceived fairness of the program.
Lead through influence across Sales, Finance, and IT.
Direct dedicated offshore matrix resources.
Define and prioritize work delivered by IT.