Senior Financial Analyst, Sales Compensation

OCLC • Dublin, OH

10d • Hybrid

About The Position

The Senior Sales & Commission Analyst is responsible for commission management, sales reporting and analytics, and RFP and strategic pricing analysis. The position leads development of sales incentive plans and manages the monthly commission process for Library Services of the Americas. It delivers key sales reports and analytics for executive leadership and serves as strategic pricing lead for RFPs, groups, and other strategic pricing requests.

The role designs and administers sales incentive plans, manages monthly commission calculations and audits, and serves as project manager and subject matter expert for the Americas Xactly sales incentive system. It also develops sales dashboards, pipeline analyses, budget and forecasting support, and financial and sales analyses for executive decision-making. For RFPs and other pricing requests, the analyst reviews requirements, collaborates with sales, finance, and product teams, analyzes data, and develops pricing scenarios and presentations.

The position is based in an indoor office environment with no hazardous conditions. Occasional overnight travel may be required, and the role involves exposure to computer monitors. OCLC describes its environment as hybrid; for many roles, employees work onsite three days per week, with occasional additional onsite days based on business needs.

Requirements

• Bachelor’s degree in business or a related field, or significant related experience in place of a degree.
• At least 5 years of experience in sales reporting and product pricing.
• Strong presentation and communication skills, including the ability to communicate with executive leadership.
• Ability to handle stressful situations with tact and diplomacy.
• Excellent analytical and reporting skills, with the ability to understand sales processes and customer accounts and accurately interpret data.
• Ability to work independently toward project deliverables and manage multiple tasks against deadlines.
• Experience with NetSuite, Xactly, and SalesForce or similar systems.
• Proficiency in Microsoft Office and advanced skill with Excel.
• High attention to detail and accuracy.

Responsibilities

• Design and implement sales incentive plans, including soliciting input from sales management and collaborating with cross-functional teams and organizational stakeholders.
• Evaluate commission processes and implement ongoing methodology enhancements.
• Manage monthly commission processes, including data compilation, participant setups, commission and bonus calculations, audits, payment reviews, and compliance checks.
• Audit data integrity in Xactly, NetSuite, and SalesForce to support accurate monthly commission payouts.
• Serve as project manager for the Americas Xactly sales incentive system and as a subject matter expert for OCLC users, including global technical and finance teams and sales management outside the Americas.
• Manage the design and implementation of the Americas Xactly system, including customization and testing of updates and releases, and develop and implement new commission tools and systems.
• Support Americas sales team members through training and research and resolution of questions or discrepancies.
• Develop and deliver monthly dashboards and analytics for sales management and executives on sales-goal performance and commission-earnings trends.
• Develop sales pipeline reporting and analysis, including sales cycles for key products, pipeline velocity, and conversion rates by sales stage.
• Collaborate with finance on the annual Americas sales budget and forecasting; develop waterfall reports, at-risk renewal reports, and sales-cycle trending analysis to support the revenue budget.
• Develop waterfall reports and detailed financial and sales analyses to help executives assess the impacts of product launches, mergers, acquisitions, and sales partnerships.
• Manage and develop ad hoc and scheduled reports for sales, product, and executive teams.
• Lead strategic pricing analysis for RFPs and other pricing requests by reviewing documents, collaborating with sales, finance, and product teams, and analyzing data to develop pricing options.
• Manage RFP pricing procedures and develop pricing scenarios and presentations that fulfill requirements and accurately represent OCLC’s pricing solution.
• Participate in and present at RFP strategy sessions and strategic pricing meetings with sales executives, management, and consultants.
• Provide cross-functional backup to other business and sales analysts for other pricing needs.

Benefits

• Competitive compensation reflecting contributions, performance, experience, and skills.
• Best-in-class health coverage.
• Retirement plans with generous company contributions.
• On-site fitness center, gym sports, group exercise classes, and game room at no cost.
• On-site catering and cafeteria subsidized by OCLC.
• Health and wellness events.
• Paid parental leave.
• Adoption assistance.
• Tuition reimbursement.
• Public Service Loan Forgiveness eligibility.
• Company-subsidized pricing on local tickets and memberships.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior