Senior Financial Analyst, Sales Compensation

OCLC • Dublin, OH

9d • 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 and administration of sales incentive plans and the monthly commission process for Library Services of the Americas, delivers sales reports and analytics for executive leadership, and leads strategic pricing for RFPs, groups, and other pricing requests.

The role manages and improves commission processes, oversees the Xactly sales incentive system in the Americas, and supports sales team members with training and issue resolution. It develops recurring and ad hoc sales and financial reporting, contributes to budgeting and forecasting, and analyzes sales pipelines, revenue trends, and the financial effects of product launches and business transactions. For RFPs and other strategic pricing requests, the analyst works across sales, finance, and product teams to develop and present pricing options that meet requirements.

The position is performed in an indoor office environment without hazardous conditions. Occasional overnight travel may be required, and the role involves exposure to computer monitors. OCLC describes a hybrid work environment for many roles, typically three days per week on-site, with occasional additional on-site days based on business needs.

Requirements

• Bachelor’s degree in business or a related field; significant related experience may be considered 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 and the ability to understand sales processes and customer accounts to interpret data accurately.
• 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 high skill with Excel.
• High level of attention to detail and accuracy.

Responsibilities

• Design and implement sales incentive plans, including their initial design and ongoing administration.
• Facilitate brainstorming sessions with sales management to gather input on plans for the new fiscal year.
• Collaborate with cross-functional teams and incorporate executive and stakeholder feedback into incentive plans for different roles.
• Evaluate commission processes and continuously improve methodologies.
• Manage monthly commission processes, including data compilation, participant setup, commission and bonus calculations, audits, payment review, and policy and plan compliance.
• Audit data integrity in Xactly, NetSuite, and SalesForce to support accurate monthly commission payouts.
• Serve as project manager for the Xactly sales incentive system in the Americas and as a subject matter expert for OCLC users, including global technical and finance teams and sales management in other regions.
• Manage the design and implementation of the Americas Xactly system, including customizing and testing updates and releases.
• Manage, design, and implement new commission tools and systems.
• Train and support new and existing Americas sales team members, and research and resolve their questions and 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-cycle metrics, product 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 trend analysis to support the revenue budget.
• Develop waterfall reports and detailed financial and sales analyses to help executives assess the financial 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 for RFPs and other strategic pricing requests by reviewing RFP documents and collaborating with sales, finance, and product teams.
• Analyze data from various sources and platforms to develop pricing options that meet RFP requirements.
• Manage the RFP pricing procedure and create pricing scenarios for review with sales management and consultants.
• Develop and present pricing materials for RFP responses, ensuring requirements are met and the OCLC pricing solution is accurately represented.
• 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.
• Commitment to employee well-being.
• On-site fitness center, gym sports, group exercise classes, and game room available free of charge.
• On-site catering and cafeteria subsidized by OCLC.
• Health and wellness events.
• Work environments with individual and team spaces and the latest technology tools.
• 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