Senior Lead, Commercial Planning & Compensation

Lantern•New York, NY

4h•Hybrid

About The Position

Reporting to the VP of Commercial Strategy & Operations, the Senior Lead of Commercial Planning & Compensation exists to translate Lantern's growth ambitions into the operating plan that the entire Commercial organization runs on. You own the full planning and compensation cycle: OKRs, coverage and capacity models, compensation plans, quotas, and functional plans support those metrics. You make sure every Commercial team member understands what they are being asked to achieve, why the number is right, and exactly how they get paid for hitting it. You will work closely with the Commercial Leadership Team and Finance, building and defending the analytical models that underpin Lantern's growth strategy. You will also develop Board materials, maintain and improve long-term planning models, and be the person who catches the error before it surfaces. You are both the strategic thinker who stress-tests the plan and the operator who makes sure commissions run accurately every quarter. Ultimately, your work directly shapes how a fast-growing company allocates its energy, how it reports progress to its board, and how effectively it delivers care to millions of members.

Requirements

Own the annual Commercial planning cycle end to end: long-term growth ambitions, OKRs, Commercial design, and compensation planning process across all Commercial roles, in close partnership with Field Operations and Finance
Design and administer incentive compensation plans for Sales, Client Success, and Partnerships, and ensure commission policies and procedures are documented and maintained in real time
Manage one direct report, a Commissions Analyst, and own the accuracy and timeliness of all commission payouts
Build, maintain, and improve long-term planning models from scratch, with clean logic, accurate numbers, and clear documentation
Develop Board and executive materials on Commercial strategy and performance vs. plan, including quarterly reporting and ad hoc deep-dive analysis
Investment banking or management consulting background
Deep analytical skills in Microsoft Excel with high attention to detail
Strategic thinking and ability to articulate long-term value creation, not just operational discipline. The ability to unpack business drivers at the second, third, and fourth order
Supreme organization, coupled with persistence to keep following up until things are done and proactively communicate progress
Gritty, hard working, and able to operate in a dynamic, high-growth environment
Excellent problem-solving skills when the problem at hand is ambiguous

Nice To Haves

Strong Microsoft PowerPoint skills and the ability to build high quality slides quickly
Experience running multiple Commercial annual planning and compensation planning cycles
Experience in healthcare or employer benefits
Experience in business operations or sales operations
Experience with a wide variety of compensation structures, particularly usage-based revenue models

Responsibilities

Building relationships: at both the national and local market level allowing us to influence and educate the intellectual capital point of view, while driving business referrals locally.
Developing content: in partnership with the marketing and sales enablement team that is specific to consultants in general and further tailored to each firm when relevant
Educating the marketplace: building awareness around the category (surgery COEs and cancer support) and how to evaluate solutions in this space.
Grow the business: both in terms of growing the number of opportunities to provide proposal as well as EDH’s win rate with each consulting firm.
Identifying opportunities for improvement: both within and outside of the consulting relations mandate and where appropriate how to address the opportunities.
Establish strong cross-functional relationships: by working closely with sales, account management, marketing, network, member services and other related functions to ensure a “one team” approach.