Senior Manager, Sales Compensation

Waste Management, Inc. (WM) • Houston, TX

1d • Onsite

About The Position

Leads the team responsible for gathering, cleaning, and analyzing data
ultimately used to compute sales commission/incentive payouts. Track individual
sales staff performance and work with the compensation department to make
necessary adjustments to drive desired behaviors. Administers WM sales incentive
plan according to the Master Terms and Conditions document. Consults with WM
sales leaders regarding timely and accurate sales incentive payments. The Senior
Manager, SCA role is part of the Corporate Compensation function.

Requirements

• Education equivalent to bachelor’s degree in Business or related field; MBA preferred or the equivalent in related work experience
• 8 or more years of finance, sales, sales operations, compensation, marketing or operations experience including at least 3 years of pricing management and compensation experience
• 3+ years of direct management experience
• Strong analytical thinker who can translate data into actionable insights
• Demonstrates a solid knowledge of Microsoft Word, Excel, SQL, Salesforce and PowerPoint
• Project Management – ability to manage multiple workstreams/projects at one time and lead teams of multiple & diverse stakeholders across all facets of the business
• Leadership Skills – sets the goals and direction for the team. Regularly tracks the team’s progress and proactively makes adjustments to ensure the goals are met
• Passsion for Results – a self-starter focused on achieving the quantitative and qualitative goals of the position
• Teamwork / Builds Strong Relationships - demonstrates willingness and ability to work with others; fosters a team spirit with other employees and customers
• Willing and able to lead and also perform detailed analysis
• Communication Skills – utilizes effective communication skills across the Stericycle organization to assist their team in managing projects to ensure we deliver on Customer 1st philosophy
• Able to summarize highly complex data and clearly present it to the leadership team in a way that is easy to understand
• Negotiation Skills – capable of working with assets within the organization to foster a win / win relationship
• Financial Acumen - capable of understanding the profit drivers of our business, product/program costing, and perceived value
• Able to segment data, perform/drive statistical analyses and draw conclusions based on data
• Strategic Approach - able to effectively plan and organize time to consistently achieve desired results
• Teacher / Coach – able to identify the strengths and weaknesses of each team member and develops a plan to help them reach their full potential
• Professional Knowledge – demonstrates a range of proven pricing and change management techniques
• Knows applications of products and value delivery thereof

Nice To Haves

• Strong preference for 5 or more years of experience in both pricing and sales/marketing operations management
• Prior Sales Operations and/or sales compensation experience preferred, particularly in service and/or healthcare related business

Responsibilities

• Partners with Compensation Department to help develop effective sales compensation programs focused on appropriate pay for results while keeping compensation cost competitive in the marketplace.
• Primary liaison with field sales and managers to ensure that compensation is rolled out, understood and implemented appropriately.
• Proactively identifies issues and makes suggestions for new programs/plans and process improvements.
• Lead the development of the communication strategy for all sales incentive programs – maintains responsibility for effective change management.
• Train members of the sales organization regarding commission calculations and policy/plan changes.
• Develops and provides data and analytics to the Sales Operations team in order to effectively evaluate the performance vs. pay relationship of sales incentive programs.
• Coordinates communication about project status to all levels in the organization.
• Works closely with the Compensation and HRIS teams to administer sales compensation programs through the Varicent Sales Administration Software.
• Active participant on Sales Councils and other internal teams as it relates to sales incentive/program design and administration.
• Works with outside vendors and consultants to enhance data availability and incorporate such data in improving the administration of sales incentive/commission payments.
• Focus on continuous improvement of processes and the development of staff through individual performance and development plans.

Benefits

• At WM, each eligible employee receives a competitive total compensation package including Medical, Dental, Vision, Life Insurance and Short Term Disability. As well as a Stock Purchase Plan, Company match on 401K, and more! Our employees also receive Paid Vacation, Holidays, and Personal Days.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Number of Employees: 5,001-10,000 employees