Senior Manager, Sales Compensation

WM•Houston, TX

1d•Onsite

About The Position

Description I. Job Summary 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. II. Essential Duties and 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. III. Qualifications - Must live and work in the U.S. A. Required Qualifications 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 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 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 IV. Physical Requirements Listed below are key points regarding physical demands, physical and occupational risks, and the work environment of the job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions of the job. Repetitive Motions Eye/Hand/Foot Coordination Sitting Talking Hearing ☒ Office: This job primarily operates in a professional office environment and routinely requires the use of standard office equipment such as computers, phones, copy machines, etc. V. 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. Please note that benefits may vary by site. If this sounds like the opportunity that you have been looking for, please click Apply.

Requirements

Must live and work in the U.S
Education equivalent to bachelor’s degree in Business or related field
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

MBA preferred or the equivalent in related work experience
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

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.
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.