Sr Sales Comp Design Consultant

Unum•Columbia, SC

15d

About The Position

This position is accountable for the strategic direction, design, development, management, implementation, and analysis of Colonial Life sales compensation plans for their assigned business areas, this includes plans for both 1099 positions and W2 sales support positions. This involves both commission and incentive compensation for all 1099 positions which totals over $350M per year. This position is also responsible for supporting the Colonial Life incentives and awards area with the design of contests, specifically modeling qualifications that drive necessary behaviors. Incumbent is responsible to lead the design, development, delivery and management of all sales compensation design projects including any new initiatives. These programs must align the company’s sales, marketing, product and pricing strategies in order to incent, motivate and direct the sales organization in order to deliver on all sales and revenue goals. By performing the above duties the incumbent has a direct, positive, sustainable impact on results that contribute to both top and bottom-line results.

Requirements

College degree preferred.
4 or more years of sales compensation experience or experience involving financial, business & sales analysis required.
Strong strategic thinking, planning, problem solving, analytical and tactical/operational skills.
Builds strong relationships, collaborative but with strong conviction.
Proven leadership skills, the ability to lead through change.
Demonstrated ability to communicate, influence, and interact effectively at all levels of the organization, including senior management and sales leaders both verbally and written.
Demonstrated ability to analyze and model data, identify key findings and implications and make action oriented decisions.
Strong facilitation and presentation skills.
Ability to quickly understand issues & business impacts; drive decisions that are aligned with company direction that balance both top and bottom line.
Effectively implement change management strategies to continually provide process improvement solutions.

Nice To Haves

5 or more years of Colonial life experience preferred.

Responsibilities

Responsible for the design and development of incentive compensation plans for all levels of the sales organization that are aligned with sales strategy and priorities, as well as company business goals and objectives.
Design and develop the sales compensation budget, forecasting and projecting expected expenses throughout the year for each compensation plan and in total.
Work with sales managers to evaluate profitable sales opportunities and meet with potential large producing reps, managers, and brokers.
Provide liaison support and guidance to other Colonial Life departments such as product, field development, and broker marketing that either impact, or are impacted by sales strategy.
Support new product development initiatives through compensation plan design, promotional launches and in monitoring results and adoption.
Analyze and report on key financial aspects of field compensation including year over year results, earnings levels and variance from plan and budget. Develop contingency programs if off track and present findings and recommendations to senior management.
Develop models, test plans and tools to support the design of all compensation plans.
Effectively communicate all compensation plans, compensation plan changes and administrative rules through clear, consistent and well documented policies & procedures that are easily accessed and that have supporting features to deliver a high quality self-service environment.
Participate in industry surveys for all sales incentive positions and incorporate findings into plan design. Establishes guidelines and philosophy regarding target pay points for sales incentive positions for assigned business areas.
May perform other duties as assigned