Sales Force Incentive Compensation & Sales Reporting

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I need a solid/impressive, sharp Senior Analyst for Sales Force Incentive Compensation Sales Reporting is responsible for managing the incentive compensation programs for our US Sales organization.  In addition, the Senior Analyst also provides general support for sales analysis and reporting.

MUST HAVES - NON NEGOTIABLE


 

Scope – This role supports the entire US business and must collaborate with the US Leadership team, as well as colleagues in Field Sales, Finance, Human Resources, Marketing, Operations, and Information Management. 

 

Primary Responsibilities:

 

Sales Force Incentive Compensation:  Collaborate with leaders in Sales, Human Resources, Finance and Operations to develop annual sales compensation plans and shorter-term incentive programs, such as Sales Performance Incentive Fund (SPIF) programs.  Develop analytic models to evaluate the financial outcomes of different compensation plan scenarios.  Partner with Information Management to set up annual incentive compensation programs in internal systems and adjust compensation reporting as needed.  Assist in the launch of the new compensation plans at the start of each fiscal year and ensure that all plans are delivered and signed in accordance with Company’s internal policies.  Maintain the US Sales Compensation calendar of activities for compensation reporting and payouts.  Perform financial accounting and period close activities as related to processing of sales compensation reporting and payments.  Manage quarterly compensation reporting and payment process, including issue tracking and resolution, to ensure timeliness and accuracy of payouts.  Perform financial reconciliation of all compensation programs against budget.  Provide on-going and responsive support to Field Sales colleagues to answer questions, and troubleshoot compensation issues.  Calculate, publish, and track monthly sales force rankings for Sales Force Awards, such as Global President’s Club, Region of the Year, Rookie of the Year, Area of the Year, etc.  Evaluate the overall performance of sales compensation plans, including sales commission expense analysis, Sales Performance Incentive Fund (SPIF) analysis, and quarterly commission analysis.  Ensure compliance of sales compensation activities to internal policies and annual compensation plans.  Maintain and update sales compensation policy and plan documents to reflect current incentive programs accurately and completely.  Participate in and manage sales compensation projects as needed.

 

Sales Reporting Analysis:  Build and manage sales revenue reports and metrics used by the US sales organization to manage the business.  Perform ad-hoc sales analysis as requested.  Partner with Information Management to understand sales database structure and implement enhanced reporting where needed.  Collaborate with the Associate Director, Sales Reporting Analysis to develop a longer-term plan for building enhanced reporting capabilities.

 

 

 

 

¨      BS or BA degree or equivalent required

¨      Preferred fields of study are Business, Finance, and Human Resources

¨      CCP (Certified Compensation Professional) or Certified Sales Compensation Professional (CSCP) certification strongly preferred

 

 

¨      5-7 years experience in sales compensation, including the design and administration of sales compensation programs

¨      Demonstrated experience solving complex sales compensation issues through quantitative and qualitative analysis

¨      Familiarity with Incentive Compensation Management (ICM) systems, specifically Merced ICM/SCA and AS400, preferred

¨      Background working in or with field sales organizations

¨      Experience in healthcare, pharmaceutical or medical device industry strongly preferred

¨      Strong customer service focus and prioritization skills

¨      Experience working collaboratively with 3rd party vendors

¨      Experience working in high-performance teams in faced paced environment desired

¨      Demonstrated ability to work cross-functionally and deliver results against tight deadlines

¨      Direct experience handling highly sensitive, confidential, and non-routine information

¨      Understanding of budget management and financial analysis

¨      Demonstrated project management experience

¨      Experience developing standard and ad hoc sales reporting using Cognos or similar business reporting tools

 

 

 

¨      Excellent analytical skills including advanced spreadsheet capabilities in Excel.  Ability to chart histograms and knowledge of VBA and macros a plus.

¨      Ability to apply professional communication skills to all written and oral communications. 

¨      Proficiency at developing and delivering business presentations to various audiences, including executive leadership

¨      Demonstrated ability to work effectively on cross-functional teams with colleagues at all levels, including senior management

¨      Continuous improvement approach to identifying and solving business problems

¨      Ability to work and manage using internal procedures and processes

¨      Ability to anticipate business needs and develop solutions proactively

¨      Strong organizational skills and the ability to manage business complexity and multiple priorities at one time

¨      Experienced user of business query and reporting tools, such as Microsoft Access and Cognos

¨      Power-user of tools such as Microsoft Excel, PowerPoint, Word,  Project, and Visio

¨      Knowledge of SAP or similar financial management and reporting systems

¨      Broad understanding of core business functions, including Sales, Finance, Human Resources, Information Management and Operations

¨      General knowledge of Company’s business, customers, and products

¨      Understanding of the dynamics of the US healthcare market and the key issues facing pharmaceutical and medical device manufacturers