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Job Description SummaryJob DescriptionReporting to the Senior Director, Analytics & Sales Operation, the Senior Manager, Sales Incentive Compensation will act as a strategic business partner to Commercial leadership while collaborating with cross-functional teams. This rolewill be responsible for the design and administration related to the full life cycle of the sales compensation process for the assigned businesses within the US which includes but is not limited to the design, development, administration, implementation, governance, communications and training related to BD’s sales incentive compensation plans for their respective business. Additionally, this role will work collaboratively with Finance, Human Resources, Legal, and Sales Leadership to translate strategic objectives into market competitive programs to optimize business results while attracting, retaining and motivating top sales talent.Responsibilities:
Support the design of sales incentive plans to ensure competitiveness, equity and alignment with the company's business objectives and talent strategy.
Responsible for the timely modeling of plan structure, rate curve development, Monte Carlo cost analysis, and other key activities related to the release of annual compensation programs.
Manage Incentive Compensation Analyst team to ensure accurate and timely administration of the plans and communications with all stakeholders.
Partner with the Sr. Director, Analytics & Sales Operations to provide consultation on sales compensation to the business, including the alignment of plans with regional and business strategy and organizational goals.
Evaluate and monitor pay positioning and target total cash levels through external benchmarking and internal talent strategy.
Provide guidance to sales leadership on plan design including pay mix, metrics, weights, and plan mechanics.
Partner with Finance and business leaders to ensure sales plans include line-of-sight business metrics and drive intended focus and behaviors to achieve financial objectives including budget, forecast and accrual analysis.
Monitor sales compensation programs outcomes, ensuring adherence of participants and the effectiveness of plans.
Implement compensation plan documents and sales incentive training programs for plan participants.
Ensure plan documents, business rules and other documentation is updated with latest compensation rules and guidelines.
Establish standardized processes that guarantee and/or strengthen compliance with SOX requirements.
Develop and document SOP’s associated with compensation administration for all assigned US businesses.
Partner with business leaders to successfully launch new sales compensation programs to achieve business objectives.
Translate strategic objectives into contemporary programs that optimize business results.
Identify opportunities to simplify and standardize programs, technology (i.e., XACTLY, Qlikview, etc.) and processes.
Ensure annual compensation changes are implemented in existing technology tools (i.e. Xactly)
Partner with reporting team to ensure annual changes are reflected properly in reporting tools
Partner with Legal on annual incentive compensation document modifications (i.e. Terms and Conditions, Guarantee documents, etc.)
Support overall plan governance by developing quarterly analytics and reports for various sales and business leaders.
Leads a team of 4-5 associates.
Required Qualifications
Bachelor degree required, in Finance/Business or related field. MBA preferred.
A minimum of 5+ years of experience in sales compensation design and administration in a corporate environment, including 1+ year owning the sales compensation design required.
Advanced proficiency with Microsoft Excel skills including use of advanced formulas and scenario and statistical analysis.
Experience with incentive compensation tools such as Xactly, CallidusCloud or comparable programs is highly preferred.
Proficient with other MS Office tools (Outlook, PowerPoint, Word, etc.).
Willingness to travel as operational needs dictate.
Sales compensation design, governance & process experience, specifically around pay curve design and cost modeling.
Proven modeling and analysis skills. Able to analyze data and communicate the summary of the results, both verbally & written, in a clear and concise way.
Exceptional problem solving and analytical skills.
Experience with identifying and implementing process improvement opportunities (new processes/systems), and working in a cross-functional environment to roll out changes.
Strong business acumen.
Strong commitment to deliver.
Highly tuned negotiation and conflict resolution skills.
Strong attention to detail. Committed to data quality and high standard for accuracy.
Self-starter who excels at multi-tasking with strong ability to prioritize to meet business needs.
Strong interpersonal skills with experience interfacing with sales and strong ability to partner across the organization to drive decisions and change.
Confidence and assertiveness; ability to build respect and credibility with all levels of leadership.
Highly strategic and analytical problem solver with solid business acumen. Able to evaluate key business drivers and analytics to assist in development of clear strategic recommendations.
Key Competencies
Analytical Thinking
Business Process Management
Consultation
Operational Excellence
Strategic Thinking
Change Leadership
Results Orientation
Personal Courage
Self- Awareness
#LI-GAPrimary Work LocationUSA IL - Vernon HillsAdditional LocationsUSA CA - San Diego Bldg A&B, USA NJ - Franklin LakesWork ShiftNA (United States of America)Becton, Dickinson and Company is an Equal Opportunity/Affirmative Action Employer. We do not unlawfully discriminate on the basis of race, color, religion, age, sex, creed, national origin, ancestry, citizenship status, marital or domestic or civil union status, familial status, affectional or sexual orientation, gender identity or expression, genetics, disability, military eligibility or veteran status, or any other protected status.
Vacancy expired!