WM

Senior Manager, Sales Compensation

WM

full-time

Posted on:

Location Type: Hybrid

Location: Houston • Texas • United States

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Job Level

Senior

Tech Stack

SQL

About the role

  • 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.

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
  • 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
  • Passion 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.
Benefits
  • At WM, each eligible employee receives a competitive total compensation package including Medical, Dental, Vision, Life Insurance and Short Term Disability.
  • Stock Purchase Plan
  • Company match on 401K
  • Paid Vacation
  • Holidays
  • Personal Days.
Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools
data analysissales compensationpricing managementstatistical analysisproject managementfinancial analysisdata segmentationchange managementperformance evaluationsales operations
Soft Skills
analytical thinkingleadershipcommunicationteamworknegotiationstrategic planningcoachingproblem-solvingrelationship buildingself-starter
Certifications
Bachelor's degree in BusinessMBA (preferred)