Sr. Manager, Sales Commission Planning

Job Description

As the Sr. Manager, Sales Compensation, you will play a critical role in administering and optimizing our established sales compensation program. This position involves overseeing a team of analysts dedicated to compensation plan administration, processing plan calculations, ensuring data accuracy, and performing regular audits. You will work closely with cross-functional teams, including Sales, FP&A, Accounting, and HR to align compensation strategies with company goals and drive efficiency in compensation processes. The ideal candidate has a strong understanding of sales compensation administration, is skilled in structured program management, data accuracy, automation, and process improvement.

Job Responsibilities

• Plan Administration:

  • Oversee the administration of sales compensation programs for the sales teams in each of Inmar’s business units.

  • Manage sales compensation plans, including the annual planning, quarterly review, and monthly processing cycles.

  • Oversee processing for compensation payouts, ensuring data accuracy and timeliness in alignment with payroll deadlines. 

  • Provide support to sales leaders regarding current compensation programs and make recommendations for enhancements. 

  • Develop and deliver compensation training, including process documentation, while also responding to field inquiries. 

  • Maintain up-to-date knowledge of trends, developments, and best practices in compensation and benefits administration, serving as a subject matter expert.

  • Ensure adherence to legal requirements, company policies, and internal controls for all compensation processes. 

  • Maintain accurate documentation and records for audit purposes, supporting internal and external audit needs as required. 

• Leadership, Collaboration, & Communication:

  • Coach and lead a team of analysts and support their professional development.

  • Collaborate with cross-functional teams to automate and enhance compensation processes. 

  • Partner with Sales, Finance, and HR teams to ensure alignment between compensation plans and organizational goals. 

  • Serve as a point of contact for questions and issues related to sales compensation, providing training and support to ensure understanding across teams. 

  • Identify and drive improvements in sales compensation processes and systems to increase efficiency, accuracy, automation, and clarity. 

  • Maintain comprehensive documentation for compensation plans, policies, and procedures, ensuring easy reference and compliance.

• Analysis & Reporting:

  • Conduct regular audits on compensation data and payout calculations to ensure data accuracy, integrity, and compliance with plan guidelines. 

  • Perform quantitative analysis to evaluate the effectiveness of current compensation plans and identify opportunities for improvement. 

  • Analyze sales data, compensation payouts, and other relevant metrics to provide insights into plan performance. 

  • Prepare regular and ad-hoc reports for leadership, tracking performance, identifying trends, and highlighting key areas for attention. 

  • Prepare ad hoc analyses and forecasts for payouts, cash management, accruals, and transfers. 

  • Assist with annual budgeting process, in collaboration with the sales compensation team and FP&A, to provide annual commission expense projections.

• Plan Design & Adjustments:

  • Ensure compensation plans remain competitive, fair, and aligned with business objectives and budgetary constraints. 

  • Support development, modeling, optimization, and execution of sales compensation plans in line with objectives laid out by the leadership team, and ensuring they are competitive and motivating.

  • Support development of quotas during the annual planning process.

  • Collaborate with the team to set up the annual commission credit and tracking files (planners) for each salesperson.

  • Implement adjustments as needed to adapt to changing business needs while maintaining fairness and transparency.

The ideal candidate should possess

• Extensive experience in broad-based sales compensation is essential, including quota setting, accelerators and decelerators, wage mix analysis, scorecard analysis, and on-target earnings (OTE).

• Working knowledge of finance and accounting principles is important to properly support commission expense projections and impact to company financials.

• Strong analytical skills and attention to detail, with experience managing structured compensation programs.

• Knowledge of sales compensation structures, incentive models, and best practices.

• Effective communication skills for collaborating across teams and presenting insights.

• Proficiency in data visualization tools such as Excel and Google Sheets

• Certified Sales Compensation Professional (CSCP) or related certifications are a plus.
   

Qualifications

• Bachelor’s degree in Business, Finance, Economics, HR, or a related field.

• 8+ years of experience in sales compensation or related fields.

• Proficiency in Microsoft Excel, Google Sheets, Google Workspace, Salesforce, Oracle, PowerBI, and other reporting tools. 

• Familiarity with Incentive Compensation Automation tools (e.g. Varicent, Xactly) and Google Looker Studio (formerly known as Google Data Studio) is a plus.

We are an Equal Opportunity Employer, including disability/vets.