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.
