Head of Sales Operations & Incentives

Penn Foster • Remote (NJ, United States) • $200k - $250k / year • 1m ago

Role Description

The Director, US Sales Operations and incentives is responsible for leading and managing the US Sales Operations team to enable the following:

Provide business level system ownership for key sales operations applications: territory alignment, sales crediting, incentive compensation, product hierarchy, and rewards and recognition. Liaise with ZTD in recommending, testing, and implementing application enhancements as recommended by sales leaders.
Oversee and ensure development of incentive compensation plans/models for Zoetis US sales forces (Petcare, Cattle, Equine, Pork, Diagnostics, and Poultry) which will support the successful attainment of business goals.
Develop and administer training material for incentive compensation programs and sales crediting.
Provide appropriate and timely field-based and management reporting of incentive compensation plans, including financial accruals and Goal Achievement Reporting.
Perform ongoing assessment of the effectiveness of all sales compensation plans.
Implement and maintain territory alignments and field force structures.
Develop annual sales quotas plans/models for Zoetis US sales forces.
Develop and maintain efficient sales crediting methodologies that determine the appropriate amount of credit for each direct/indirect sale for each of the Zoetis sales forces.
Ensure financial and SOX compliance in all operations.
Develop effective and efficient sales force deployment structures for each of the US sales force.
Manage determination of winners of annual award trip for top sales colleagues (President’s Circle). Liaise with Human Resources in maintaining sales colleague eligibility rosters.
Manage the US reward and recognition programs for US operations colleagues. Liaise with Zoetis Finance and Zoetis Payroll to enable process.
Maintain product hierarchies for CRM and sales incentive compensation.
Liaise with customer database team and data custodians in ongoing de-dup, cleanup, and maintenance of customer database to ensure consistency and quality of customer data.
Lead, coach, manage and develop the US Sales Operations team providing clear direction, oversight, and guidance related to all aspects of their employment with Zoetis.

EDUCATION AND EXPERIENCE

BS, BA in marketing, or other business field required.
Minimum 12 years in sales administration/operations support, including experience with incentive compensation design and systems.
Ability to lead and motivate a team of professionals.
Demonstrated ability to organize and prioritize complex workload.
Demonstrated computer skills in advanced applications of Access, Excel, and other enterprise BI reporting tools.
Superior analytical skills. Ability to approach problems creatively and develop innovative solutions.
Proven track record and strong positive recognition in previous roles.
Demonstrated ability to partner as trusted consultant with sales leadership and Human Resources in developing optimal sales force deployment, achievable goals, and impactful sales incentives to drive business strategies.
Superior customer focus and the ability to work with others to achieve personal and team goals.
Excellent written and oral communication skills.
Experience with SAP SPM (former Callidus Cloud) a plus.

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