Senior Manager Sales Compensation and Sales Incentive

About the role

Designing and implementing an effective sales compensation plan is the at the heart of creating and executing a successful sales strategy as well as recruiting and retaining motivated sales personnel who contribute directly to the company's profitability.

What you’ll be doing

• Sales strategy alignment and governance: This role is accountable for the effective implementation of the International pay plan and incentives to deliver Internationals business objectives.
• GTM and product strategy: Awareness of the product MTP targets; proactively recommending incentivisation to successfully deliver on these targets.
• Channel and Partnership coordination: Will ensure consistency across partnership and channel in the different Regions and Verticals.
• Sales incentive: Work closely with reward, Commercial finance and International Marketing team to ensure the best incentive scheme aimed to encourage the behaviours required to effectively sell to and attract customers; in line with MTP.
• Goal setting and monitoring: Work closely with GTM lead and finance to ensure consistent methodology for goal seting. Establish sales goals based on quantitative analysis of territory potential, past performance, and sales team capabilities, as well as management judgment. Consistent with productivity metrics
• Sales productivity metrics and monitoring: Responsible for ensuring targe ng and pay plan support the delivery of productivity metrics that allow sales teams to drive commercial success & drive the insight into ac on.
• Compensation Design & Management: We design, launch and govern sales incentives in a way that rewards sellers for outcomes that drive sales strategy and enhances seller trust through stability and transparent expectations.  This role is responsible for the  design, delivery and implementation of a pay plan framework aligning to BT Group principles. Also proactively being aware of industry best practices and applying this via the process.
• Bonus Calculations: Work with Group Sales Bonus Calculation team to ensure accurate and timely calculations, resulting in approved payments. Working with BT Digital on Varicent system improvements and management of the Global Targeting system to ensure country obligations are met in full.
• Onboarding: As part of the onboarding process, this lead is responsible for briefing the new colleague on the sales pay plan structure and how it is implemented to incentivise the right sales behaviour.  Can be done in conjunction with the relevant Sales Manager

Essential Skills / Experience

• Commercial acumen and a strategic thinker
• Data Analytics:  strong data analytics and ability to use data to be able to assess the effectiveness of the implementation of the pay plan.
• Customer focus: understand customers’ needs and challenges and don’t stop un l we create brilliant experiences for them.
• Interpersonal skills at all senior levels CL - A+B
• Ensuring full compliance with governance requirements
• Coaching and mentoring

Leadership Framework

• Leading inclusively: I inspire and build trust through self-awareness, honesty and integrity.
• Owning outcomes: I take the right decisions that benefit the broader organisation.
• Delivering for the customer: I execute brilliantly on clear priori es that add value to our customers and the wider business.
• Commercially savvy: I demonstrate strong commercial focus, bringing an external perspective to decision-making.
• Growth mindset: I experiment and identify opportunities for growth for both me and the organisation.
• Building for the future: I build diverse future-ready teams where all individuals can be their best.

Key decisions

• Ensuring Front Office teams are equipped with appropriate processes, tools, systems and information to drive effective sales and account management.
• Translates the go to market strategy into ac on monitoring the effectiveness of the GTM strategy and takes ac on accordingly.
• Overall management of certifications, audit reviews and compliance of sales opportunities including governance decisions.

Experience you would be expected to have

• Advanced degree in Business Management or equivalent.
• Experience of transforming circa £2bn organisation sales methodologies & teams
• Track record of successfully growing a portfolio of business in a sales excellence role.
• Business Process re-engineering experience
• Demonstrate a track record in building high performing, diverse, cross-cultural teams.
• International Experience
• End user and training experience using relevant sales tools.
• Technology product training & messaging experience
• Experience in building training, solution messaging and sales content / collateral within a business analytics and/or data integra on organization (or related field)