ABOUT THE JOB AND YOU
Job Summary
We are seeking a highly experienced Manager in Sales Force Effectiveness to join our dynamic sales operations team. In this strategic role, you will leverage your expertise in sales analytics, forecasting, and incentive design to optimize sales performance. Your primary focus will be on managing accurate sales forecasts and calculating sales incentives in alignment with the company’s incentive schemes. This position requires a deep understanding of sales metrics, data-driven decision-making, and collaboration with cross-functional teams including BU sales, finance, and HR. The ideal candidate is a self-starter who thrives in a fast-paced environment, delivering insights that drive revenue growth and sales team motivation.
Key Responsibilities
• Sales Forecasting Management: Develop, maintain, and refine sales forecasting models using historical data, market trends, and pipeline analysis. Collaborate with sales leaders and Supply team to ensure forecasts are accurate, timely, and aligned with business objectives. Monitor forecast accuracy and provide actionable recommendations to improve predictability.
• Sales Incentive Calculation and Administration: Oversee the end-to-end process of calculating sales incentives based on established incentive schemes, including bonuses and performance-based rewards. Ensure calculations are compliant with company policies, legal requirements, and fair practices. Automate and streamline incentive computation processes using software tools
• Incentive Scheme Analysis and Optimization: Evaluate the effectiveness of current incentive programs through data analysis and performance metrics. Propose enhancements to incentive structures to better align with sales goals, such as quota attainment, territory management, and product focus.
• Data Analytics and Reporting: Analyze sales data to identify trends, gaps, and opportunities in sales force effectiveness. Generate comprehensive reports and dashboards for senior leadership, highlighting key performance indicators (KPIs) related to forecasting and incentives.
• Cross-Functional Collaboration: Work with other SFE team members to ensure always-on understanding of the current business and sales performance trends. Partner with finance teams for budget alignment on incentives, sales teams for forecast input, and IT for system integrations. Provide training and guidance to sales personnel on incentive schemes and forecasting tools as needed.
• Process Improvement: Identify inefficiencies in forecasting and incentive processes, recommending and implementing best practices to enhance overall sales force productivity.
• Compliance and Risk Management: Ensure all forecasting and incentive activities adhere to regulatory standards, internal audits, and ethical guidelines.
Qualifications, Knowledge & Skills Required
Qualifications and Requirements
• Education: Bachelor’s degree in Business Administration, Finance, Economics, or a related field
• Experience: 8+ years of experience in sales operations, sales analytics, or sales force effectiveness roles, with at least 2 years in a capacity focused on forecasting and incentive management. Proven track record as an individual contributor in a high-impact environment.
• Technical Skills:
· Proficiency in CRM platforms (e.g., Salesforce, Microsoft Dynamics) and analytics tools (e.g., Tableau, Power BI, Excel advanced functions).
· Strong knowledge of sales forecasting methodologies (e.g., pipeline-based, statistical modeling)
· Experience with data visualization and SQL querying for complex datasets.
• Soft Skills:
· Excellent analytical and problem-solving abilities with a data-driven mindset.
· Strong communication skills to present insights to non-technical stakeholders.
· Ability to work independently while collaborating effectively in a matrixed organization.
· High attention to detail and accuracy, especially in financial calculations.
