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Vice President, Sales Compensation Strategy
3 months ago
As a pivotal leader within Cision Global, you will spearhead the development and execution of innovative sales compensation strategies that align with our organizational goals. This role is essential in fostering collaboration among Sales leadership, Commercial teams, Finance, and HR, ensuring that all materials related to sales compensation are effectively organized and accessible to our global sales force.
Your expertise will drive the transformation of sales commission structures across diverse roles, establishing clear engagement protocols and exception handling processes. You will be responsible for championing process improvements that enhance efficiency, resilience, and accuracy within the Sales Commissions team.
Key Responsibilities:- Oversee sales compensation reporting to ensure alignment with budgetary targets and incentive payments.
- Evaluate sales structures, territories, and budget objectives to formulate effective sales commission plans that propel business success.
- Lead initiatives such as the annual sales incentive planning, quota setting, and executive plan presentations.
- Manage communication strategies to ensure transparency and motivation within the sales team.
- Establish governance controls in collaboration with key stakeholders.
- Approve the annual commission processing schedule, ensuring compliance with payroll timelines and audit requirements.
- Supervise monthly commission accruals in accordance with relevant revenue recognition standards.
- Develop and refine processes for compensation scenarios and exception management.
- Assist HR in analyzing job roles, salaries, and incentives to maintain internal equity and competitive pay practices.
- Mentor team members to cultivate expertise within the Sales Commissions team.
- Implement an enhanced onboarding program for new team members.
- Ensure the timely execution of the overall compensation calendar, including comprehensive plan reviews.
- Collaborate with management to engage stakeholders throughout the plan design phase.
- Provide analytical insights to define key performance indicators and plan structures.
- Work alongside management and commercial operations to ensure compensation components are trackable within existing systems.
- Design commission models and identify relevant source systems.
- Support sales management and Finance with financial modeling and scenario assessments.
- Create and draft compensation plans with appropriate controls in place.
- Lead the collection and validation of performance data for compensation analysis.
- Manage compensation calculation processes, ensuring robust audit trails and validation measures.
- Establish controls for adjustment management.
- Incorporate changes in sales personnel, validating roles and targets.
- Oversee tools and systems necessary for compensation calculations.
- Facilitate communication to relay results of compensation analyses to the sales and commission processing teams.
- Bachelor's degree in a relevant business or operations field is required.
- An MBA or equivalent master's degree is preferred.
- 5-7 years of experience in sales incentive compensation or a related field.
- 7-10 years of professional experience.
- 5+ years of direct management experience.
- Proficiency in sales compensation management systems, particularly CaptivateIQ, is essential.
- Experience with CRM systems, preferably Salesforce.
- Exceptional verbal and written communication skills.
- Strong analytical, problem-solving, and decision-making abilities.
- Ability to prioritize and manage multiple tasks in a dynamic environment.
- Meticulous attention to detail with a focus on accuracy.
- Capability to apply in-depth knowledge of organizational procedures for independent decision-making.
- Self-motivated with a proactive approach.
- Proficiency in Microsoft Office Suite, including Word, Excel, and PowerPoint.
- Aptitude for conveying complex scenarios in a clear and concise manner.
