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Sales Incentive Strategy & Ops Manager

The Sales Incentive Strategy & Ops Manager is responsible for utilizing historical trends and insights and forecasting to strategically create and maintain quota plan solutions for our sales organization. This position translates stakeholder needs into deliverables, analyzes large data sets, evaluates plan performance and provides refined and efficient solutions.  

Essential Functions:

  • Use strong knowledge of industry, market condition changes, commissions, sales operations and data analysis to develop scalable quota plans that meet business objectives for a company in hyper growth. Translate business needs, gaps and opportunities into solutions oriented quota plans. 
  • Continuously monitor shifts and updates to operations of the logistics, freight and sales industries. Utilize historical trends, insights and forecasting to improve quota setting.
  • Strategically partner with business leaders and sales operations team to understand, anticipate and meet current and long term needs and support desired future outcomes. 
  • Align quota setting with commissions plans and objectives, support a rapidly scaling organization and incentivize desired sales behavior. 
  • Collaborate with engineering, product and other tech teams to define, build, drive and measure mechanisms to enable sales teams. 
  • Report on effectiveness of quota plans. Process data sets, analyze and evaluate plan performance against key metrics and perform variance and trend analysis. Summarize actionable insights to leadership and provide and implement solutions to enhance and optimize plans. 
  • Gather and analyze sales, commissions and quota data. Calculate and report on commissions and quotas. Resolve any issues and respond to quota related inquiries. Diagnose variations in data and make adjustments as necessary. 
  • Advise on solutions for situations that fall outside of defined quota plan parameters. 
  • Oversee quota related change management processes. Drive communication efforts across relevant stakeholders. 
  • Manage delivery of new process updates and projects, including ideation, requirement gathering, building, support and maintenance and success tracking. 
  • Evaluate complex business and technical requirements, communicating inherent security risks and solutions to technical and non-technical business stakeholders. 
  • Build and maintain relationships with internal and external key stakeholders.
  • Other duties as needed or assigned. 

Education and/or Experience:

  • Bachelor’s degree in Accounting, Finance or related field of study 
  • 4+ years of experience in Sales Operations and data analysis
  • Experience in processing and analyzing large data sets required
  • Experience leading others a plus
  • Self starter, very strong work ethic with a team mentality
  • Ability to translate stakeholder needs into deliverables
  • Strong business analysis and function experience, including requirements gathering, creating/deploying solutions to end users
  • Expert excel skills required
  • Familiarity with NetSuite, CaptivateIQ and Snowflake preferred
  • Demonstrated ability to take initiative and critically analyze data, processes and procedures in a push toward constant improvement
  • Excellent written, presentation, and communication skills and ability to articulate complex processes to key business leaders
  • The ability to multi-task in a fast-paced environment, juggling multiple deliverables simultaneously, meet strict deadlines, and work under pressure
  • Exhibit strong attention to detail
  • A flexible & solutions oriented demeanor
  • Proven ability to work both independently and collaboratively
  • Ability to focus on a single project from start to finish
  • Ability to conduct themselves with a high level of discretion

Supervisory Responsibility:

This position does not have supervisory responsibility.

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