About this role
Director of Sales Operations supporting the commercial team to achieve volume and revenue targets. Owns forecasting, reporting, headcount/territory planning, quota determination, incentive compensation, and KPI governance while presenting monthly/quarterly to sales leadership and designing incentive plans annually.
Key Responsibilities
- Create and distribute test volume forecasts quarterly/annually
- Present stack rankings of commercial volume and KPI performance
- Own sales data and analytical support for the sales organization
- Serve as subject matter expert for the Sales Incentive Compensation Plan and oversee administration
- Design and administer President’s Club contest and report standings
Technical Overview
The technical scope is commercial analytics and planning operations (forecast modeling, KPI performance reporting, budget planning process support) plus governance of incentive compensation administration and related contests (President’s Club). The role is primarily analytical and operational rather than software-development focused.
Ideal Candidate
The ideal candidate is an executive-level Sales Operations leader who has owned volume forecasting, quota determination, territory planning, and incentive compensation administration. They are a subject matter expert who presents monthly to sales leadership and annually designs the Sales Incentive Compensation Plan aligned to corporate objectives, including running President’s Club reporting.
Must-Have Skills
Manage key aspects of commercial processes including volume forecastingvolume reportingSales Team headcount and territory planningincentive compensationquota determination and establishing and monitoring KPIsProduce monthly presentations on the All Sales Call and at Quarterly Sales Leadership MeetingsServe as subject matter expert for the Sales Incentive Compensation PlanProduce annual recommended design of the Sales Incentive Compensation Plan to Executive Leadership and oversee administration once approvedAdminister and report standings of the President’s Club contest
Nice-to-Have Skills
Not specified
Tools & Platforms
Not specified
Required Skills
volume forecastingvolume reportingSales Team headcount planningterritory planningincentive compensationquota determinationKPIsstack rankingssales leadership presentationsSales Incentive Compensation PlanPresident’s Club contestforecast modelingbudget planning processdata and analytical support
Hard Skills
volume forecastingsales volume reportingsales team headcount planningterritory planningincentive compensationquota determinationKPIsbudget planning processforecast modelingstack rankings of commercial volume and KPI performancesales leadership presentationsincentive compensation plan administrationsales incentive compensation plan subject matter expertisequarterly sales leadership meetingsAll Sales Call presentationsPresident’s Club contest designPresident’s Club standings administration and reportingdata and analytical support function for the sales organizationmonthly meetings with Sales Area Vice Presidents and Vice Presidentannual recommended design of sales incentive compensation planaligning incentive compensation plan to corporate objectivesexecutive leadership presentationsquarterly forecasting cadenceannual planning cadence
Soft Skills
leadershippresenting to executivesstrategic discussion facilitationcross-functional collaboration with sales leadershipcommunicationstakeholder managementsubject matter expertise credibilityorganizational influencemeeting facilitation
Keywords for Your Resume
DirectorSales Operationsvolume forecastingvolume reportingSales Team headcountterritory planningincentive compensationquota determinationKey Performance IndicatorsKPIsAll Sales CallQuarterly Sales Leadership MeetingsSales Incentive Compensation PlanExecutive LeadershipPresident’s Club contestPresident’s Clubstack rankingsCommercial Volumedata and analytical supportbudget planning processforecast modelingannual recommended designmonthly meetingsSales Area Vice PresidentsVice President
Deal Breakers
Must have owned Sales Incentive Compensation Plan subject matter expertise and administration, Must have experience with volume forecasting and forecast modeling for sales operations, Must be able to produce and present sales leadership materials (All Sales Call, Quarterly Sales Leadership Meetings)
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