Descrição
Job Title: Manager, Sales Planning
Department: WW Commercial Operations > Sales Strategy & Planning
OVERVIEW. In this position you will be supporting the Sales Planning function within WW Commercial Operations. Sales Planning is responsible for setting the strategy and executing on territory, quota, and sales compensation design across all ADP sales channels. You will be responsible for managing the fiscal year coverage planning activities and recommending and executing on long- and short-term initiatives. You will partner with Sales Leadership, Sales Finance, BU Sales Operations, and other functional areas within WW Commercial Operations to drive ADP’s go to market strategy.
You are enthusiastic about planning and strategy. You thrive solving problems and partnering with Sales. You are obsessed about continuous improvement.
Responsibilities:
- Support the end-to-end coverage model and territory planning, design, and delivery for your sales channel
- Identify and test alternative ways to go to market by assessing sales potential, addressable market, and current penetration across various sub-segments. Support building business cases and recommendations
- Identify and execute against territory management best practices and guidelines to ensure the integrity of the coverage model and territory design
- Build quantitative models to convert territory opportunity valuations into quota-setting guidelines. Provide input in determining sellers’ quota by linking it to territory opportunity value
- Support the sales territory design process, making recommendations for optimal territory structure across sales roles, providing instruction to downstream Ops partners (including COEs) to systematize territories and alignments
- Partner with other internal stakeholders to identify opportunities for improving our territory coverage models, and assess impact of shifting coverage
- Partner with sales reporting team to develop standardized territory reporting and drive adoption amongst sales leaders]
- Support various strategic, go to market projects
- Provide feedback on data quality and enrichment of planning data used to set territories and quotas
Skills Required:
- Advanced problem solving and solutioning skills: identify and diagnose a problem, set up hypotheses, test hypotheses through analyses & discovery, and interpret, summarize, and present findings to drive improvements in business results
- Demonstrated ability to manage stakeholder expectations and effectively partner with VP-level stakeholders
- Outstanding presentation, facilitation, and communication skills, with the proven ability to drive change across a highly matrixed organization
- Complex data management, analytical, and modeling skills using SQL and Tableau or similar
- Outstanding Microsoft Office skills – powerpoint, excel, word
- Excellent English verbal and written communication and facilitation skills, with the ability to build relationships with cross-functional stakeholders
Qualifications Required:
- A college degree is nice to have but not required. What’s more important is having the skills to do the job. Other forms of acceptable experience include:
- 4-6 years’ experience in Sales, Finance, or Marketing Operations or in consulting
- Strong working-level knowledge of any one of the major performance analytics and enterprise planning & reporting tools (example: Cognos, Anaplan, Tableau, Alteryx, MSN BI)
- Experience in prioritization of deliverables and tasks and a proven track record of taking ownership, delivering data-driven analyses, and influencing results
- Able to operate successfully in a lean, fast-paced organization; a proactive, and action-oriented team player
- Exhibits sound business judgment
Preferred Qualifications and Experience:
Preference will be given to candidates who have:
- Prior experience in a consulting environment, preferably within a sales effectiveness or sales operations practice
- Prior experience working effectively in matrixed cross-functional teams
- End user skills with enterprise CRM and planning solutions (example but not limited to: SFDC CRM / Territory Planning / ETM, Oracle Sales Planning, Anaplan, Varicent)
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Base salary offers for this position may vary based on factors such as location, skills, and relevant experience. Some positions may include additional compensation in the form of bonus, equity or commissions. We offer the following benefits: Medical, Dental, Vision, Life Insurance, Matched Retirement Savings, Wellness Program, Short-and Long-Term Disability, Charitable Contribution Match, Holidays, Personal Days & Vacation, Paid Volunteer Time Off, and more. The compensation for this role is USD $74,100.00 - USD $150,300.00 / Year*
*Actual compensation will not be less than the applicable minimum wage or minimum exempt salary requirement under federal, state and local laws.
A little about ADP: We are a comprehensive global provider of cloud-based human capital management (HCM) solutions that unite HR, payroll, talent, time, tax and benefits administration and a leader in business outsourcing services, analytics, and compliance expertise. We believe our people make all the difference in cultivating a down-to-earth culture that embraces our core values, welcomes ideas, encourages innovation, and values belonging. We've received recognition for our work by many esteemed organizations, learn more at ADP Awards and Recognition.
Diversity, Equity, Inclusion & Equal Employment Opportunity at ADP: ADP is committed to an inclusive, diverse and equitable workplace, and is further committed to providing equal employment opportunities regardless of any protected characteristic including: race, color, genetic information, creed, national origin, religion, sex, affectional or sexual orientation, gender identity or expression, lawful alien status, ancestry, age, marital status, protected veteran status or disability. Hiring decisions are based upon ADP’s operating needs, and applicant merit including, but not limited to, qualifications, experience, ability, availability, cooperation, and job performance.
Ethics at ADP: ADP has a long, proud history of conducting business with the highest ethical standards and full compliance with all applicable laws. We also expect our people to uphold our values with the highest level of integrity and behave in a manner that fosters an honest and respectful workplace. Click https://jobs.adp.com/life-at-adp/ to learn more about ADP’s culture and our full set of values.
