Manager, Sales Development & Compensation
Key details
- Location
- United States
- Work style
- Remote
- Level
- Senior
- Job type
- Full-time
- Function
- Sales & Solutions
- Focus area
- other
- Posted
- 3h ago
Skills
About the role
This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Manager, Sales Development & Compensation based in the United States.
As a Manager, Sales Development & Compensation, you will play a central role in optimizing sales force effectiveness and driving commercial performance across specialized healthcare imaging markets. You will oversee the administration and continuous improvement of sales incentive compensation programs while supporting territory planning, market segmentation, and quota allocation. Working closely with Sales Leadership, Finance, HR, and Commercial Operations, you will ensure that sales targets and compensation structures are accurate, transparent, and aligned with business objectives. You will leverage advanced analytics and reporting tools to monitor performance, improve decision-making, and identify growth opportunities. This role combines strategic planning, financial analysis, and hands-on operational execution in a highly collaborative, cross-functional environment. You will also contribute to modernizing compensation processes through improved systems, automation, and data governance.
Accountabilities:
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Support market opportunity assessments using TAM, SAM, and SOM models by gathering, validating, and analyzing market data across business franchises and geographic territories.
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Apply approved customer segmentation models, develop targeting lists, and maintain accurate customer and account information in Salesforce.
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Conduct territory optimization and expansion analyses, develop planning scenarios, and implement approved territory and account alignment changes.
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Support annual operating plans and quota-setting processes by calculating territory-level targets based on account potential in collaboration with Finance and Sales Leadership.
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Maintain and reconcile quotas and territory assignments across Salesforce and incentive compensation systems, ensuring appropriate documentation and approvals for adjustments.
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Support the design, development, and refinement of sales incentive compensation plans, including commission structures, payout tables, and short-term incentive programs (SPIFFs).
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Manage the full incentive compensation administration lifecycle, including data collection, payout calculations, validation, exception management, and timely payment processing.
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Develop, maintain, and audit compensation calculators and payout tools, ensuring accuracy, version control, documentation, and appropriate internal controls.
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Support the transition toward a unified incentive compensation system and calendar across business franchises, strengthening process consistency and auditability.
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Collaborate with Finance, HR, and Legal on compensation plan approvals, financial accruals, audit requirements, and SOX compliance.
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Coordinate the rollout and communication of compensation plans and updates, preparing plan documentation, FAQs, and training materials for sales teams and leadership.
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Administer employee recognition initiatives, including President's Club and Circle of Excellence programs, managing eligibility calculations, tracking, and communications.
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Serve as the primary point of contact for sales representatives regarding quotas, performance attainment, incentive payments, and compensation-related questions or disputes.
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Develop and maintain Salesforce reporting tools and dashboards that provide visibility into sales performance, quota attainment, and incentive compensation payouts.
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Prepare recurring sales, financial, and performance reports, as well as customized analyses for senior leadership and cross-functional stakeholders.
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Use Excel, Power BI, Salesforce, and other analytical tools to evaluate commercial
- Sales Deployment and Territory Planning
- Sales Incentive Compensation Management
- Reporting, Analytics, and Performance Optimization
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