Role Description
The Director, US Sales Operations and incentives is responsible for leading and managing the US Sales Operations team to enable the following:
- Provide business level system ownership for key sales operations applications: territory alignment, sales crediting, incentive compensation, product hierarchy, and rewards and recognition. Liaise with ZTD in recommending, testing, and implementing application enhancements as recommended by sales leaders.
- Oversee and ensure development of incentive compensation plans/models for Zoetis US sales forces (Petcare, Cattle, Equine, Pork, Diagnostics, and Poultry) which will support the successful attainment of business goals.
- Develop and administer training material for incentive compensation programs and sales crediting.
- Provide appropriate and timely field-based and management reporting of incentive compensation plans, including financial accruals and Goal Achievement Reporting.
- Perform ongoing assessment of the effectiveness of all sales compensation plans.
- Implement and maintain territory alignments and field force structures.
- Develop annual sales quotas plans/models for Zoetis US sales forces.
- Develop and maintain efficient sales crediting methodologies that determine the appropriate amount of credit for each direct/indirect sale for each of the Zoetis sales forces.
- Ensure financial and SOX compliance in all operations.
- Develop effective and efficient sales force deployment structures for each of the US sales force.
- Manage determination of winners of annual award trip for top sales colleagues (President’s Circle). Liaise with Human Resources in maintaining sales colleague eligibility rosters.
- Manage the US reward and recognition programs for US operations colleagues. Liaise with Zoetis Finance and Zoetis Payroll to enable process.
- Maintain product hierarchies for CRM and sales incentive compensation.
- Liaise with customer database team and data custodians in ongoing de-dup, cleanup, and maintenance of customer database to ensure consistency and quality of customer data.
- Lead, coach, manage and develop the US Sales Operations team providing clear direction, oversight, and guidance related to all aspects of their employment with Zoetis.
EDUCATION AND EXPERIENCE
- BS, BA in marketing, or other business field required.
- Minimum 12 years in sales administration/operations support, including experience with incentive compensation design and systems.
- Ability to lead and motivate a team of professionals.
- Demonstrated ability to organize and prioritize complex workload.
- Demonstrated computer skills in advanced applications of Access, Excel, and other enterprise BI reporting tools.
- Superior analytical skills. Ability to approach problems creatively and develop innovative solutions.
- Proven track record and strong positive recognition in previous roles.
- Demonstrated ability to partner as trusted consultant with sales leadership and Human Resources in developing optimal sales force deployment, achievable goals, and impactful sales incentives to drive business strategies.
- Superior customer focus and the ability to work with others to achieve personal and team goals.
- Excellent written and oral communication skills.
- Experience with SAP SPM (former Callidus Cloud) a plus.
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