Senior Director Sales Incentive Compensation Strategy and Design
Company: Clean Harbors
Location: Weymouth
Posted on: June 23, 2022
Job Description:
The Opportunity:Clean Harbors is seeking a Senior Director Sales
Incentive Compensation Strategy and Design. This role will report
to the SVP, Sales Operations and is primarily responsible for
working with Sales Leadership to design sales compensation plans
aligned to company objectives and strategy. This role supports
incentive plans for 2500+ employees in 10+ business units, each of
which have varied goals and objectives. The Senior Director Sales
Incentive Compensation Strategy and Design will lead all aspects of
Sales Operations compensation administration and support for the
Clean Harbors and Safety-Kleen businesses. This includes creating,
maintaining, and enforcing best-practice policies, processes,
tools, reports, metrics, and training for the sales organization
with regards to commission and bonus plans, to ensure the
achievement of sales targets and the continuous improvement of
sales performance and productivity by using compensation as driver
of behavior.The incumbent will oversee the successful execution of
monthly, quarterly, and annual compensation programs, articulating
program strategy and objectives, defining metrics, defining, and
assessing program health to ensure alignment with business
objectives. In addition, they lead the design, administration, and
communication of incentive programs. They are a trusted advisor to
the business and serve as a strategic leader within the Sales
Operations team. The successful candidate will be able to
seamlessly shift between strategy and execution, while rolling up
their sleeves to respond quickly and with a sense of urgency. They
must simplify complex pay decisions and prioritize factors that
include rewarding skills that help meet future objectives, compete
effectively for coveted talent, ensure pay equity, and ensure that
top performers are adequately rewarded for their contribution.Why
work for Clean Harbors?
- Health and Safety is our #1 priority and we live it 3-6-5!
- Competitive wages
- Comprehensive health benefits coverage after 30 days of
full-time employment
- Group 401K with company matching component
- Generous paid time off, company paid training and tuition
reimbursement
- Positive and safe work environments
- Opportunities for growth and development for all the stages of
your careerKey Responsibilities:
- Ensure that Health and Safety is the number one goal by
following policies, processes, and acting in a safe manner at all
times;
- Own, lead, and manage the sales bonus, commission, and variable
compensation design cycle for all departments within the
go-to-market organization;
- Work cross-functionally with the Sales Planning and Finance
team to ensure proper tracking and reporting of all territory and
quota changes;
- Monitor and analyze sales compensation plan effectiveness and
present to Sales leadership, Finance, and Operations teams;
- Work with the SVP of Sales Operations to ensure that revenues
are recorded and reported by Vertical, Segment, Geography and LOB,
to allow the company's business strategy to be fulfilled;
- Maintain functional responsibility for sales-related activities
associated with creating, maintaining, and enforcing policies,
practices and tools for sales and sales operations support;
- Implement best practices surrounding sales productivity
improvements to ensure alignment with compensation plan
components;
- Manage the day-to-day maintenance activity of the company's
compensation system (Callidus) to ensure data integrity and the
required visibility throughout the sales hierarchy;
- Ensure that sales compensation training information is up to
date and is administered to the field sales organization, including
providing effective onboarding and offboarding communication;
- Communicate pay-out issues (large and small) to improve sales
manager discipline and coaching capacities including monitoring
Performance Improvement Plans;
- Recommend and support sales-related special compensation,
commission, and spiff programs by working closely with the field
sales leaders to develop and model each program and track the
results accordingly;
- Work closely with the MIS team to ensure that the compensation
system (Callidus) works in tandem with other back-office systems.
Identify areas for enhancement to automate sales incentive/bonus
programs and improve system performance and the productivity of
Sales Operations analyst personnel;
- Ensure appropriate level of compensation governance across
supported LOBs;
- Manage market review including leading market data and best
practices research, managing annual market review process;
- Project management skills, organization skills and strong time
management skills;
- Strong organizational skills and a high level of detail.Key
Priorities:
- Comp Design & Communication: Partner with the SVP, Sales
Operations, Senior Leadership, and Incentive Comp Committee to
develop a fully integrated Compensation Strategy. Analyze the
competitiveness of compensation programs and define the roadmap
required to achieve the company's growth and productivity goals.
Develop and implement a proactive Compensation communication plan
to promote employee awareness, understanding, and engagement.
- Governance & Integration: Lead the development and
implementation of the processes, protocols, and tools required to
establish, communicate, and successfully manage compensation
strategy consistently across the enterprise. Build an agile and
efficient integration framework for future acquisitions.What does
it take to work for Clean Harbors?
- Own, lead, and manage the sales bonus, commission, and variable
compensation design cycle for all departments within the
go-to-market organization;
- Work cross-functionally with the Sales Planning and Finance
team to ensure proper tracking and reporting of all territory and
quota changes;
- Monitor and analyze sales compensation plan effectiveness and
present to Sales leadership, Finance, and Operations teams;
- Work with the SVP of Sales Operations to ensure that revenues
are recorded and reported by Vertical, Segment, Geography and LOB,
to allow the company's business strategy to be fulfilled;
- Maintain functional responsibility for sales-related activities
associated with creating, maintaining, and enforcing policies,
practices and tools for sales and sales operations support;
- Implement best practices surrounding sales productivity
improvements to ensure alignment with compensation plan
components;
- Manage the day-to-day maintenance activity of the company's
compensation system (Callidus) to ensure data integrity and the
required visibility throughout the sales hierarchy;
- Administer and measure the Sales Compensation Analyst team
performance with formal personnel recommendations to Sales
Operations management. Develop and maintain ongoing Sales
Operations compensation personnel interview and hiring
protocols;
- Ensure that sales compensation training information is up to
date and is administered to the field sales organization;
- Communicate pay-out issues (large and small) to improve sales
manager discipline and coaching capacities including monitoring
Performance Improvement Plans;
- Recommend and support sales-related special compensation,
commission, and spiff programs by working closely with the field
sales leaders to develop and model each program and track the
results accordingly;
- Work closely with the MIS team to ensure that the compensation
system (Callidus) works in tandem with other back-office systems.
Identify areas for enhancement to automate sales incentive/bonus
programs and improve system performance and the productivity of
Sales Operations analyst personnel;
- Strong mathematical, analytical, quantitative, and
organizational skills;
- Experience with M&A due diligence and integration of
compensation programs;
- BA / BS degree or equivalent experience required; (MS / MA
degree preferred);
- Must be able to demonstrate a high degree of tact, discretion,
and sound business judgment.Wondering what to expect in starting
your career with Clean Harbors? Click Here to view a Day in the
Life Video!40-years of sustainability in action. At Clean Harbors,
our mission is to create a safer, cleaner environment through the
treatment, recycling, and disposal of hazardous materials. Clean
Harbors is the leading provider of environmental, energy and
industrial services throughout the United States, Canada, Mexico
and Puerto Rico. Everywhere industry meets environment, Clean
Harbors is on-site, providing premier environmental, energy and
industrial services. We are solving tough problems through
innovation and proven methodology - come be part of the solution
with us.Join our safety focused team today! To learn more about our
company, and to apply online for this exciting opportunity, visit
us at https://careers.cleanharbors.com/.For additional information
about driver career opportunities, please call us at 1-833-32-DRIVE
(1-833-32-37483).Clean Harbors is an equal opportunity employer. We
do not discriminate against applicants due to race, ancestry,
color, sexual orientation, gender identity, national origin,
religion, age, physical or mental disability, veteran status, or on
the basis of any other federal, state/provincial or local protected
class.Clean Harbors is a Military & Veteran friendly company.
*CH
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Keywords: Clean Harbors, Weymouth , Senior Director Sales Incentive Compensation Strategy and Design, Executive , Weymouth, Massachusetts
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