Sales Compensation Analyst - Hyderabad
- Clarivate
- 1 - 5 years
- Hyderabad
- 4 years ago
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Job Description
PRIMARY OBJECTIVE(S):
- Leads best-in-class sales compensation processes and activities to enable sales compensation to be a driver to support business objectives.
- Meets operational performance objectives, identifies, executes on ideas that allow for continuous improvement in existing processes.
- Works collaboratively within Clarivate s unified Commercial Operations team and with key external stakeholders from sales to ensure departmental objectives are met.
Key Activities
Sales Compensation Plan Design Execution
- Active participant working collaboratively with Commercial Planning, Analytics Reporting team on transforming Business Unit ( BU ) revenue/sales plan target into sales plan goals by territory and individual.
- Provide consultation on milestone requirements to ensure timely and quality execution of overall Clarivate compensation calendar, including plan reviews, and managing key milestones according to plan targets.
- Work with management to engage with the business at the onset and throughout the plan design including managing focus groups to ensure business feedback is incorporated in plan design.
- Provide analytical support to determine key performance measures and plan design; have a deep understanding of how sales works and how incentive compensation drives behaviors.
- Support sales management and Finance via financial modeling and scenario analysis to support the advocacy of incentive plan roll-out and communications.
- Create, draft and develop the compensation plan by ensuring the proper controls are in place in management of these plans.
Special Incentive Plan ( SPIFF ) Design Execution
- Understand business requirements and provide support to Business or Sales SVP for modelling and partnering with Finance for special incentives SPIFFs or plan modifications during the year.
- Manage the SPIFFs including communication and roll-out.
Commission Processing Payment
- Work collaboratively with the commissions team and have a direct impact on claim validation processes.
- Lead the collection and validation of performance data. This represents the aggregate compensation data validated by commission processing team to perform compensation analysis.
- Manage compensation calculation activities which include calculating amount of incentive compensation due to each sales individual for each period. Ensure enough audit trails, reconciliations and validation processes are in place to minimize errors. Includes maintenance and storage of period calculations/templates
- Set-up necessary controls for adjustment management. Documenting approvals and ensuring audit trail for adjustments.
- System Support Maintenance- Managing tools, forms and systems required to handle compensation calculation.
- Handle preliminary and final communications to distribute results of compensation analysis to sales for review and to commission processing team for payment.
Advocacy Field Support
- Answer individual questions about the compensation plan or compensation treatment. Research and validate relief request. Respond in timely, professional manner to ensure internal satisfaction is high and deliver customer delight .
- Acts as level 2 escalation support for commission specialist team for their related queries that this team cannot resolve.
Reporting Analysis
- Delivery of standard performance reporting by individual by performance metric for each period. Ensure reporting is provided to each level of sales management including addressing Winner s Circle and Sales Awards reporting requirement.
- Ad-Hoc Performance/Sales Mgmt Reporting: Provide analytical and ad-hoc support to sales management for advanced/periodic needs; includes evaluating effectiveness of new performance metrics, SPIFFs, etc.
- Reporting Capabilities: Develop Clarivate standardized reporting package and systems tools to use. Provide support to ensure this is aligned with business and IC priorities.
- Forecasting for Sales Commission Expense: Partner with Finance to determine projected performance and resulting commission expense forecast.
Policy, Process Quality Management
- Policy Development - Support development of standard policies procedures for managing new hires (ramp-ups, and guarantees), leave coverage, open territory coverage, etc.
- Ensure adherence to company risk policy and enforce internal controls within all processing in conjunction with local statutory and labor requirements.
- Process Changes: Constantly evaluate current process and making recommendations for improvement, standardization and tools. Identify and execute on ideas to drive process improvement
- Participate actively in change management efforts to implement Clarivate better practices, new processes process and improvements in systems and tools.
Talent Development Management
- Be part of a high performance culture working towards SMART objectives to measure individual performance.
- Manage and take personal responsibility for one s professional development plan
- Act as a strong contributor to an operating culture that makes possible collaboration, open communications, and a focus on talent development.
KNOWLEDGE, SKILLS and EXPERIENCE
Requirements
Formal Qualifications/ Certification:
- Bachelors/University level degree in related business or operations field required
- MBA or equivalent Master degree preferred
Experience:
- 1-2 years work experience in sales incentive compensation or related discipline
- 3-5 years professional experience
Skills:
- Proven to work independently and in matrix environment
- Good knowledge of compliance and basic legal knowledge.
- Excellent communication, influencing and presentation skills; excellent negotiation skills coupled with exceptional written/verbal communication skills.
- Logical Thinker, excellent analytical skills and attention to detail; Ability to think strategically and creatively; Good overall business knowledge.
- Excellent organizational and time management skills.
- Experience in driving cross-functional initiatives
- Operating knowledge of all Clarivate internal policies and procedures.
Technical:
- Must be adept in use of MS Office, particularly advanced skills in Excel; skills in MS Access (or similar database application), Salesforce.com,
- PowerPoint, and VBA would be advantageous, internet and email; order processing systems, and Salesforce.com knowledge. Callidus experience would be an added advantage.
Job Classification
Industry: KPO, Research, AnalyticsFunctional Area: Other,
Role Category: Other
Role: Other
Employement Type: Full time
Education
Under Graduation: Any Graduate in Any SpecializationPost Graduation: MBA/PGDM in Marketing, Any Postgraduate in Any Specialization
Doctorate: Doctorate Not Required
Contact Details:
Company: Clarivate AnalyticsLocation(s): Hyderabad
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Keyskills: Change management MS Access Process improvement Pharma Workflow MS Office Order processing Continuous improvement Operations Auditing
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