What are the responsibilities and job description for the Director, Sales Compensation & Analytics, North America position at bioMérieux?
The Director of Sales Compensation, North America Clinical will be responsible for leading the commercial sales team compensation plans. With a focus on setting strategic targets that drive behavior and revenue growth within the North America clinical market. The role will be responsible for leading within a matrixed organization that includes, sales, finance, marketing, human resources, and commercial operations to manage, track and communicate compensation plans and reporting.
The ideal candidate will have experience working with automated compensation planning tools and a deep understanding of BI tools such as Excel, Tableau, PBI, SFDC. Addtionally, the candidate will ensure the integrity of sales compensation data, create SOPs for managing exceptions, lead the compensation committees, and manage the commission budget and forecasting timelines. This role will be the leader for the North America compensation plans while being a liaison to the global sales incentives planning committee.
Primary Duties
- Lead the sales compensation program to provide best-in-class sales compensation plan design.
- Responsible for the development of the sales compensation plan design, ensuring all plans are aligned to company objectives and drive the desired behaviors that lead to strong company outcomes.
- Manage development and distribution of plan documents, plan calculators, and training materials for compensation program rollouts.
- Manage monthly, quarterly, and annual sales commission calculations and reports.
- Be the key business partner with leaders from Clinical Commercial Operations to ensure accuracy of data used in commission calculation.
- Participate in the issue resolution process for responding to escalated issues and questions concerning incentive compensation plan design and policies.
- Provide weekly, monthly, quarterly, and year-end reports to Senior Management.
- Oversee data modeling used for setting territories and forecast, objectives, and variable sales compensation plans for all sales channels.
- Analyze and manage territory & employee adjustments, while setting process and SOPs.
- Create training materials, communication documents, policy and governance, and sales compensation plan effectiveness analysis.
- Expert level knowledge of field reporting tools for SIP & Analytics.
- Working with sales team to manage sales targets, tracking and adjustments.
- Partner and collaborate with key internal stakeholders at all levels to develop sales incentive compensation plans that align with the right business outcomes to drive growth
- Support end of month revenue adjustments, accruals, and payout reviews.
- Manage annual Commercial Clinical Operations sales commission budget, quarterly forecasts/R&O, and variance reporting.
- Ensure accuracy and timeliness of reporting.
- Analyze historical results, perform variance analysis, identify trends, and design financial models at the customer and item level when necessary.
- Ensures the Sales & Marketing reporting needs in Salesforce CRM, including ensuring the accuracy and integrity of CRM customer data.
- Support the Sales and Finance teams to improve forecast accuracy.
- Perform ad-hoc analysis as needed, delivering data-based insights that drive decisions.
- Perform all work in compliance with company policy and within the guidelines of bioMérieux Quality System.
- Perform all work in compliance with company quality procedures and standards.
- Performs other duties as assigned.
Education
Bachelor's degree required.
Experience
- 10 years working with sales compensation/incentives plans.
- 5 years managing compensation planning, strategy and full year plans.
- 5 years in financial reporting or data analytics (tied to compensation) preferred.
- Experience working in the medical, diagnostics or life sciences industries preferred.
- Experience working with automated compensation reporting tools preferred.
- Experience working with tools such as Excel, Salesforce.com, SAP and Tableau preferred.
Knowledge, Skills, and Abilities
- Excellent communication skills both written and verbal
- Excellent documentation and organization skills
- Able to interact and communicate with multiple levels in the Sales organization
- Advanced Excel skills
- Advanced PowerPoint skills
- Salesforce CRM experience preferred
- SAP or other enterprise management system
- BI tools (Tableau, Alteryx or DOMO preferred) and data warehouse
Working Conditions and Physical Requirements
- Ability to remain in stationary position, often standing, for prolonged periods.
- Ability to ascend/descend stairs, ladders, ramps, and the like.
Domestic travel required 20% if time.
Supervisory Responsibilities
- Direct supervision - approximate 2
- Indirect supervision - approximate 1
