Consultant - Incentive Compensation - Management Consulting Firm

Regarding a Job Opporunity

Job Description

Management consulting professionals focus on strategy and take responsibility for organizational change and business transformation.

Sales professionals design/develop strategies to improve the effectiveness of sales organizations through process reengineering, sales talent management, incentive management, and operations optimization.

Sales Incentive Compensation professionals

- Design and develop incentive compensation programs to help clients optimize their sales compensation investments and reinforce target behaviors to drive high performance sales

- Sales planning and business process design activities including sales coverage and capacity modeling, pay for performance analysis [for cross channel sales engagement scenarios], territory alignment, quota setting, sales productivity measurement and sales incentive program communications

- Additional engagement opportunities include: value targeting, organization and business process design for the administration of incentive compensation; integration of sales incentives with broader talent management programs; identification of improvement opportunities [for the underlying business process and technology operation] and the development of associated business cases and prioritized implementation roadmaps

Key responsibilities may include:

- Driving the modeling, analysis - including competitive benchmarking, design of sales incentive compensation programs, review of total pay and alignment with corporate total rewards and performance management strategies: analysis of total pay, survey benchmarking, SPIFFs, plan design and complexity, pay and performance analysis

- Identify opportunities to optimize sales compensation spend through detailed analytics and make recommendations for change, including: improvements to forecasting, plan design, quota setting, coverage models, distribution and pay sensitivity modeling, job design, sales role architecture, revenue forecasting, goal allocation, and alignment with product and account segmentation

- Business diagnosis and financial modeling activities including analyzing and assuring the quality of data collected

- Identifying and prioritizing account level value creation opportunities based on assessment activities and an understanding of client high level visions, performance gaps, and needs

- Help define target operating models for a client's ICM organization, and processes

- Preparing the client for deployment of new incentive programs, policy changes, process and organization changes, and potential technology implementations (communications, training)

Experience:

Specific experience will include:

- 2+ years- experience with Sales, Sales Operations, and Sales Technology Enablement, or related organization alignment, focused on the business process administration of sales incentives - from sales incentive planning and modeling through tracking, calculation, reporting and analysis, and dispute resolution.

- 2+ years- experience in role working with the sales force to design and implement sales incentive programs or related activities such as quota setting, segmentation, and coverage model.

- Implementation of enabling technology solutions (e.g. Callidus TrueComp, Centive, eXactly, Merced / Practique, Oracle IC, Siebel ICM / Motiva, Trilogy, or Varicent) desirable

- Experience with design / analytics / implementation of Sales and / or Channel Incentives

- Experience working on a large-scale Business / Operational Transformation project desirable

- Strong program management skills

- Experience working with - C- level executive clients

- MBA

- Global exposure will be desirable

Preferred Skills:

- Advanced user of excel including macros, what if scenarios and disparate data integration mandatorily required

- Working knowledge of statistical concepts

- Experience with financial, market, or organizational analytics with additional experience focused on the analysis of sales incentive plan effectiveness, sales personnel effectiveness

- Strong knowledge of incentive design concepts and analytics/statistical methodologies

- Experience with business process administration of sales incentives and implementation of technology solutions (e.g. Callidus TrueComp, Merced, Varicent, etc.)

Key Competencies and Characteristics:

- Proven success in contributing to a team-oriented environment

- Proven ability to work creatively and analytically in a problem-solving environment

- Desire to work in an information systems environment

- Excellent leadership, communication (written and oral) and interpersonal skills

- Comfortable working at the highest levels of client organizations and interacting closely with the - C- level executives in a range of environments

- Comfortable functioning in a broadly positioned and highly diverse consulting firm

- Possesses and demonstrates high integrity and credibility as perceived by all those with whom s/he will work

- Strong intellect coupled with proficient commercial instincts

- Be diplomatic, flexible, and have a good team approach

Gajendra Sajwan
9821199055