UPS is seeking an experienced and dynamic Director Global Sales Planning & Performance to set the short & long-term Sales Incentive Program direction of their assigned business unit(s) and/or function(s) with the Vice President of Strategy and the planning teams. He/She conducts analysis in their areas of responsibility to understand the market situation, its’ competitive landscape, customer needs, and UPS capabilities. Based on these trends, he/she develops sales plans and incentive programs to drive sales outcomes aligned with UPS financial objectives. In addition to the business unit(s) and/or functional strategies, he/she monitors key strategic growth imperatives for the organization. The Director of Global Sales Planning & Performance will manage a team of Sales Planning and Performance professionals.
Responsibilities and Duties
Identifies strategic business objectives, assess success of current incentives, proposes new incentive designs, influences leaders to align on outcomes, and persuasively explains new incentives to leaders and employees
Acts as sales incentive compensation subject matter expert to ensure sales management and sales groups understand corporate, regional, district, territory, and account objectives and sales incentive development
Interacts with key strategic initiative owners to understand how the sales incentive program aligns with the initiative objectives
Oversees the sales planning process to ensure accurate, fair, and motivating sales plans are applied for the global sales teams
Develops sales plan compensation policies and business rules to support Sales Incentive Program administration, ensures consistent program application, and reduces litigation risks
Trains sales management and sales groups on Sales Incentive Program policies, procedures and business rules to ensure a thorough understanding
Reviews business planning progress with corporate strategy and planning teams while suggesting improvements
Leverages the technology advantages of the incentive compensation management system to redesign Planning and Incentive management processes improving the sales incentive program for the Global Sales Team, improves administrative processes and reduces costs
Manages resources and people processes (e.g., Performance Management, Career Development, Succession Planning, Salary Administration, Training, Staffing, etc.) to ensure the day to day administration of processes and formal procedures
Identifies individual and team skill gaps and developmental opportunities (e.g., training, special assignments, projects, etc.) to facilitate individual and team development
Represents UPS at various external events as a speaker, panel member or active participant
Knowledge and Skills
Synthesizes information and facts to draw supported conclusions and insights; demonstrates logic, rationality, and objectivity in drawing conclusions, defining solution options and decision making
Monitors the business need to identify any changes; breaks the business down into smaller components to better prioritize where attention should be focused; identifies related business needs; knowledgeable about what information to look at to make an assessment; demonstrates a thorough understanding of the business’ long-term needs; creates solutions designed to fit current and future needs
Conducts capacity and feasibility studies; estimates equipment or inventory, times, future requirements, costs, risks, or potential; makes short to medium-term projections; recommends new methodologies for forecasting or estimating
Assesses the impact of regulatory actions under consideration and identifies appropriate action plans, leveraging the work of Public Affairs; translates technology developments into issues and opportunities for UPS
Recommends refinements to products, solutions, service, or technology based on results; defines quality standards or goals that meet organizational objectives; defines resources required to test standards or goals that meet organizational objectives; defines resources required to test and revise components; advocates the formal evaluation of products, solutions, services, and technology throughout the organization; evaluates and adopts best practices for quality assurance
Identifies cultural issues that may impact business needs or customer solutions; applies cultural sensitivity when interacting with others outside one’s own geography; leverages cultural awareness to address challenges when operating across different geographical areas; stays current on global and cultural trends
Identifies and evaluates risks; determines and applies appropriate risk treatment(s)
Experience implementing a cloud based Sales Performance/Incentive Compensation Management system and redesigning processes to maximize the new technology
4-7 years of experience designing and managing the sales incentive program for an Enterprise scale sales team
4-7 years of experience developing and administering sales plans aligned to the organizations financial objectives
2-4 years of experience managing a sales incentive program using a cloud based Sales Performance/Incentive Compensation Management system (Anaplan, Xactly, Varicent, etc.)
UPS is an equal opportunity employer. UPS does not discriminate on the basis of race/color/religion/sex/national origin/veteran/disability/age/sexual orientation/gender identity or any other characteristic protected by law
