Manager, Sales Development & Compensation

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Manager, Sales Development & Compensation based in the United States.

As a Manager, Sales Development & Compensation, you will play a central role in optimizing sales force effectiveness and driving commercial performance across specialized healthcare imaging markets. You will oversee the administration and continuous improvement of sales incentive compensation programs while supporting territory planning, market segmentation, and quota allocation. Working closely with Sales Leadership, Finance, HR, and Commercial Operations, you will ensure that sales targets and compensation structures are accurate, transparent, and aligned with business objectives. You will leverage advanced analytics and reporting tools to monitor performance, improve decision-making, and identify growth opportunities. This role combines strategic planning, financial analysis, and hands-on operational execution in a highly collaborative, cross-functional environment. You will also contribute to modernizing compensation processes through improved systems, automation, and data governance.

- Sales Deployment and Territory Planning

• Support market opportunity assessments using TAM, SAM, and SOM models by gathering, validating, and analyzing market data across business franchises and geographic territories.

• Apply approved customer segmentation models, develop targeting lists, and maintain accurate customer and account information in Salesforce.

• Conduct territory optimization and expansion analyses, develop planning scenarios, and implement approved territory and account alignment changes.

• Support annual operating plans and quota-setting processes by calculating territory-level targets based on account potential in collaboration with Finance and Sales Leadership.

• Maintain and reconcile quotas and territory assignments across Salesforce and incentive compensation systems, ensuring appropriate documentation and approvals for adjustments.

- Sales Incentive Compensation Management

• Support the design, development, and refinement of sales incentive compensation plans, including commission structures, payout tables, and short-term incentive programs (SPIFFs).

• Manage the full incentive compensation administration lifecycle, including data collection, payout calculations, validation, exception management, and timely payment processing.

• Develop, maintain, and audit compensation calculators and payout tools, ensuring accuracy, version control, documentation, and appropriate internal controls.

• Support the transition toward a unified incentive compensation system and calendar across business franchises, strengthening process consistency and auditability.

• Collaborate with Finance, HR, and Legal on compensation plan approvals, financial accruals, audit requirements, and SOX compliance.

• Coordinate the rollout and communication of compensation plans and updates, preparing plan documentation, FAQs, and training materials for sales teams and leadership.

• Administer employee recognition initiatives, including President's Club and Circle of Excellence programs, managing eligibility calculations, tracking, and communications.

• Serve as the primary point of contact for sales representatives regarding quotas, performance attainment, incentive payments, and compensation-related questions or disputes.

- Reporting, Analytics, and Performance Optimization

• Develop and maintain Salesforce reporting tools and dashboards that provide visibility into sales performance, quota attainment, and incentive compensation payouts.

• Prepare recurring sales, financial, and performance reports, as well as customized analyses for senior leadership and cross-functional stakeholders.

• Use Excel, Power BI, Salesforce, and other analytical tools to evaluate commercial performance and support data-driven decision-making.

• Conduct semiannual incentive compensation effectiveness reviews, identifying opportunities to improve plan structures and recommending adjustments that encourage sustainable business growth.

• Ensure data consistency and integrity across sales, CRM, financial, and compensation systems, investigating and resolving discrepancies with relevant teams.

• Translate complex analytical findings into clear presentations, visualizations, and actionable recommendations for senior stakeholders.

- Cross-Functional Collaboration and Continuous Improvement

• Partner with Analytics, Marketing, Finance, HR, Sales Enablement, and Sales Leadership to align commercial initiatives, sales objectives, and incentive structures.

• Support product launches and field readiness activities by ensuring sales teams have accurate targets, compensation information, and supporting resources.

• Identify and implement improvements to compensation processes, reporting tools, systems, and workflows to enhance efficiency, accuracy, and transparency.

• Manage relationships with external vendors and technology partners supporting sales deployment and incentive compensation activities.

• Undertake additional responsibilities as required to support evolving business priorities.

Requirements:

• Bachelor's degree in Business Administration, Finance, Accounting, Economics, Life Sciences, or a related discipline. An MBA is considered an advantage.

• At least 5 years of professional experience in incentive compensation administration, sales operations, sales analytics, or related commercial operations functions.

• Previous experience in pharmaceutical, biotechnology, medical diagnostics, or healthcare industries is strongly preferred.

• Hands-on experience administering sales incentive compensation programs, including commission calculations, payout validation, compensation documentation, and field communications.

• Familiarity with market opportunity modeling, customer segmentation, territory alignment, and sales quota-setting methodologies is preferred.

• Advanced Microsoft Excel skills and strong analytical capabilities, with the ability to manage complex datasets and perform detailed financial and commercial analyses.

• Proficiency in Power BI, Tableau, or comparable business intelligence and data visualization platforms.

• Experience using Salesforce.com for CRM management, sales reporting, and performance dashboards.

• Familiarity with incentive compensation management platforms, such as ECT, is an advantage.

• Strong understanding of compensation controls, data integrity, confidentiality, compliance, and audit-readiness requirements.

• Excellent analytical and problem-solving skills, with the ability to translate complex information into practical business recommendations.

• Strong communication and presentation abilities, including the capacity to explain compensation structures and performance metrics to sales representatives, managers, and senior executives.

• Demonstrated project management and organizational skills, with the ability to manage multiple projects, competing priorities, and strict deadlines.

• High attention to detail and a strong commitment to accuracy and operational excellence.

• Collaborative, service-oriented approach and the ability to build effective relationships across multidisciplinary and highly matrixed teams.

• Ability to work independently, exercise sound judgment, and proactively identify opportunities to improve commercial processes.

Benefits:

• Annual salary: $125,000–$140,000, depending on qualifications and experience.

• Full-time employment opportunity.

• Fully remote position based in the United States.

• Opportunity to contribute to commercial strategy and sales performance within the medical imaging and diagnostic healthcare industry.

• Exposure to strategic sales operations, incentive compensation planning, and commercial analytics initiatives.

• Opportunities to collaborate with senior leadership and cross-functional teams, including Finance, HR, Marketing, and Sales.

• Professional development through involvement in compensation system modernization, reporting improvements, and process automation.

• Opportunity to contribute to initiatives that support innovation in diagnostic imaging and improve patient care.

We use an AI-powered matching process to ensure your application is reviewed quickly, objectively, and fairly against the role's core requirements. Our system identifies the top-fitting candidates, and this shortlist is then shared directly with the hiring company. The final decision and next steps (interviews, assessments) are managed by their internal team.

We appreciate your interest and wish you the best!

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