Manager, Sales Development & Compensation

Accountabilities:

- 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.