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What we offer
- Competitive salary
- Paid vacation/holidays/sicktime- 15 days of vacation first year
- Comprehensive benefits package including 401K, medical, dental, and vision care - Available day one
- Encouraging and collaborative team environment
- Dedication to safety through our Zero Harm policy
- Check us out!: A Day in a Life at Johnson Controls | Sales Roles
What you will do
As the Manager, Global Quota Strategy & Sales Incentive Analytics, you will serve as the global program manager for quota planning requirements, methodologies, and governance, ensuring a consistent, data-driven approach to quota setting across regions.
This role bridges Commercial Operations, Sales Leadership, Analytics, and Total Rewards to establish scalable quota-setting frameworks, define business requirements, generate actionable insights on seller compensation effectiveness, and lead the annual global quota-setting process from planning through execution.
While the role partners closely with the Total Rewards / Sales Compensation team, it does not own compensation plan design or the Sales Incentive Plan (SIP) process. Instead, it serves as the commercial lead responsible for quota strategy, quota governance, seller compensation analytics, and the coordination of key stakeholders throughout the annual quota planning cycle.
The ideal candidate combines strong analytical capabilities, program management expertise, and an understanding of sales planning to drive consistency, fairness, and business alignment across the commercial organization.
How you will do it
Quota Strategy, Requirements & Governance
- Own global business requirements related to quota planning, allocation, governance, and execution.
- Define and maintain quota-setting methodologies, allocation frameworks, assumptions, and guardrails aligned with commercial strategy, market opportunity, role design, territory structure, and capacity models.
- Establish quota validation frameworks, quality standards, and governance processes to assess attainment distribution, coverage, fairness, and achievability.
- Serve as the global subject matter expert on quota planning standards, methodologies, and planning timelines.
Annual Quota Planning Program Management
- Serve as the commercial project manager for the annual global quota-setting process.
- Build and manage integrated planning timelines, stakeholder engagement plans, milestones, dependencies, and governance forums.
- Coordinate activities across Sales Operations, Finance, Commercial Excellence, Analytics, Sales Leadership, and Total Rewards to ensure successful execution.
- Identify risks, escalation points, and process bottlenecks while driving resolutions and alignment.
- Lead post-cycle reviews and continuous improvement initiatives to enhance future quota-setting cycles.
Seller Compensation Analytics & Insights
- Develop and maintain analytics, metrics, and reporting frameworks to assess seller compensation effectiveness and quota performance.
- Analyze quota attainment, pay-for-performance alignment, earnings distribution, incentive effectiveness, and plan outcomes.
- Identify trends, risks, and opportunities through data-driven insights and translate findings into actionable recommendations.
- Create executive-level dashboards, review materials, and governance presentations for senior leadership.
- Partner with Total Rewards and Analytics teams to evaluate the impact of compensation programs on sales performance and business outcomes.
Quota Playbooks & Enablement Tools
- Own the development and continuous improvement of global quota-setting playbooks, methodologies, templates, and planning tools.
- Build standardized quota allocation models, scenario planning tools, validation frameworks, and planning templates for regional use.
- Ensure planning tools and processes incorporate evolving business priorities, growth strategies, and organizational needs.
- Drive adoption of standards through documentation, training, and stakeholder engagement.
Cross-Functional Partnership & Enablement
- Partner closely with Total Rewards / Sales Compensation to ensure alignment between quota methodologies and incentive plan mechanics.
- Collaborate with Commercial Operations, Finance, Analytics, and Regional Sales Operations leaders to align planning assumptions and outcomes.
- Facilitate governance discussions by providing analytical insights, recommendations, and decision-support materials.
- Enable regional teams through training, communication, documentation, and ongoing consulting support.
- Continuously gather feedback from regions and stakeholders to improve processes, tools, and methodologies.
What we look for
- 5+ years of experience in Sales Operations, Commercial Excellence, Quota Planning, Sales Effectiveness, Revenue Operations, or related commercial planning functions.
- Experience in quota-setting methodologies, sales coverage models, capacity planning, and performance management.
- Strong understanding of sales compensation principles, incentive effectiveness, and pay-for-performance frameworks.
- Proven ability to translate business requirements into scalable planning processes, governance frameworks, and operational solutions.
- Advanced analytical skills with experience leveraging data to generate insights and influence business decisions.
- Experience developing executive presentations, dashboards, and performance reviews.
- Strong project management, stakeholder management, and influence skills with experience leading large-scale cross-functional business programs.
- Excellent written and verbal communication skills with the ability to simplify complex concepts for diverse audiences.
- Experience working within global organizations and driving alignment across regions and functions
HIRING SALARY RANGE: $112,000 to $168,000 (Salary to be determined by the education, experience,
knowledge, skills, and abilities of the applicant, internal equity, and alignment with market
data.) This role offers a competitive Bonus plan that will take into account individual, group,
and corporate performance. This position includes a competitive benefits package. The
posted salary range reflects the target compensation for this role. However, we recognize
that exceptional candidates may bring unique skills and experiences that exceed the typical
profile. If you believe your background warrants consideration beyond the stated range, we
encourage you to apply. To support an efficient and fair hiring process, we may use
technology assisted tools, including artificial intelligence (AI), to help identify and evaluate
candidates. All hiring decisions are ultimately made by human reviewers. For details, please
visit the About Us tab on the Johnson Controls Careers site at
https://jobs.johnsoncontrols.com/about-us
Johnson Controls International plc. is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, genetic information, sexual orientation, gender identity, status as a qualified individual with a disability or any other characteristic protected by law. To view more information about your equal opportunity and non-discrimination rights as a candidate, visit EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit here.
