Manager (Sales Planning)

Job Title: Manager, Sales Planning

Department: WW Commercial Operations > Sales Strategy & Planning

OVERVIEW. In this position you will be supporting the Sales Planning function within WW Commercial Operations. Sales Planning is responsible for setting the strategy and executing on territory, quota, and sales compensation design across all ADP sales channels. You will be responsible for managing the fiscal year coverage planning activities and recommending and executing on long- and short-term initiatives.

You will partner with Sales Leadership, Sales Finance, BU Sales Operations, and other functional areas within WW Commercial Operations to drive ADP’s go to market strategy.

You are enthusiastic about planning and strategy. You thrive solving problems and partnering with Sales. You are obsessed about continuous improvement.

Responsibilities:

a) Support the end-to-end coverage model and territory planning, design, and delivery for your

sales channel

b) Identify and test alternative ways to go to market by assessing sales potential, addressable

market, and current penetration across various sub-segments. Support building business cases

and recommendations

c) Identify and execute against territory management best practices and guidelines to ensure the

integrity of the coverage model and territory design

d) Build quantitative models to convert territory opportunity valuations into quota-setting

guidelines. Provide input in determining sellers’ quota by linking it to territory opportunity value

e) Support the sales territory design process, making recommendations for optimal territory

structure across sales roles, providing instruction to downstream Ops partners (including COEs)

to systematize territories and alignments

f)

Partner with other internal stakeholders to identify opportunities for improving our territory

coverage models, and assess impact of shifting coverage

g) Partner with sales reporting team to develop standardized territory reporting and drive adoption

amongst sales leaders

h) Support various strategic, go to market projects

i) Provide feedback on data quality and enrichment of planning data used to set territories and

quotas

Skills Required:

• Advanced problem solving and solutioning skills: identify and diagnose a problem, set up

hypotheses, test hypotheses through analyses & discovery, and interpret, summarize, and

present findings to drive improvements in business results

• Demonstrated ability to manage stakeholder expectations and effectively partner with VP-level

stakeholders

• Outstanding presentation, facilitation, and communication skills, with the proven ability to drive

change across a highly matrixed organization

• Complex data management, analytical, and modeling skills using SQL and Tableau or similar

• Outstanding Microsoft Office skills – powerpoint, excel, word

• Excellent English verbal and written communication and facilitation skills, with the ability to

build relationships with cross-functional stakeholders

Qualifications Required:

• Bachelor’s Degree

• 4-6 years’ experience in Sales, Finance, or Marketing Operations or in consulting

• Strong working-level knowledge of any one of the major performance analytics and enterprise

planning & reporting tools (example: Cognos, Anaplan, Tableau, Alteryx, MSN BI)

• Experience in prioritization of deliverables and tasks and a proven track record of taking

ownership, delivering data-driven analyses, and influencing results

• Able to operate successfully in a lean, fast-paced organization; a proactive, and action-oriented

team player

• Exhibits sound business judgment

Preferred Qualifications and Experience: Preference will be given to candidates who have:

• Bachelor's and/or master's degree in math, finance, economics, or information sciences

• Prior experience in a consulting environment, preferably within a sales effectiveness or sales

operations practice

• Prior experience working effectively in matrixed cross-functional teams

• End user skills with enterprise CRM and planning solutions (example but not limited to: SFDC

CRM / Territory Planning / ETM, Oracle Sales Planning, Anaplan, Varicent)