Senior Manager Sales Support

April 27, 2018 2:27 PM | Deleted user

What happens when you combine technology with travel? Sabre!

Did you know that cutting-edge technology is used at Sabre by more than 1 billion people around the globe? Did you know that Sabre processes approximately 85,000 transactions per second for the largest industry in the world - travel and tourism?

Now, that we have your attention, Sabre is an innovative technology company that leads the travel industry by helping our customers (and employees) succeed. We are looking for forward-thinking, creative people who take ownership of results and make things happen. If this sounds like you, consider joining our team.

Position Summary:

As a key member of the Global Sales Operations Team, the Senior Manager of Global Sales Compensation will lead all aspects of sales incentive compensation for Sabre Travel Network.  This includes driving the evolution of the Sales Incentive Plan (SIP) program, directing its annual launch, managing the monthly processing involved in the SIP, and analyzing and reporting on results of the program.  This role is also responsible for sales contests and other ancillary sales motivation programs (i.e. awards, etc.) that motivate and reward desired sales performance.

Key Duties:

  • Directs the Global Sales Compensation team responsible for the planning and execution of the Sales Incentive Plan (SIP) program and ancillary sales motivation programs (i.e. awards, contests, etc.) to drive sales performance aligned with the goals of Sabre Travel Network.
  • Acts as a key member of the Global Sales Operations Leadership Team.  Collaborates with other members of the Global Sales Operations Leadership Team to drive global consistency, sales operations efficiency, and sales effectiveness.  Leads special projects as assigned.
  • Champions system, process, and program improvements that facilitate the efficient operation and effective reporting of sales variable compensation programs and ancillary sales motivation programs.
  • Leads the design/evolution, launch, processing, and results analysis/reporting for the Sales Incentive Plan (SIP) program and ancillary sales motivation programs (i.e. awards, contests, etc.). Ensures accurate and timely payment of sales incentive compensation and delivery of all non-monetary prizes.
  • ·         Manages and coordinates the setting of goals for global sales compensation.  Identifies metrics to measure sales compensation effectiveness.  Tracks and analyzes sales compensation performance against targets.
  • Identifies, assesses, and priorities opportunities to supplement SIP in order to capitalize on short-term business opportunities, address performance gaps, and further drive sales performance in line with Sabre Travel Network goals.  Recommends, designs, executes, and reports on ancillary sales motivation programs (i.e. awards, contests, etc.) to address these needs.
  • Designs, creates, and evolves all material (i.e. plan documents, payment calculators, templates, training materials, presentations, reports, communications, etc.) needed to process the Sales Incentive Program and ancillary sales motivation programs (i.e. awards, contests, etc.), enable and excite colleagues about these programs, and report to TN executives and sales leadership on their results.
  • Accurately interprets, counsels, and educates sales representatives and managers on sales plan mechanics, policy and guideline interpretations.
  • Partners with key constituents across the organization (e.g., Sales, Sales Operations, HR, Finance and Legal) to lead and evolve the governance model for the sales compensation programs.
  • Partners with Sales Operations and the Finance team to develop analytical tools to forecast plan expense and drive performance of the compensation plans through prudent plan design, ongoing review and evaluation.
  • Compiles and prepares data and executive presentations for senior management.
  • Defines and actively monitors sales metrics (changes in sales pipeline, forecasts, win/losses, expenses, etc.) to measure ROI of sales compensation programs and ancillary sales motivation programs (i.e. awards, contests, etc.).
  • Researches best practices and recommend plan and program revisions and/or new plans that are cost effective and consistent with business objectives.
  • ·         Acts as the subject matter expert in the area of sales compensation programs and other sales motivation programs.  Advises others in their effective use, implementation, and execution.

Education:

  • Bachelor’s Degree or equivalent required.

Experience and Skills:

  • 7+ years relevant professional experience working with sales compensation, sales operations, and or finance functions ideally in a business-to-business sales organization.
  • 3 years management/supervisory experience.
  • Experience preferred in the travel/GDS industry, a SaaS vendor, or the software industry. 
  • Global experience is a plus.

Knowledge and Skills:

  • Deep knowledge and experience with best practices for sales compensation and sales motivation programs in a business-to-business (B-to-B) organization. Deep understanding of trends in sales compensation and sales motivation mechanisms.
  • Advanced understanding of sales compensation/motivation processes, systems, and metrics.
  • ·         Advanced ability and proven track record of consistently designing, launching, executing, and measuring the success of effective sales compensation/motivation programs that can be operated efficiently.
  • ·         Advanced ability to enable, train, and coach others on sales enablement/motivation mechanisms.
  • ·         Proven ability to identify and prioritize sales compensation/motivation requirements from multiple stakeholders.
  • ·         Proven ability to quickly define and execute standardized processes and enable others to do so as well. Successful track record of ensuring process compliance and driving improvements to standardized processes.
  • ·         Experience leading a sales compensation team in a global environment.
  • ·         Excellent organizational and project management abilities. Ability to lead and execute multiple projects simultaneously.
  • ·         Outstanding presentation, written, and verbal communication skills, including summarizing information for executive consumption.
  • ·         Outstanding analytical skills.
  • ·         Advanced Excel, Word, and PowerPoint skills.
  • ·         Fluency in English required.  Additional languages are a plus.
  • ·         Excellent ability to collaborate and work effectively in a team environment, including virtual teams. Strong ability to influence, educate, and enable others.
  • ·         Ability to forge solid internal and external customer relationships.
  • ·         Ability to influence others without formal authority.
  • ·         Self-directed with a start-up mentality.  Resourceful, innovative, and adaptable. Ability to foster innovation and creativity.
  • ·         Proven ability to succeed in a rapidly evolving environment, and skilled in change management.
  • ·         Strategic thinker with a strong commercial acumen displaying the highest ethical standards and impeccable character.
  • ·         Process improvement orientation and unquenchable desire to achieve higher levels of commercial effectiveness.


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