Senior Sales Compensation Analyst
When you’re part of the team at Thermo Fisher Scientific, you’ll do important work, like helping customers in finding cures for cancer, protecting the environment or making sure our food is safe. Your work will have real-world impact, and you’ll be supported in achieving your career goals.
Waltham, MA; Carlsbad, CA; Rochester, NY
How will you make an impact?
As Senior Sales Compensation Analyst you will be involved in all aspects of Incentive Compensation Management (ICM) for the Americas Laboratory Products Division (LPD) Commercial Team. This includes compensation plan design, quota creation, territory planning, reporting, and payroll calculations. This position will also interact very closely with key Divisional leadership positions both inside and outside the Commercial organization. This is a high impact position that offers a wide range of divisional involvement aimed at driving Commercial behavior. Lastly, this role will drive key ICM initiatives each year and act as project lead on said initiatives.
What will you do?
Act as a strategic partner to LPD Divisional leaders to develop compensation plans which drive reps to maximize revenue
Continuously evaluate exiting processes to identify areas for improvement
Support all the Sales Team and Sales Operations team with the Month End Reporting and Incentive Compensation process. This includes but is not limited to the Month End Reporting suite for North America, Salesforce.com metric reporting (Work Days, Pipeline, Win/Loss, Large Deals, etc), Price Performance, Month End Reports for the Sales teams as well as preparing compensation data for review and approval by the Sales operations Lead for Incentive Compensation.
Support Manager, Sales Operations in AOP Setting for North American Sales Organization including commissions and forecasting.
Responsible for data quality and maintenance, by reviewing and updating key assignments in the Sales Data Warehouse.
Responsible for special projects that support the strategic initiatives of the North American Sales Organization, for example, the creation of a bundling tool, or support processes/tools that support integration of previously disparate sales teams/organization.
Ownership of the Sales Rep Product/Channel responsibility matrix. This role will have complete understanding of all the products and sales channels that the various sales teams in the North American organization are responsible for. This includes the complete documentation and change management of this matrix to support the sales strategies of the organization.
Support of the Sales Territory Management process. This includes support the sales organization with territory mapping, deriving tools and documentation that articulates the mapping to the Sales Organization and other entities as required.
Provide ad-hoc reporting as requested by the members of Sales Operations and Commercial teams.
Provide input and insight into commercial discussion as a full-standing member of Commercial and Sales Operations teams.
The Senior Sales Compensation Analyst
will be an integral member of the Commercial leadership team. Along with the ICM Manager, you will directly influence business decisions and pursuits via compensation plan designs and strategic SPIFF programs. In addition, you will be the financial voice of the Commercial leadership team and responsible for ensuring alignment exists between the Financial leadership team and your Commercial customers. Lead ad hoc projects as needed to both streamline processes to further enable our sales team as well as ensure all plans are driving the correct behavior in the field.
The successful candidate is personable, highly ethical and thrives in a collaborative environment.
Exhibits always, personal accountability to accuracy of information and deadlines
Proactive communication capabilities, identifying and addressing issues via candid dialogue
Must operation effectively in a complex matrix organization, having a track record of developing high levels of credibility and forging solid and positive professional relationships with peers and upper management
Strong commercial orientation with demonstrated experience partnering with business leaders to drive growth
Exceptional analytical, problem solving and critical thinking skills
Self-motivated with high bias for action and accountability
High level of energy; can bring a passion to excel. Able to energize and influence a wide spectrum of people, including senior financial and operational professionals.
Ability to balance priorities and thrive in a complex global business environment
Drives a culture of accountability
How will you get here?
BA/BS degree in finance, or other business related disciplines (MBA a plus)
5 years of experience in Sales Operations or related Commercial Support role
Diagnostics, Medical Device, Pharmaceutical and Life Sciences experience preferred
Must have experience as a sales operations business partner, or related function, with cross functional teams.
Minimum of 3 years of progressively responsible business experience
Strong knowledge of Excel (i.e., financial models and analysis), Cognos reporting tool (or equivalent) and PowerPoint, is preferred
The successful candidate should expect 10% - 15% travel
At Thermo Fisher Scientific, each one of our 65,000 extraordinary minds has a unique story to tell. Join us and contribute to our singular mission—enabling our customers to make the world healthier, cleaner and safer.
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Thermo Fisher Scientific is an EEO/Affirmative Action Employer and does not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability or any other legally protected status.