Sales Operations – Incentive Specialist
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Job Description
Sales incentive specialist managing compensation plans, reporting, and revenue analytics for OnTrac’s U.S. same-day and next-day delivery business.
Responsibilities:
- Manage monthly execution of Sales Incentive Plans under the direction of the Senior Manager, Sales Operations
- Validate performance results and commission calculations
- Complete reconciliations, audits, payout validation, and documentation before payroll processing
- Investigate and document commission disputes, adjustments, and exceptions; resolve routine issues and escalate complex matters
- Maintain compensation records, calculation logic, approvals, and audit-ready controls
- Provide data, modeling, and scenario analysis for plan updates and future designs
- Monitor data quality and recommend improvements to compensation accuracy, transparency, scalability, and efficiency
- Maintain dashboards, scorecards, recurring reports, and business intelligence resources
- Analyze sales performance, quota attainment, productivity, pipeline, customer, market, and trend data
- Prepare reporting, insights, and analyses for weekly, monthly, and executive performance reviews
- Support revenue planning, seller productivity, resource allocation, and commercial decisions
- Support quota deployment, territory alignment, account assignments, capacity analysis, forecasting, and performance measurement
- Provide modeling and impact analysis for growth planning, market prioritization, GTM initiatives, organizational changes, market expansion, and sales programs
- Maintain planning files, assumptions, outputs, and documentation
- Improve seller productivity, market coverage, and sales effectiveness
- Document Sales Operations processes, controls, data definitions, and ownership requirements
- Identify process gaps, manual effort, and control risks
- Support automation, system enhancements, testing, and implementation across Salesforce, reporting platforms, and Sales Operations workflows
- Coordinate activities and projects with Sales, Account Management, Finance, Payroll, HR, IT, and other partners through resolution
Requirements:
- Bachelor’s degree in Business, Finance, Accounting, Economics, Analytics, or a related field, or equivalent experience
- 3+ years of experience in Sales Operations, Revenue Operations, Finance, Incentive Compensation, Business Operations, or a related analytical role
- Strong proficiency in Microsoft Excel, including PivotTables, lookups, and complex formulas
- Strong analytical, problem-solving, data-reconciliation, and quality-control capabilities
- Experience developing or maintaining business reports, dashboards, or performance analyses
- Experience with Salesforce CRM and Power BI or comparable business intelligence platforms preferred
- Knowledge of sales planning, quota management, territory design, forecasting, and incentive compensation processes preferred
- Experience supporting process improvement, automation, system testing, or implementation activities preferred
- Experience in logistics, transportation, distribution, or a high-growth B2B environment preferred
- Responsibility to understand and adhere to the security guidelines in OnTrac’s Acceptable Use policy
- Exceptional attention to detail, organization, documentation, and follow-through
- Clear communication and effective work across multiple stakeholder groups
- Discretion when handling confidential and sensitive business and compensation information
- Ability to build effective partnerships across Sales, Account Management, Finance, Payroll, HR, and IT
- Sound judgment within established procedures
Benefits:
- Medical, dental, and vision insurance
- Life and short- and long-term disability coverage
- 401(k) retirement savings plan with company match
- Flex vacation in states other than CA, CO, IL, MA, MT, and NE, with accruals up to 96 hours for first year of employment with tenure-based increases up to 160 hours
- Two (2) floating holidays per year
- Paid sick leave
- Six (6) paid company holidays
- Two (2) weeks paid pregnancy disability leave
- Four (4) weeks paid parental bonding leave
- Additional wellness and employee assistance programs
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