Description:
The Manager, Incentive & Territory Analytics owns the global framework for sales incentives and territory analytics. The role combines design and analysis with operational excellence: you will support the design of Sales Incentive Plans (SIPs), evaluate and monitor territory and quota structures, and ensure accurate, compliant administration of all incentive programs.
Working closely with Sales Leadership, Finance, HR, and Sales Operations, you translate commercial strategy and market priorities into clear performance criteria, fair territories, and effective incentive plans that support Fluence’s growth objectives.
Key Responsibilities
Design and Strategy
- Support the design and evolution of SIPs for Sales and Business Development in partnership with Sales leadership and HR.
- Define and maintain performance criteria and plan rules that align incentives with strategic priorities and the sales operating model.
- Conduct scenario modelling and back-testing (earnings distribution, plan cost, behavioral impact) to compare SIP options and inform management decisions.
Territory, Quota & Performance Analytics
- Analyze territories, quotas, headcount, coverage, and attainment to identify gaps, imbalances, and opportunities.
- Provide regular capacity and attainment insights to support territory planning, quota setting, and market prioritization.
- Partner with Forecast & Pipeline and GTM Strategy teams to ensure territory and incentive insights are reflected in broader sales planning.
Incentive Program Operations & Governance
- Manage the end-to-end incentive cycle (monthly, quarterly, annual) in line with approved SIPs and company policies.
- Develop and maintain calculation models, documentation, and audit trails ensuring traceability from plan rules to payouts.
- Prepare and facilitate cross-functional review and approval processes (variance analyses, outliers, disputes) with Sales, Finance, HR, and Legal.
Communication & Payout
- Generate and distribute incentive statements and performance summaries to employees and leadership.
- Prepare and submit payroll files; ensure timely and accurate incentive payments.
- Contribute to clear plan and territory change communications, so field teams understand how they are measured, credited, and paid.
Stakeholder Collaboration & Continuous Improvement
- Serve as the primary point of contact for incentive- and crediting-related inquiries and escalations.
- Lead post-cycle reviews to assess plan effectiveness and operational issues; recommend improvements to plans, processes, and tools.
- Collaborate with Sales Operations, Finance, HR Compensation, HR Business Partners, Legal, and Payroll to maintain alignment and resolve issues promptly.
Qualifications
- Bachelor’s degree in Business, Finance, Economics, Data Analytics, HR, or related field.
- 5+ years' experience in sales incentives, compensation, or sales operations, ideally including territory and quota analytics.
- Strong analytical skills; high proficiency in Excel. Proficiency in Salesforce and with BI tools is an advantage.
- Proven ability to translate complex plan rules and analyses into clear, concise communication for non-technical stakeholders.
- Solid understanding of incentive design principles, territory/quota concepts, and compliance requirements, with a drive to improve how sales performance is measured and rewarded.