Sales Operations & Incentive Compensation Manager

Sales Operations & Incentive Compensation Manager

Position Summary :

Reporting to the Head of Sales Force Effectiveness, the Sales Operations & Incentive Compensation Manager will be an integral member of the Catalent Commercial organization. He / She will play a key role in implementing our incentive compensation programs by leading process improvement initiatives to refine analytics / reporting and streamline the commission payout processes. Additionally, he / she will be the Sales Operations lead for 2-3 Global Business Development teams, providing critical reporting, analysis, and training to maximize sales performance. This position will have direct exposure to Sr. Leadership at Corporate, within the specific business segments and across departments, including Sales, Finance, HR, and Operations.

The Role (daily responsibilities)

Sales Operations :

Lead the annual sales target-setting process, working closely with the finance, operations, and sales leadership teams to determine how much new sales will be needed to support the revenue growth expected over the next 3-5 years and how the target should be allocated across sales territories.

Act as the CRM system (Salesforce.com) expert for specific sales technology teams, providing key reporting, training, problem-solving, and data validation / review.

Perform territory analytics using external market data and internal data to maximize coverage, win rate, and overall sales efficiencies. In addition, he / she will make recommendations on adjustments needed, such as sales force size and deployment.

Support the revenue budget-setting process with the Corporate and Site finance teams by calculating the revenue burn rates to ensure forecasted wins will convert to revenue within the budget timeframe.

Incentive Compensation :

Manage the monthly revenue consolidation process with site finance and distribute team revenue reports to sales leadership and business development personnel.

Maintain an in-depth understanding of all sales incentive plans across the organization and be able to effectively communicate rationale, strategy, and calculations.

Assist with the annual Incentive Compensation Plan rollout, serving as the first line of support for field sales IC-related questions.

Work with the Incentive Compensation Manager to validate the payout calculations, get final approval from sales leadership, and ensure quarterly IC bonuses are made on time.

Collaborate with HRIS to ensure the integrity of employee data within Workday.

Other duties as assigned.

The Candidate (requirements)

Bachelor's degree in science, business administration or another related field; Advanced scientific degree and / or Master of Business Administration preferred / commercially oriented degree is advantageous but not essential.

5+ years of overall business experience in marketing, sales or business development roles

5+ years of relevant experience in B2B sales, Business Development or Project Management in the nasal market

Sales / business development experience in the contract pharmaceutical industry heavily preferred.

Strong understanding of the nasal landscape, devices and related manufacturing is a plus.

Pay :

The annual pay range for this position in New Jersey is : $83,610 - $127,700

The final salary offered to a successful candidate may vary, and will be dependent on several factors that may include but are not limited to : the type and length of experience within the job, type and length of experience within the industry, skillset, education, business needs, etc. Catalent is a multi-state employer, and this salary range may not reflect positions that work in other states.

Why you should Join Catalent

Join a high growth and fast paced organization with a people focused culture

Global exposure, defined career path and annual performance review and feedback process

Competitive Medical, Dental, Vision and 401K

19 days PTO & 8 paid holidays

Catalent offers rewarding opportunities to further your career! Join the global drug development and delivery leader and help us bring over 7,000 life-saving and life-enhancing products to patients around the world. Catalent is an exciting and growing international company where employees work directly with pharma, biopharma and consumer health companies of all sizes to advance new medicines from early development to clinical trials and to the market. Catalent produces more than 70 billion doses per year, and each one will be used by someone who is counting on us. Join us in making a difference.

Personal initiative. Dynamic pace. Meaningful work.