NEWLY CRAFTED ROLE. RARE MIX OF SKILLS NEEDED. YOU DON’T HAVE TO HAVE EXPERIENCE IN THE LEISURE INDUSTRY BUT SERVICES INDUSTRY AND GOOD DATA MANAGEMENT EXPERIENCE ARE ESSENTIAL – WORK WITH THE CFO WHO IS A GREAT INDIVIDUAL PERSONALLY AND PROFESSIONALLY AND WILL SUPPORT YOUR IDEAS AND ENSURE YOU ARE SUCCESSFUL AT THIS ALL – ENCOMPASSING ROLE!
R HIGHLY NEGOTIABLE PLUS AN ANNUAL PERFORMANCE BONUS
Our client was launched in 1999. They are a chain of health clubs in South Africa, Botswana, Namibia, Italy, Australia, Singapore, Thailand and the United Kingdom.
JOB DESCRIPTION WILL INCLUDE BUT NOT BE LIMITED TO:
- You will be required to support sales performance by designing, administering and continuously improving incentive/commission plans; oversight of accurate incentive calculations; and providing insight through reporting and analysis focussed on aligning sales behavior to business strategy;
- Incentives, commissions, targets & campaigns:
- You will be responsible for continuous design, maintain and administer incentive / commission / campaign plans to drive net revenue growth (monthly sales incentives, quarterly & annual bonuses, tactical accelerators, win-backs & retention of members etc.);
- You will be required to oversight of monthly / quarterly payouts to ensure accurate and on time payments; reconcile to source systems and finance records;
- You will be required to manage exceptions and disputes; investigate root causes and document resolutions;
- You will be required to ensure alignment between plan rules and payroll / finance processes;
- You will be required to design and implement dashboards for sales leaders and accountable exco members;
- You will be required to maintain an incentives policy document (reviewed annually or more frequently as agreed): sign-offs, version control, audit trails, and documented calculations;
- Analytics & performance insight:
- You will be required to enhance and maintain sales performance reporting: productivity, cost of acquisition (including impact of sales quality – i.e. value of contracts acquired);
- You will be required to identify trends and anomalies (e.g., overpayment risk, quota setting issues, plan loopholes, territory imbalance);
- You will be required to support forecasting and scenario modelling (what-if analysis for plan changes, quotas, pricing changes);
- You will be required to provide ad hoc analysis to support sales leadership decisions;
- Plan design & continuous improvement:
- You will be required to support annual/quarterly plan design cycles: benchmarking, modelling, stakeholder workshops and rollout comms;
- You will be required to recommend plan improvements to drive desired behaviours (new customer acquisition, retention, upsell, product mix, margin);
- You will be required to partner with sales Ops, RevOps and acquisition marketing teams to improve management & transparency of leads to sales conversions (impacting on the incentive designed for the relevant sales channel);
- You will be required to automate and simplify calculation and reporting processes where possible;
- Governance & collaboration:
- You will be required to partner with finance / payroll to ensure correct treatment for tax, payroll timing, accruals and budgeting;
- You will be required to collaborate with sales leadership, HR and legal on policy updates, documentation and compliance;
- You will be required to maintain a single source of truth for plan documents, rules, eligibility and payout history;
- You will be responsible for stakeholder satisfaction (exco, sales & finance feedback);
- You will be responsible for positive trend in sales team beviour regarding productivity & quality;
- You will be responsible for timeous conclusion on sales targets supported by the agreed incentives;
- You will be responsible for improved performance insight, monthly (dashboard usage, actions taken);
- You will be responsible for daily insights regarding emerging risk & opportunities;
- You will be responsible for audit readiness (complete documentation, traceability).
CORE COMPETENCIES REQUIRED, BUT NOT LIMITED TO:
- You have structured problem-solving and root-cause thinking skills;
- You have strong ownership and are deadline disciplined;
- You have stakeholder management knowledge and are always calm under pressure and particularly during payout cycles;
- You have a continuous improvement mindset (automation, simplification, documentation);
- You have strong analytical capability: able to interpret complex plan rules and translate into calculations;
- You have a keen eye for detail;
- You have high levels of integrity and the ability to handle confidential compensation data;
- You are an excellent communicator (verbal and written) skills in English – you explain complex payouts simply and credibly.
CORE QUALIFICATIONS AND EXPERIENCE:
- You have a degree, at honours in finance, accounting, economics, statistics, data analytics, business, or related (or equivalent experience);
- You have a minimum of 2 – 5 years current, relevant experience in incentives / commissions analysis, sales ops analytics, FP&A support, or similar;
- You have advanced Excel / Google Sheets (pivot tables, Power Query, complex formulas helpful) knowledge;
- You have experience with BI tools (i.e. Power BI);
- You have familiarity with CRM and sales data (Salesforce / Dynamics / HubSpot or similar);
- You have experience in the acquisition of annuity contracts – this would be a distinct advantage;
- You have SQL / Databricks proficiency and data modelling experience. – this would be a distinct advantage;
- You have knowledge of payroll processes and commission accounting/accruals- this would be a distinct advantage but is not essential.
This is a revenue generating role. This is an important role. There are a number of staff that you will be responsible for motivating; incentivising and rewarding. This is a key role and we need someone who can hit the ground running and has grit and energy and is superbly professional. You are also able to shift and pivot at short notice; and are not stuck in one way of doing things yet ensure there is a professional business case for each new idea and change. This is a career making role!