Jobs for People with MS: National MS Society

Job Title: Territory Director, Sales Planning

BASIC FUNCTION: In this position, you will develop and execute on an analytical framework for decision making regarding market segmentation, sales opportunity valuation, coverage models, and territory deployment for one or more ADP sales channels. You will be responsible for managing the fiscal year coverage planning activities and recommending and executing on short and long-term Go-To-Market initiatives. You will partner with Sales Leadership, Sales Finance, BU Sales Operations, and other functional areas within WW Commercial Operations to continue to drive ADP’s go to market strategy.

You connect the dots by proactively identifying go to market opportunities. You drive growth by aligning stakeholders and showing them what’s possible through proactive, targeted coverage decisions.

Responsibilities:

• Own end-to-end the coverage model and territory planning, design, and delivery for sales channel

• Determine alternative ways to go to market by assessing sales potential, addressable market, and current penetration across various sub-segments. Build compelling, thorough business cases and recommendations, and align stakeholders to support change

• Develop territory management best practices, guidelines, and policy to ensure the integrity of the coverage model and territory design. Work with stakeholders to embed best practices in day-to-day operations

• Design quantitative models to convert territory opportunity valuations into quota-setting guidelines. Provide input in determining sellers’ quota by linking it to territory opportunity value. Recommend optimal coverage models

• Lead sales territory design process, making recommendations for optimal territory structure across sales roles, providing instruction to downstream Ops partners (including COEs) to systematize territories and alignments

• Partner with Digital Sales, other sales channels, and partners/alliances leaders to identify opportunities for improved coverage and assess risks/benefits of shifting coverage

• Partner with Sales Compensation Design team to provide recommendations for optimal incentive plan design based on the coverage model

• Partner with sales reporting team to develop standardized territory reporting and drive adoption amongst sales leaders

• Seek out external industry best practices on sales coverage and go to market models, tools, and processes. Test best practices and solutions for fit within channel

• Own and support various strategic, go to market projects

• Mentor, train, and develop junior team members on territory and quota best practices, soft skills, and technical skills

Skills required:

• Outstanding presentation and facilitation skills, with the proven ability to drive change across a highly matrixed organization

• Excellent communication and influencing skills, with the ability to build relationships and ‘trusted advisor’ partnerships with cross-functional and senior stakeholders

• Advanced problem solving and solutioning skills: identify and diagnose a problem, set up hypotheses, test hypotheses through analyses & discovery, and interpret, summarize, and present findings to drive improvements in business results

• Complex data/financial analytical and modeling skills using SQL and Tableau or similar

• Outstanding Microsoft Office skills – PowerPoint, Excel, Word

• Business admin-level skills with enterprise CRM and planning solutions (example but not limited to: SFDC CRM / Territory Planning / ETM, Oracle Sales Planning, Anaplan, Varicent)

• Strong understanding of data analytics and financial analysis

Qualifications required:

• A college degree is nice to have, but not required. What is more important is having the skills to do the job. Other forms of acceptable experience include:

• 8+ years’ experience in Sales, Finance, or Marketing Operations or in an external strategy or operations consulting organization

• Deep experience in prioritization of deliverables and tasks and a proven track record of taking ownership, delivering data-driven analyses, and influencing results

• Able to operate successfully in a lean, fast-paced organization; a proactive, and action-oriented team player

• Experience planning and managing at both the strategic and operational level

• Able to influence, lead, and drive change in a matrixed environment without direct authority, fostering collaboration across diverse teams and stakeholders

Preferred Qualifications and Experience:

Preference will be given to candidates who have:

• Prior experience in an external consulting environment

• Prior experience working effectively in highly matrixed cross-functional teams

A little about ADP: We are a comprehensive global provider of cloud-based human capital management (HCM) solutions that unite HR, payroll, talent, time, tax and benefits administration and a leader in business outsourcing services, analytics, and compliance expertise. We believe our people make all the difference in cultivating a down-to-earth culture that embraces our core values, welcomes ideas, encourages innovation, and values belonging. We've received recognition for our work by many esteemed organizations, learn more at ADP Awards and Recognition (https://www.adp.com/about-adp/awards-and-recognition.aspx) .

Diversity, Equity, Inclusion & Equal Employment Opportunity at ADP: ADP is committed to an inclusive, diverse and equitable workplace, and is further committed to providing equal employment opportunities regardless of any protected characteristic including: race, color, genetic information, creed, national origin, religion, sex, affectional or sexual orientation, gender identity or expression, lawful alien status, ancestry, age, marital status, protected veteran status or disability. Hiring decisions are based upon ADP’s operating needs, and applicant merit including, but not limited to, qualifications, experience, ability, availability, cooperation, and job performance.

Ethics at ADP: ADP has a long, proud history of conducting business with the highest ethical standards and full compliance with all applicable laws. We also expect our people to uphold our values with the highest level of integrity and behave in a manner that fosters an honest and respectful workplace. Click https://jobs.adp.com/life-at-adp/ to learn more about ADP’s culture and our full set of values.