Manager, Sales Planning This position is responsible for leading a team of sales planning professionals responsible for the development and execution of sales planning strategies that support the Company's growth objectives, workforce investments, and financial stewardship. While working closely with the Director, Sales Planning and Performance, this position acts as a strategic partner to Sales Leadership, Finance, Human Resources, Compensation, and Enterprise Analytics to help translate business objectives into actionable planning recommendations that drive effective resource allocation, seller productivity, and long-term organizational growth. This role holds accountability for seller capacity planning, account assignment strategy, quota methodology and annual quota setting, forecasting, operating expense stewardship, Cost of Acquisition (COA), Return on Investment (ROI) analysis, and three-year sales growth planning. The role develops planning assumptions, business scenarios, and workforce strategies that influence organizational design, investment decisions, and growth initiatives while ensuring alignment between sales resources, financial objectives, and business priorities. This role provides analytical leadership, strategic insight, and planning expertise that support the development of annual operating plans, long-range growth strategies, and workforce investment recommendations.
Responsibilities: • Leads and develops a team responsible for sales planning, forecasting, seller capacity planning, workforce planning, quota planning, account assignment strategy, and strategic business analysis.
• Partners with the Director, Sales Planning & Performance to develop and continuously improve planning methodologies, forecasting frameworks, seller capacity models, quota methodologies, account assignment strategies, and workforce planning approaches.
• Develops and maintains seller capacity models, workforce plans, account assignment strategies, organizational scenarios, and productivity assumptions that support hiring, deployment, resource allocation, and growth objectives.
• Supports the development of annual operating plans and three-year growth strategies through forecasting, scenario modeling, and analysis of headcount, revenue, productivity, and operating expense assumptions.
• Supports quota methodology, annual quota setting, territory planning, and capacity-based goal allocation processes to align sales resources and objectives with corporate growth goals.
• Evaluates workforce investments, organizational structures, resource allocation alternatives, and growth opportunities, developing recommendations that support business strategy and organizational scalability.
• Serves as a key advisor on Sales OPEX stewardship, including operating expense planning, workforce economics, Cost of Acquisition (COA), Return on Investment (ROI), and investment prioritization.
• Develops business cases, strategic analyses, and planning recommendations supporting growth initiatives, workforce investments, organizational changes, and long-range business objectives.
• Partners with Sales Leadership, Finance, Human Resources, Compensation, and Enterprise Analytics to align planning assumptions, financial objectives, workforce strategies, and growth priorities.
• Influences planning decisions through data-driven analysis, business insight, scenario modeling, and strategic recommendations.
• Identifies opportunities to enhance planning methodologies, forecasting capabilities, workforce strategies, resource allocation effectiveness, and overall planning maturity.
• Recruits, develops, and leads a high-performing team while fostering a culture of strategic thinking, accountability, collaboration, innovation, and continuous improvement.
Qualifications: - Bachelor's Degree in Business, Finance, Accounting, Analytics or a related discipline is required; Master's Degree is preferred.
- Seven or more years of progressive experience in Sales Planning, Finance, Business Analytics or a related field is required.
- Three years of experience managing a team and developing talent is preferred.
