Consultant / Sr. Consultant (Sales Planning)

Job Title : Consultant (G3L1)

BU & Process Name :

Worldwide Commercial Ops (WWCO) – Sales Planning

Job Description :

Support the Sales Planning function within WW Commercial Operations. Sales Planning is responsible for setting the strategy and executing on territory, quota, and sales compensation design across all ADP sales channels.

Responsible for managing the fiscal year coverage planning activities and recommending and executing on long- and short-term initiatives. You will partner with Sales Leadership, Sales Finance, BU Sales Operations, and other functional areas within WW Commercial Operations to drive ADP’s go to market strategy.

Duties & Responsibilities :

Support the end-to-end coverage model and territory planning, design, and delivery for your sales channel

Identify and test alternative ways to go to market by assessing sales potential, addressable market, and current penetration across various sub-segments. Support building business cases and recommendations

Identify and execute against territory management best practices and guidelines to ensure the integrity of the coverage model and territory design

Build quantitative models to convert territory opportunity valuations into quota-setting guidelines. Provide input in determining sellers’ quota by linking it to territory opportunity value

Support the 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 other internal stakeholders to identify opportunities for improving our territory coverage models, and assess impact of shifting coverage

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

Support various strategic, go to market projects

Provide feedback on data quality and enrichment of planning data used to set territories and quotas

Technical / Functional Skills :

4-6 years’ experience in Sales, Finance, or Marketing Operations or in consulting

Strong working-level knowledge of any one of the major performance analytics and enterprise planning & reporting tools (example : Cognos, Anaplan, Tableau, Alteryx, MSN BI)

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

Exhibits sound business judgment

Prior experience in a consulting environment, preferably within a sales effectiveness or sales operations practice

Prior experience working effectively in matrixed cross-functional teams

End user skills with enterprise CRM and planning solutions (example but not

Required Skills :

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

• Demonstrated ability to manage stakeholder expectations and effectively partner with VP-level stakeholders

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

Excellent English verbal and written communication and facilitation skills, with the ability to build relationships with cross-functional stakeholders

Education Qualification :

Bachelor's and / or master's degree in math, finance, economics, or information sciences