Sales Incentive Manager

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🕒 July 31

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USA TODAY Network

WebsiteLinkedInAll Job Openings

201 - 500 employees

📱 Media

📣 Marketing

🤝 B2B

Media • Marketing • B2B

USA TODAY Network is the national media and advertising arm of USA TODAY Co. , operating a large portfolio of local and national publications and offering a full suite of advertising and marketing solutions. It provides digital and print display advertising, direct mail, branded content, performance marketing, video, SEO, merchandising, and self-serve marketplace services, backed by data-driven technology, creative services, events and an AI-powered platform. The Network emphasizes local advertising reach supported by national scale and serves businesses across automotive, travel, finance, education, home improvement and other verticals.

📋 Description

• Lead the design and ongoing refinement of sales incentive plans, ensuring alignment with company objectives and desired seller behaviors. • Develop plan components such as measures, weights, thresholds, accelerators, payout mechanics, and special incentives. • Evaluate proposed plan changes through scenario modeling and business impact analysis before implementation. • Analyze plan effectiveness by evaluating seller behavior, attainment distribution, pay-for-performance alignment, and ROI on incentive spend. • Provide recommendations for leadership based on plan performance trends and business outcomes. • Own the annual incentive planning cycle and support in-year plan updates as business needs evolve. • Translate business strategy into practical, supportable compensation plans that can be operationalized with available systems, data, and processes. • Maintain plan documentation, policy rules, governance standards, and exception management processes to ensure clarity and consistency. • Partner with key stakeholders to ensure accurate and timely implementation, and operational execution of sales incentive plans. • Establish strong governance over source data, plan rules, exception handling, policy interpretation, and audit readiness. • Develop dashboards on Xactly and PowerBI, regular reporting, and executive-ready materials on plan performance, commission expense, attainment, and incentive outcomes. • Clearly communicate plan design, changes, and policy interpretations to Sales, Finance, HR, and business leadership. • Serve as a trusted subject matter expert on sales incentive plan design, governance, and administration. • Partner with Sales Leadership, Finance, and HR teams to align incentive plans to company strategy and operational realities. • Improve processes, controls, workflows, and system capabilities to increase efficiency, transparency, and scalability. • Conduct market benchmarking and external research to keep plans competitive and aligned with industry practice.

🎯 Requirements

• Bachelor’s degree in Finance, Accounting, Business, Economics, HR, or a related field. • Professional certification in sales compensation is a plus (e.g., Certified Compensation Professional (CCP®), Aon Certified Sales Compensation Expert, AIHR Sales Compensation Certificate) • 5–8+ years of experience in sales compensation, incentive compensation, revenue operations, finance, or sales operations with direct responsibility for incentive plan design and/or administration. • Experience with incentive compensation platforms and related reporting / planning tools such as Salesforce and Xactly. • Strong experience with financial modeling, forecasting, and scenario analysis. • Demonstrated ability to work independently, manage multiple priorities, and operate successfully in a fast-paced environment. • Excellent analytical, problem-solving, communication, and stakeholder management skills. • High attention to detail and strong judgment in plan interpretation, policy application, and issue resolution.