Sales Manager

Sales Incentive Manager

the company, Inc. is a diversified media company with expansive reach at the national and local level dedicated to empowering and enriching communities. We seek to inspire, inform, and connect audiences as a sustainable, growth‑focused media and digital marketing solutions company. Through our trusted brands, including the company NETWORK, our national publication and local media organizations, and Newsquest, a wholly‑owned subsidiary operating in the United Kingdom, we provide essential journalism, local content, and digital experiences to audiences and businesses.

• 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.
• Partner with Finance on investigating and resolving compensation issues, disputes, and discrepancies in a timely and fair manner.

• 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.

• 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.

The annualized base salary for this role will range between $110,000 and $130,000. Base compensation is reflective of many factors, including, but not limited to, the market in which one lives/works, individual education level, skills, certifications, and experience. Variable compensation is not reflected in these figures and may be applicable based on the role.

the company, Inc. is a proud equal opportunity employer committed to…