Xylem (XYL) is a leading global water technology company committed to
developing innovative technology solutions to the world’s water
challenges. The Company’s products and services move, treat, analyze,
monitor and return water to the environment in public utility,
industrial, residential and commercial building services settings. Xylem
also provides a leading portfolio of smart metering, network
technologies and advanced infrastructure analytics solutions for water,
electric and gas utilities. The Company’s more than 16,500 employees
bring broad applications expertise with a strong focus on identifying
comprehensive, sustainable solutions. Headquartered in Rye Brook, New
York with 2017 revenue of $4.7 billion, Xylem does business in more than
150 countries through a number of market-leading product brands.
The name Xylem is derived from classical Greek and is the tissue that
transports water in plants, highlighting the engineering efficiency of
our water-centric business by linking it with the best water
transportation of all – that which occurs in nature. For more
information, please visit us at www.xylem.com.
The Role: Xylem seeks to hire a Senior Director - Global Sales
Compensation who will serve as a global program oversight and technical
expert for strategic sales compensation design and implementation
support for Xylem’s businesses globally. Responsible for designing and
modeling sales incentive plans, includes developing related
communications and on-going assessment of sales incentive effectiveness.
Consults and provides expertise to sales management regarding sales
compensation design best practices and trends. Works collaboratively
and with a high-level of influence cross-functionally with Sales,
Finance, Human Resources and other functions as needed.
This role can be based in any of the following Xylem offices: Rye
Brook, NY, Charlotte, NC, Raleigh, NC or Morton Grove, IL
Essential Duties/Principal Responsibilities:
- Serves as global program oversight and technical expert for sales
compensation design, implementation and sales incentive
effectiveness assessments.
- Performs analysis of benchmarks, competitors, and market studies to
ensure variable pay plans are competitive in the marketplace,
aligned with the company’s established design guidelines and
are compliant.
- Develops models to evaluate current and new sales incentive plan
components to determine financial and change impacts for new plan
design recommendations. Provides range of cost impacts, varying
solutions and identifies opportunities related to commission and
sales incentive designs.
- Includes assessing and proposing appropriate incentive
design/metrics/tools for other sales support roles (marketing,
product development, application supervisors, customer
service, etc.).
- Supports the design and development of sales awards and recognition
programs based on business needs and priorities. Includes the
tracking of such programs and assessing the effectiveness.
- Provides assessment of internal and external sales and incentive
trends and provides recommendations for sales
improvement opportunities. Sources, extracts and maintains data
from various sources for research, custom and ad hoc reporting.
- Consults with leadership to understand internal sales trends,
strategies and opportunities in order to recommend solutions.
- Partners with Sales, Finance and Human Resources teams to identify
and implement solutions to assist the sales target setting process,
on-going reporting and tracking of results and the automation
opportunities to help drive sales results, effective plan design and
communication along with sales administration efficiencies.
- Oversight and understanding how local teams are administering sales
incentives to ensure commission or sales incentive payments have
been processed in a timely manner and in accordance with provisions
established in the commission/sales incentive plan.
- Develops a range of communications to effectively support the
incentive plan design roll-out and on-going tracking of performance.
Ensures communications and messaging for sales compensation plans
are clear, concise, timely and helps drive the desired engagement
and business results.
- Performs other duties as assigned.
Minimum Qualifications: Education, Experience, Skills, Abilities,
License/Certification:
- Undergraduate degree in business, marketing, finance, insurance or
related field. Graduate degree preferred in business or
related discipline.
- License/Certification/Designation: Certified Sales Compensation
Professional (CSCP) preferred.
- Typically eight or more years of experience in sales performance and
operations environment with specific experience in sales incentive
design and administration.
- Knowledge: Mastery level of knowledge of commission and sales
incentives -- from design concept, to implementation and
post-implementation assessment. Includes demonstrated knowledge of
sales standards, best practices, methodologies, and frameworks for
sales design and process management. Advanced working knowledge and
ability to conduct various statistical and quantitative analysis.
Skills/Competencies:
- Strong verbal and written communication skills for interaction with
sales management and other functional teams to make
appropriate recommendations. Includes having strong influencing
skills through presentation of clear, concise and compelling
information relative to business priorities and go-to-market
sales strategies/goals.
- Strong analytical ability to research and evaluate complex
compensation issues and financial information. Ability to formulate
business questions/problems into analytical questions, and
conduct analysis.
- Decision-making skills for problem identification and selection
of alternatives.
- Strong organization and planning skills to set priorities, and to
plan work.
- Proven ability to manage projects.
- Ability to effectively establish and manage multiple databases and
business software tools.
Additional Information:
Physical Demands
(The physical demands described here are representative of those that
must be met by an employee to successfully perform the essential
functions of this job. Reasonable accommodations may be made to enable
individuals with disabilities to perform the essential functions.)
- Light lifting (20-25 lbs.), office environment
- Regularly required to sit or stand, reach, bend and move about the
facility
Work Environment
(The work environment characteristics described here are representative
of those an employee encounters while performing the essential functions
of this job. Reasonable accommodations may be made to enable
individuals with disabilities to perform the essential functions.)
- Office: Standard office equipment; work usually performed in an
office setting free from any disagreeable elements.
- Standard weekly job hours: 40 hours
EOE/Females/Minorities/Protected Veterans/Disabled