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Manager, Global Sales Operations - Incentives & Targets

October 08, 2019 10:16 PM | Greg Laney

About IHG

Bringing True Hospitality to the world.

We want to welcome you to a world of bringing True Hospitality to everyone. When you join us at IHG®, you become part of our global family. A welcoming culture of warmth, honesty and a passion for providing True Hospitality.

We pride ourselves on letting your personality and passions shine, recognizing the individual contribution you make and supporting your ambition to learn and create your own career path. In making a difference to our guests and owners, colleagues and communities, every day is a chance to create great and unique experiences, in your own way.

With over 370,000 colleagues in nearly 100 countries sharing our values, there’s countless opportunities at your fingertips.

We’re growing; grow with us.

Your day to day

Job Summary

Manage and develop key Incentive and Planning systems and processes  to ensure KPO achievement. Analyze and identify trends in performance and implement necessary action plans to maximize processes and efficiency for stakeholders. Position is responsible for design, implementation, administration, data integrity, communication, and training oversight to ensure uninterrupted and accurate operations. 

Essential Duties and Responsibilities

  • Oversees all aspects of Global Sales incentives and annual planning process (aka target setting, aka goal setting). Review current global sales processes, examine operational reports and develops and implements specific action plans to improve operational performance from areas of shortfall identified. Direct processing, tracking and resolution of customer queries.
  • Ensure the improvement of targets for key drivers supporting overall activities whilst supporting Quality Assurance standards and procedures and Audit compensation processes.
  • Responsible for the development and enforcement of standards and procedures necessary to properly control and manage sales incentives and sales planning.
  • Responsible for the data integrity and migration of data from associated systems to the Global Sales data-mart as relates to sales incentives and sales planning.
  • Responsible for coordinating access and use of system data and assuring consistent compliance with access security standards across all sources of systems data.
  • Define process change scope to match needs and assess opportunity areas, impacts and issues associated with process change.
  • Participate in the development and implementation of the Global Sales incentive plans, Global Sales Incentive Trip, Annual Sales Planning and related strategies & systems as a member of the Team in order to contribute to the achievement of Global Sales’ short and long -term goals.
  • Ensure the optimization of processes through ongoing analysis of relevant metrics, shrinkage and implementing specific action plans in all areas of shortfall.
  • Proactively seek new ways to improve existing processes collaborating with regional sales operations counterparts in other regions, Sales and Marketing, Compensation & Benefits, Legal and HR contacts in order to evaluate and introduce best operational practices.

 What we need from you


Bachelors Degree in Business Administration, Organizational Development or an equivalent combination of education and work related experience.


6 to 10 years progressive work-related experience with demonstrated proficiency in multiple disciplines/processes related to the position including 3-5 years managing sales incentive and annual sales performance planning.

Technical Skills and Knowledge 

  • Sales Incentive certification through a recognized institution or association
  • Demonstrated proficiency in analyzing business trends and performance
  • Demonstrated knowledge of sales incentive plan design
  • Demonstrated knowledge of the sales incentive and planning tools (Xactly and Anaplan preferred)
  • Demonstrated operational expertise in organizing, planning and executing systems and processes.
  • Demonstrated knowledge of Quality Control and Assurance guidelines.
  • Demonstrates effective verbal and written communication skills for the purpose of providing information to clients, vendors and/or staff.


What we offer

We’ll reward all your hard work with a great salary and benefits – including great room discount and superb training.

Join us and you’ll become part of the global IHG family – and like all families, all our individual team members share some winning characteristics. As a team, we work better together – we trust and support each other, we do the right thing and we welcome different perspectives. You need to show us you care, that you notice the little things that make a difference to guests as well as always looking for ways to improve - click here to find out more about us.

Apply on our site:  https://careersearch.ihg.com/en/all/all/job-details-page?jobNumber=R174127&locale=en-US

IHG is an equal opportunity employer: Minorities / Females / Disabled / Veterans

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