Territory Director, Sales Planning

Job Title: Territory Director, Sales PlanningBasic Function: In this position, you will develop and execute on an analytical framework for decision making regarding market segmentation, sales opportunity valuation, coverage models, and territory deployment for one or more ADP sales channels. You will be responsible for managing the fiscal year coverage planning activities and recommending and executing on short and long-term Go-To-Market initiatives. You will partner with Sales Leadership, Sales Finance, BU Sales Operations, and other functional areas within WW Commercial Operations to continue to drive ADP's go to market strategy.You connect the dots by proactively identifying go to market opportunities. You drive growth by aligning stakeholders and showing them what's possible through proactive, targeted coverage decisions. Responsibilities:Own end-to-end the coverage model and territory planning, design, and delivery for sales channelDetermine alternative ways to go to market by assessing sales potential, addressable market, and current penetration across various sub-segments. Build compelling, thorough business cases and recommendations, and align stakeholders to support changeDevelop territory management best practices, guidelines, and policy to ensure the integrity of the coverage model and territory design. Work with stakeholders to embed best practices in day-to-day operationsDesign quantitative models to convert territory opportunity valuations into quota-setting guidelines. Provide input in determining sellers' quota by linking it to territory opportunity value. Recommend optimal coverage modelsLead 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 alignmentsPartner with Digital Sales, other sales channels, and partnersalliances leaders to identify opportunities for improved coverage and assess risksbenefits of shifting coveragePartner with Sales Compensation Design team to provide recommendations for optimal incentive plan design based on the coverage modelPartner with sales reporting team to develop standardized territory reporting and drive adoption amongst sales leadersSeek out external industry best practices on sales coverage and go to market models, tools, and processes. Test best practices and solutions for fit within channelOwn and support various strategic, go to market projectsMentor, train, and develop junior team members on territory and quota best practices, soft skills, and technical skills Skills required:Outstanding presentation and facilitation skills, with the proven ability to drive change across a highly matrixed organizationExcellent communication and influencing skills, with the ability to build relationships and "˜trusted advisor' partnerships with cross-functional and senior stakeholdersAdvanced 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 resultsComplex datafinancial analytical and modeling skills using SQL and Tableau or similarOutstanding Microsoft Office skills - PowerPoint, Excel, WordBusiness admin-level skills with enterprise CRM and planning solutions (example but not limited to: SFDC CRM Territory Planning ETM, Oracle Sales Planning, Anaplan, Varicent)Strong understanding of data analytics and financial analysisQualifications required:A college degree is nice to have, but not required. What is more important is having the skills to do the job. Other forms of acceptable experience include:8+ years' experience in Sales, Finance, or Marketing Operations or in an external strategy or operations consulting organizationDeep experience in prioritization of deliverables and tasks and a proven track record of taking ownership, delivering data-driven analyses, and influencing resultsAble to operate successfully in a lean, fast-paced organization; a proactive, and action-oriented team playerExperience planning and managing at both the strategic and operational levelAble to influence, lead, and drive change in a matrixed environment without direct authority, fostering collaboration across diverse teams and stakeholdersPreferred Qualifications and Experience:Preference will be given to candidates who have:Prior experience in an external consulting environmentPrior experience working effectively in highly matrixed cross-functional teams

Created: 2025-03-03