Sales Planning and Performance Manager

Job Summary

The Sales Planning and Performance Manager provides focus on analysis of complex customer data to assist with business issues using advanced statistical analysis and the interpretation of reporting data. He/She develops sales resource performance data, business intelligence, analyzes data, and provides guidance and recommendations to senior sales management used to drive revenue growth and profitability. This position is instrumental in identifying business trends and must have thorough knowledge of all reporting tools. He/She forecast marketing and performance trends for senior sales management. 

Other Duties

Develops New Solutions

• Identifies, collects, and analyzes available data to gain insight, define relationships, and set boundaries.
• Conducts technical research to determine state-of-the-art or accepted practices and processes.
• Invents new analytics to resolve issues when available methods are deficient.
• Uses appropriate statistical techniques to test solutions and validate new approaches.
• Communicates findings to senior management and stakeholders to obtain approval and support implementations.

Develops Sales Performance Measurement Methodology

• Researches processes and measurements to determine measurement history, data constraints, and requirements for improved performance.
• Identifies potential metrics from known processes (i.e., benchmarks) or through innovation to validate performance.
• Provides guidance to senior sales management on how the data can be used to improve business plan performance.

Performs Root Cause Analyses

• Evaluates business issues to increase performance and value.
• Collects data from the appropriate sources to analyze situations.
• Performs root cause analysis through statistical techniques (e.g., regression, goodness of fit tests, neural networks, clustering, etc.) to understand issue dependencies.
• Communicates results and assists in the development of solutions or improved processes to provide status updates to management.
• Performs follow-up audits to ensure issues are eliminated or processes are improved.
• Communicates findings to sales teams and provides solutions on what actions can be taken to improve performance.

Leads and Develops Others

• Manages resources and people processes (e.g., Quality Performance Review [QPR], Career Development, Succession Planning, Salary Administration, Training, Staffing, etc.) to ensure the day to day administration of processes and formal procedures.
• Identifies individual and team skill gaps and developmental opportunities (e.g., training, special assignments, projects, etc.) to facilitate individual and team development.
• Ensures that direct and indirect reports have specific, documented career goals and detailed plans for achieving these goals to advance the development of their personal and professional growth.
• Holds others accountable to established performance levels to achieve individual and group goals and maintain consistent practices across the organization.
• Recommends employees for lateral rotations and promotions to provide them with opportunities to develop new skills and take on more responsibility.

Conducts Ad Hoc Analyses

• Gathers information from stakeholders to clarify and understand the request.
• Develops and communicates the analysis plan and timeline to ensure solutions are in place and the desired results are achieved.
• Selects the proper analysis technique (e.g., simulation, linear or non-linear programming, neutral network, regression models, statistical tests, etc.) to ensure proper analyses are complete.
• Collects and reviews data to ensure relevant information is acquired.
• Performs analyses, interprets results, creates reports, and follows up on audits to ensure effective communication.

Preferred Competencies

• Demonstrates a detailed understanding of UPS’s and/or a customer’s financial position; makes decisions on an appropriate course of action based on financial analysis results in routine or typical situations; may make financial decisions in more complex situations with guidance or oversight from others; takes action to implement decisions enable UPS to maintain a competitive market position; adapts format of financial reports to the needs of specific groups, such as stockholders.
• Demonstrates a thorough understanding of most routine and some complex policies and procedures in the relevant business area; applies company policies and procedures in standard situations and correctly handles non-compliance issues. May provide input into policy/procedure development or modifications.
• Demonstrates an in-depth knowledge of UPS's products, services, and customer facing technology solutions across multiple business units; develops strategies for cross-portfolio selling opportunities; applies knowledge of the operations and markets served by multiple business units and relevant business cycles such as seasonal trends; adapts explanations of UPS's products, services, and/or customer facing technology solutions to varying situations, audiences, or customers.
• Solicits stakeholder participation in research and guides customers in clarifying expectations and identifying hidden business interests, needs, and desires; uses atypical sources of information to uncover facts, identify trends and predict future, unspoken needs of customers; builds and maintains an expert level of knowledge of customer preferences for product and service features; uses research data to target which products, services, or features to develop and promote to various customer segments that demonstrate perceived value to customers; creates processes for collecting, analyzing, and distributing customer information; speaks at professional associations about understanding customers and their needs.
• Has an expert level of knowledge in statistical methodology, analyses and tests, such as multivariate analysis of variance, factor analysis, multiple and non-linear regression, cluster analysis, structural equation modeling, partial least squares analysis, etc.; guides, coaches and teaches others in running appropriate statistical analyses.
• Determines appropriate hypothetical situations or scenarios; makes long-term estimations and projections that have considerable financial impact on the company; recommends alternative plans for unfulfilled contingencies; identifies and implements new methodologies for forecasting or estimating; advocates appropriate long-term forecasting; provides coaching to others on forecasting methodologies and interpretation.

Minimum Qualifiers

• Alternatives (If Applicable) 
• Experience - Preferred Reporting (1-2 yrs)
• Experience - Preferred Account Manager (2-3 yrs)