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Manager, Sales Incentives & Analysis – Spectrum Enterprise

Date posted 02/14/2019 Requisition Number: 226112BR-1 Location: United States - Ohio - Columbus Area of Interest: Business Affairs/Development/Analysis, Sales, Telecommunications Position Type: Full Time
Spectrum Enterprise, a part of Charter Communications, is a national provider of scalable, fiber-based networking and managed services solutions. Solutions include Internet access, Ethernet and Managed Network Services, Voice solutions, TV solutions and Managed Application, Cloud Infrastructure and Managed Hosting Services. We work closely with clients to achieve greater business success by providing these right-fit solutions designed to meet their evolving needs. For more information, visit
The Highlights
As part of the Sales Operations function, the Manager of Sales Incentives and Analysis is responsible for conceiving, developing and managing business sales incentive programs to drive sales performance improvement, revenue goal attainment and employee engagement.
In this role, you will partner with business unit sales leadership to improve sales optimization. You will work with corporate compensation on developing compensation plans and processes. In addition, you will design and manage sales compensation plans and special incentives that drive intended sales behavior.
Additionally, you will coordinate recognition events for sales channels including our annual sales achiever club while managing sales performance analytics and commission expense key performance indicators (KPIs). You will be responsible for the reporting, analytics and forecasting of sales commission expenses for the supported business channels.
You will develop short-term sales incentives and contests, sales recognition programs such as annual events and other initiatives that contribute to performance improvement for all company sales and sales engineering channels.
What you will do
  • Develop sales incentive strategy for each sales channel, including goal setting, target performance levels, incentive frequency and communications
  • Collaborate with sales channel leaders to develop and implement programs that increase employee engagement and improve sales team performance
  • Plan, develop and manage multiple communication vehicles, including a portal where incentive details, performance results and award fulfillment information are available
  • Analyze sales data and identify performance gaps
  • Evaluate program effectiveness, including financial results and employee engagement impact
  • Take action to continuously improve the program's success
  • Actively and consistently support all efforts to simplify and enhance the client experience
  • Lead development and execution of the annual President's Circle sales incentive and recognition program, including budgeting, criteria, performance reporting, planning and communication
  • Perform analysis and modeling of commission plans to ensure that they meet the business goals and sales objectives
  • Develop and manage sales incentive programs by overseeing budget, forecasting, accruals, project timelines, ordering, payout inquiries and third-party vendors
  • Ensure incentive programs align with the company's pay philosophies and associated guidelines, policies and practices
  • Partner with corporate compensation on evaluating and obtaining proper approvals of new incentive programs to ensure consistency
Required keys for success
To be successful in this role, you must be an effective team player with proven ability to collaborate cross-functionally across organizations, disciplines and geographies to accomplish business goals while achieving project deliverables against budget and milestones. You will have a passion for community-building with a proven record of establishing and maintaining productive, mutually-beneficial relationships with internal stakeholders. You will possess excellent interpersonal skills with a can-do attitude, diplomatic approach, confidence and comfort around peers and the senior leadership team.
  • Seven or more years of sales or marketing experience
  • Five or more years of management experience
  • Three or more years of project management experience
  • Three or more years of financial and/or data analysis experience
  • Three or more years of experience with the Salesforce platform or similar application
  • Experience in pioneering new ways to energize others through innovative programs and cross-group partnerships
  • Demonstrated ability to think strategically, act tactically and solve problems quickly and independently
  • Familiarity with SharePoint and other online technologies
  • Ability to manage multiple initiatives simultaneously and independently from inception through release
  • Proficiency in analyzing and using data and employee feedback as a foundation to effectively evolve programs
  • Ability to translate data and complex information into a compelling narrative for internal stakeholders
  • Ability to maintain confidentiality
  • Ability to use personal computer and software applications (i.e., Microsoft Word, Excel, PowerPoint, Visio)
  • Ability to launch unconventional tactics in a traditional environment and record to prove it
  • Effective communications skills
How you will stand out from the crowd
  • Five or more years of sales management experience
  • Three or more years of communications/public relations experience
  • Three or more years of experience in cable television, telephone or broadband environment
  • Three or more years of business-to-business sales experience
  • Demonstrated experience and skills in online content management, writing and editing, graphic design and site management
Your education
  • Bachelor’s degree in business, marketing or a related field, or equivalent experience (required)
  • Post-graduate or professional degrees (preferred)
What you can expect
  • Office environment
  • Travel 20-25 percent

The Spectrum brands (including Spectrum Networks, Spectrum Enterprise and Spectrum Reach) are powered and innovated by Charter Communications. Charter Communications reaffirms its commitment to providing equal opportunities for employment and advancement to qualified employees and applicants. Individuals will be considered for positions for which they meet the minimum qualifications and are able to perform without regard to race, color, gender, age, religion, disability, national origin, veteran status, sexual orientation, gender identity, or any other basis protected by federal, state or local laws.

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