Sales Planning and Incentives Lead

Who We Are

Lennox (NYSE: LII), driven by 130 years of legacy in HVAC and refrigeration, provides our residential and commercial customers with industry-leading climate-control solutions. At Lennox, we win as a team, aiming for excellence and delivering innovative, sustainable products and services. Our culture guides us and creates a workplace where all employees feel heard and welcomed. Lennox is a global community that values each team member’s contributions and offers a supportive environment for career development. Come, stay, and grow with us.

What Drives Success

Design and operationalize the systems that drive sales behavior – territories, quotas, and incentives – while leading implementation of integrated planning and compensation infrastructure.

 

Single accountable owner for Sales Planning & Incentives. Player-coach delivering outcomes while coordinating cross-functional resources.

 

Responsibilities:

 

Territory & Coverage Design

• Design and optimize territory models in partnership with sales
• Align coverage, including overlay responsibilities, to the market opportunity 
• Continuously refine based on performance

Quota Setting 

• Develop a scalable quota-setting methodology
• Align quotas to growth targets, incorporating granular market dynamics & insights
• Manage in-year adjustments

Sales Planning Systems 

• In partnership with IT, lead the implementation of SAP Territory & Quota software and eventual integration with existing SAP Callidus software
• Define data model and business rules
• Drive adoption across leadership

Incentive Plan Design 

• Design compensation plans aligned to revenue and margin goals
• Incorporate strategic priorities, including SPIFFs
• Build financial models and scenario analysis to support budget/ROI justification
• Ensure simplicity and alignment

Incentive Program Administration

• Oversee day-to-day administration of incentive processes and accuracy, including administration of SAP Callidus software 
• Manage SPIFFs and incentive programs
• Partner with Finance and Payroll

Incentive Program Governance & Operations

• Establish standardized processes for incentive plan communication, documentation, and rollout 
• Define and manage onboarding approach for new hires (plan education, expectations, tools)
• Ensure clear, consistent communication of goals, metrics, and performance  
• Own governance model for plan interpretation, exception handling, and disputes
• Partner with Sales and Finance to ensure alignment, transparency, and trust 
• Continuously improve the clarity, usability, and perceived fairness of the program

Operating Model

• Lead through influence across Sales, Finance, and IT
• Direct dedicated offshore matrix resources
• Define and prioritize work delivered by IT

Key KPIs

• Quota attainment distribution
• Incentive plan ROI
• Coverage efficiency
• Commission accuracy and timeliness

What We Are Looking For

• Bachelor’s degree in business, Finance, Accounting, HR, or a related discipline (or equivalent experience).
• 8+ years of experience in sales compensation administration, sales operations, finance, or another data-heavy analytical role.
• Strong hands-on experience with incentive compensation platforms (Callidus/SAP ICM, Xactly, Varicent, etc.).
• Advanced Excel skills (complex formulas, models, large volume data work).
• Strong analytical and problem-solving abilities with excellent attention to detail.
• Clear, confident communication skills and the ability to work effectively across teams.
• Exceptional organizational skills and the ability to manage multiple priorities and deadlines.
• Experience designing or enhancing incentive compensation plans.
• Familiarity with SAP C4C/Salesforce, SAP BEx, Databricks, Power BI, Qlik, or other CRM/ERP and BI tools.
• Understanding compensation governance, audit requirements, and compliance controls.
• Ability to improve processes, reporting structures, and workflow automation.

What We Offer

Compensation: This is a salaried exempt role. The starting salary range for this role and market is between $106,400 to $139,650 annually. Factors that may affect starting salary include geography/market and the skills, education, experience, and other qualifications of the successful candida