Senior Manager Sales Compensation and Sales Incentive

At BT International, our purpose is to keep the world connected. As part of BT, we build on almost 180 years of innovation and expertise to deliver secure connectivity and digital services to some of the world’s leading multinational businesses and organisations. Our customers trust us to safeguard their data, drive their digital transformation and keep their businesses running.

 

With colleagues on the ground across the world and supporting customers wherever they need to operate, BT International offers a truly global experience. Whether it’s about providing cloud connectivity, helping organisations collaborate, or enabling innovation in cybersecurity and digital services, you’ll be part of a team that shapes how businesses succeed in a world that is being transformed by AI.

 

If you have the drive and ambition to make an impact on a global stage, BT International is where it happens.

 

Why this job matters

 

Designing and implementing an effective sales compensation plan is the at the heart of creating and executing a successful sales strategy as well as recruiting and retaining motivated sales personnel who contribute directly to the company's profitability.

 

 What You’ll be doing – your accountabilities

 

• Sales strategy alignment and governance: This role is accountable for the effective implementation of the International pay plan and incentives to deliver Internationals business objectives.
• GTM and product strategy: Awareness of the product MTP targets; proactively recommending incentivisation to successfully deliver on these targets.
• Channel and Partnership coordination: Will ensure consistency across partnership and channel in the different Regions and Verticals.
• Sales incentive: Work closely with reward, Commercial finance and International Marketing team to ensure the best incentive scheme aimed to encourage the behaviours required to effectively sell to and attract customers; in line with MTP.
• Goal setting and monitoring: Work closely with GTM lead and finance to ensure consistent methodology for goal seting. Establish sales goals based on quantitative analysis of territory potential, past performance, and sales team capabilities, as well as management judgment. Consistent with productivity metrics
• Sales productivity metrics and monitoring: Responsible for ensuring targe ng and pay plan support the delivery of productivity metrics that allow sales teams to drive commercial success & drive the insight into ac on.
• Compensation Design & Management: We design, launch and govern sales incentives in a way that rewards sellers for outcomes that drive sales strategy and enhances seller trust through stability and transparent expectations.  This role is responsible for the  design, delivery and implementation of a pay plan framework aligning to BT Group principles. Also proactively being aware of industry best practices and applying this via the process.
• Bonus Calculations: Work with Group Sales Bonus Calculation team to ensure accurate and timely calculations, resulting in approved payments. Working with BT Digital on Varicent system improvements and management of the Global Targeting system to ensure country obligations are met in full.
• Onboarding: As part of the onboarding process, this lead is responsible for briefing the new colleague on the sales pay plan structure and how it is implemented to incentivise the right sales behaviour.  Can be done in conjunction with the relevant Sales Manager

 

 Skills required for the job

 

• Commercial acumen and a strategic thinker
• Data Analytics:  strong data analytics and ability to use data to be able to assess the effectiveness of the implementation of the pay plan.
• Customer focus: understand customers’ needs and challenges and don’t stop un l we create brilliant experiences for them.
• Interpersonal skills at all senior levels CL - A+B
• Ensuring full compliance with governance requirements
• Coaching and mentoring

 

Leadership Framework