Senior Manager, Sales

Job Summary

As a member of the WM organization, the Senior Manager, Sales Compensation will be responsible for the overall strategy and operations of the compensation team for WM / Stericycle’s healthcare and secure information destruction business units. This role will lead a team that designs, administers, and communicates sales compensation programs that support WM / Stericycle’s strategic objectives and meet legal requirements.

The scope of the compensation programs includes base wages, variable pay, incentive pay, bonuses, and similar forms of recognition awards for executives, managers and non-managers.

The individual will need strong analytical skills, experience designing and administering sales compensation plans, and an ability to excel in a fast‑paced business environment. They must connect strategic vision to detailed analysis and possess exceptional communication skills to partner with Sales and Commercial leadership.

• Strategy & Plan Design
  • Lead the design and evolution of sales compensation plans across multiple sales roles and channels (e.g., direct, inside, strategic accounts).
  • Partner with WM sales leaders regarding Next Year’s SIP design.
  • Ensure compensation plans align with company growth objectives, go‑to‑market strategy, and desired sales behaviors.
  • Translate business strategy into clear, measurable incentive metrics and payout structures.
  • Conduct scenario modeling to assess cost, risk, and behavioral impact of plan changes.
• Governance & Effectiveness
  • Establish and maintain sales compensation governance, including plan rules, eligibility, quota setting, and payout process management.
  • Ensure plans are competitive, internally equitable, and financially sustainable.
  • Partner with Legal and HR to ensure compliance with applicable laws, policies, and audit standards.
  • Periodically evaluate plan effectiveness and recommend improvements based on performance data and outcomes.
  • Ensure SIPs are communicated and acknowledged on time.
• Operations & Administration
  • Oversee end-to-end sales compensation administration, including plan documentation, calculations, payouts, and audits.
  • Partner with Sales Operations and Finance to ensure accurate quota deployment, crediting logic, and payout execution.
  • Manage relationships with sales compensation systems and tools (e.g., ICM platforms).
  • Lead resolution of complex compensation inquiries and disputes.
• Analytics & Reporting
  • Develop and deliver regular compensation and performance reporting for senior leadership.
  • Analyze trends in attainment, payouts, ROI, and plan effectiveness.
  • Provide insights to support forecasting, budgeting, and workforce planning.
• Cross‑Functional Leadership
  • Serve as a trusted advisor to Sales leadership on compensation‑related decisions.
  • Partner with HR on job architecture, leveling, and alignment with broader total rewards programs.
  • Support change management and communication efforts to ensure clarity and adoption of compensation plans.
• People Leadership
  • Lead, mentor, and develop sales compensation analysts or managers.
  • Establish best practices, documentation, and scalable processes.

• Education equivalent to a bachelor’s degree in Business or related field; MBA preferred or equivalent work experience.
• 8 or more years of finance, sales, sales operations, compensation, marketing or operations experience, including at least 3 years of pricing management and compensation experience.
• Strong preference for 5 or more years of experience in both pricing and sales/marketing operations management.
• Prior Sales Operations or sales compensation experience preferred, particularly in service and/or healthcare related business; 3+ years of direct management experience.
• Strong analytical thinker who can translate data into actionable insights.
• Demonstrates a solid knowledge of Microsoft Word, Excel, SQL, Salesforce and PowerPoint.
• Project Management – ability to manage multiple work streams or projects at one time and lead teams of multiple, diverse stakeholders across the business.
• Leadership Skills – sets goals and direction for the team, regularly tracks progress and proactively makes adjustments to ensure…