Senior Director, Sales Compensation Effectiveness & Operations

Recognized as one of Forbes 2024 "America's Best Large Employers" and named to the Forbes 2024 "Best Employers for Diversity", Labcorp is seeking to hire a Senior Director, Sales Compensation Effectiveness & Operations.

We are seeking strategic, results-driven Senior Director of Sales Compensation Effectiveness & Operations to lead the design, administration, and optimization of our sales compensation programs within a dynamic healthcare environment. This role is responsible for overseeing the end-to-end sales compensation lifecycle, including plan design, system administration, and reporting and analytics, ensuring alignment with company objectives and sales performance goals.

This individual will work closely with sales leadership and commercial operations to provide input to compensation strategy opportunities and challenges through insightful business acumen activities. This individual will also partner with other leaders within the National Sales Enablement team to collaborate and advise on topics and projects that affect sales compensation. In addition, this individual must also develop strong cross functional collaborative relationships with legal, compliance, HR, and finance partners to ensure successful operational support.

This is a hybrid position requiring three days per week onsite at a Labcorp location. The ideal candidate will reside in RTP or Burlington, NC or surrounding area.

Duties and Responsibilities:

Sales Compensation Strategy & Effectiveness

• Collaborate with senior sales, finance, HR, and Legal leadership to align compensation plan with revenue goals, market trends, and regulatory requirements
• Partner with HR to develop effective compensation strategies and structures that reinforce and align with sales strategy and business objectives
• Lead the implementation of incentive compensation programs that reinforce sales strategy, align with business objectives, and maintain fiscal responsibility
• Lead the field sales communication plan to ensure understanding of incentive compensation plans and other incentive compensation strategies and tactics

• Manage incentive compensation workflows and processes related to exceptions/disputes, including guidelines and approvals
• Maintain governance and ensure accuracy of incentive compensation-related payment types and categories, e.g., bridges, guarantees, SPIFFs, etc.
• Manage administration and ensure accuracy of data, inputs, and outputs, including, but not limited to staffing, territories, billing days, and more
• Oversee the administration and optimization of the sales compensation platform
• Manage system configuration, data integrations, role hierarchies, and workflows to ensure accurate and timely commission calculations
• Work closely with IT partners to implement new tools or enhancements as needed

• Develop and deliver robust sales compensation dashboards and analytics to drive performance transparency and accountability
• Provide deep analytics on incentive effectiveness, attainment trends, ROI, and cost-of-sales metrics
• Present actionable insights and recommendations to executive leadership based on data-drive assessments

• Lead and mentor a high-performing team of 6-10 sales compensation professionals
• Serve as a trusted advisor to sales leaders and functional partners regarding matters related to sales incentives

• BA in Business, Finance, or a related field
• 10+ years of progressive experience in sales compensation, with at least 5 years in a senior leadership role
• Excellent interpersonal and communication skills, with the ability to build rapport and trust with clients
• Demonstrated ability to lead, motivate, and develop a high-performing sales professionals
• Excellent analytical skills with ability to synthesize large data sets into actionable insights for the business
• Trusted by the business and can independently resolve complex issues in creative and effective ways
• Takes initiative and drives project work
• Fosters growth and performance by coaching team, conducting performance evaluations, and offering training

• Prior sales compensation experience in the healthcare industry; Diagnostics industry preferred
• Expertise with sales compensation systems, e.g., Varicent, Callidus, Xactly, etc., and CRM systems, e.g., Salesforce