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Sales Incentive Manager

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Date: Aug 10, 2022

Location: Libertyville, IL, US

Company: Hollister Incorporated

We Make Life More Rewarding and Dignified

Location: Libertyville 
Department: Sales 

The US Sales Incentive Manager will be responsible for administrating, analyzing and supporting incentive compensation programs that motivate the US sales force and achieve the sales and marketing strategy.  The Sales Manager will collaborate cross functionally with Sales, Finance, Distributor Finance, Pricing & Contracting, HR, Secure Start, Marketing and Global Sales Operations to effectively implement the Sales Incentive plans and reporting. Hollister Incorporated is operating in a hybrid working environment.



Business Partnership

  • Business Partner to Sales Leaders and Sales Reps for all aspects of Sales Incentive Compensation and Reporting ensuring timely follow up, effective communication and resolution of issues
  • Train sales representatives and managers on Incentive plans.
  • Maintain communication with Sales Leadership and Field Sales Teams
  • Manage, train, develop and coach the Sales Incentive Analyst. 


  • Manage, in conjunction with sales management, HR, Finance and Global Sales Incentives Manager, the development of Sales Incentive Programs for all US Associates that have an incentive based on sales. Gain business understanding needed to support compensation plan recommendations. 
  • Work with Global Sales Incentive & Data Analytics manager to ensure US Sales Incentive Compensation Plans are designed to motivate and reward field sales to excel and meet sales objectives while being fair, easy to understand and align with Hollister's objectives and strategies
  • Maintain and implement sales incentive programs through GSO SIC Plan Calculation Toolkit developed by Global Sales Incentives & Data Analytics Manager and adjust for US as necessary; audit monthly performance for accuracy of payout
  • Develop, in conjunction with sales management, individual and regional baselines and goals, ensuring the territories and product alignments are accurate and goals are fair through GSO SIC Goal Setting toolkit
  • Develop and maintain necessary IC documentation including scope documents
  • Project and accrue payouts and work with FP&A to ensure accurate forecasting
  • Validate Quarterly payout accuracy, create payroll files, payroll statements and summary documentation
  • Ensure national awards and contests are fiscally responsible and paid in a timely manner
  • Manager communication materials for the field, including summary materials for sales management and communication of goals/quotas/baseline, etc.
  • Collaborate with Secure Start Services or other internal departments as necessary to administer plans
  • Tracking & Reporting
  • Partner closely with Global Sales Incentives and Data Analytics manager to ensure US reporting tools are aligned with Global Standards and Best Practices
  • Incentive plan and tracking analyses; perform controls to maintain high levels of quality, accuracy, and process consistency
  • Generate Performance Summary tracking reports to highlight potential areas of improvement in the Incentive plan to assure we are keeping our field teams engaged and the plan is working as expected
  • Maintain Power BI Dashboards for US Sales and continue to enhance reporting tools by collaborating with Global Sales Incentives & Data Analytics Manager
  • Work independently to process information and data to create reports on performance, trends, and projections regarding incentive plan performance.
  • Partner with Super-User’s to enhance Reporting and Dashboard Tools

Sales Tracings Validation & Data Integrity

  • Collaborate seamlessly with Finance Distributor Operations, P&C and Customer Master to ensure accurate sales tracings and distributor reporting. 
  • Maintain and enhance strong controls to document accurate sales tracings, validate accuracy and ensure that all necessary adjustments are made to sales, baseline and goals
  • Work closely with Directors and Regional managers to review sales tracings challenges and adjustments ensuring seamless communication
  • Cross collaborate appropriately with other teams to maintain accurate Master Data lists that drive Power BI Reporting accuracy (COT; Product; IDN; GPO; etc.)

Territory Alignment

  • Maintain Master Zip code alignment file
  • Ensure accurate sales tracings as it relates to sales rep alignment (including bill to/ship to corrections)
  • Provide the leadership of territory alignment and make recommendations based on the analytics. This includes targeting and assigning market potential by territories utilizing internal and/or external data by collaborating with other members of the Global Sales Operations team
  • Utilize Alignment Software to analyze fairness of Territories, expansion impacts and maintain national/regional/territory alignment maps

Maintain Roster/Eligibility

  • Ensure accurate maintenance for Roster Changes and Report Release
  • Partner with HR, Sales Leaders, Sales Admin and Sales Incentive Analyst to maintain accurate Sales Force Roster, eligibility calculations, LOA and guarantees


  • Manage, train, develop and coach the Sales Incentive Analyst
  • Other projects and duties as assigned by management


Essential Functions of the Role

  • Talking, Listening, Seeing/Reading, Ability to operate keyboard and standard office equipment (file cabinets, copier, fax, etc.) and Travel

Work Experience Requirements

  • Number of Overall Years Necessary: 5-8
  • 5+ years of finance or operations experience
  • Direct experience in sales operations, financial planning or reporting
  • Previous incentive compensation experience desired

Education Requirements

  • Bachelor’s Degree required

Specialized Skills/Technical Knowledge

  • Bachelor’s degree and 5-8 years of related professional experience
  • Demonstrated ability to manage projects, meet deadlines and handle high-pressure environment
  • Excellent analytic skills, and demonstrated experience in analyzing and synthesizing data to inform decision making, using Excel and other tools
  • High aptitude with Excel and Power BI
  • Knowledge of SAP/EDW is preferred
  • Ability to understand and work with data structures
  • Ability to handle multiple responsibilities, prioritize appropriately and find the way to deliver results efficiently
  • Works well with others in a team oriented environment
  • Detail oriented, strong problem solving skills and high sense of urgency
  • Excellent Oral & Written Communication Skills and interpersonal skills
  • High level of business maturity


Please note you must be fully vaccinated for COVID-19 in order to be considered for this position.


Hollister is an EO employer – M/F/Veteran/Disability


Our Total Rewards package in aggregate is above market and includes competitive pay, generous paid time off programs, peer-to-peer recognition, health and life insurance, wellness programs and incentives, generous retirement savings, and a unique Benefit of Employee Share Ownership Program (BESOP).



Hollister Incorporated is an independent, employee-owned company that develops, manufactures, and markets healthcare products worldwide. The company develops and manufactures products for ostomy care, continence care and critical care, and also develops educational support materials for patients and healthcare professionals. Headquartered in Libertyville, Illinois, it has manufacturing and distribution centers on three continents and sells in nearly 80 countries. Hollister is a wholly owned subsidiary of The Firm of John Dickinson Schneider Inc (JDS Inc), a 100 year old company. Hollister is guided by the shared Mission of JDS Inc, to make life more rewarding and dignified for people who use its products and services. 

Hollister is an EO employer – M/F/Veteran/Disability

Job Req ID: 30540

Job Segment: Payroll, Sales Management, Marketing Manager, Sales Operations, Field Sales, Finance, Sales, Marketing