Job Overview
The Sales Planning and Compensation Analyst is responsible for administering the sales compensation system and supporting the end-to-end sales planning process across multiple business segments. This role plays a critical part in ensuring that quotas, territories, account assignments, and incentive payouts are accurate, equitable, and aligned with the company’s growth strategy. The Analyst will manage goal and quota adjustments tied to territory changes, organizational moves, and the handoff of new business from Business Development Executives to Account Executives, ensuring sellers are measured against fair, current, and well-documented targets.
Working closely with the Vice President of Sales Enablement, Sales Leadership, Finance, HR, and Business Intelligence, this role administers the incentive compensation system, maintains plan participant and territory data, and processes the quota adjustments that result from new hires, terminations, transfers, territory realignments, and account transitions. The Analyst will also support the annual planning cycle, including quota setting, territory design, and plan rollout, and serve as a trusted point of contact for sellers and sales leaders on planning and compensation-related questions.
This role requires a strong analytical mindset, exceptional attention to detail, and the ability to manage sensitive, deadline-driven work with discretion. By maintaining the integrity of compensation and planning data, strengthening controls, and continuously improving processes, the Sales Planning and Compensation Analyst will play an important role in delivering a fair, transparent, and motivating experience for the sales organization.
Key Responsibilities
- Administer the sales compensation system on a day-to-day basis, including plan participant setup, plan assignments, quota loads, territory and account hierarchies, crediting rules, and payout calculations across multiple business segments.
- Manage goal and quota adjustments resulting from territory changes, account moves, organizational changes, new hires, terminations, transfers, leaves of absence, and mid-year plan changes, ensuring adjustments are timely, accurate, and well-documented.
- Process seller goal adjustments tied to the handoff of new business from Business Development Executives to Account Executives, ensuring credit, quota, and ongoing run-rate revenue are transitioned correctly between roles and aligned with established handoff rules.
- Maintain accurate territory definitions, account assignments, and seller-to-account mappings, partnering with Sales Leadership and Sales Operations to implement realignments and resolve coverage gaps or overlaps.
- Calculate, validate, and reconcile monthly, quarterly, and annual incentive payouts, including commissions, bonuses, and SPIFs, and prepare payout files for submission to Payroll.
- Support the annual sales planning cycle, including quota setting, territory design, plan modeling, plan documentation, and rollout communications.
- Serve as a primary point of contact for sellers and sales leaders on planning and compensation inquiries, researching and resolving questions, disputes, and adjustments in a timely, professional, and well-documented manner.
- Generate and distribute regular reporting and dashboards on quota attainment, payouts, territory performance, and plan effectiveness for Sales Leadership, Finance, and HR.
- Maintain rigorous documentation of plan rules, calculation methodologies, exceptions, and approvals to support internal controls and audit requirements.
- Identify and recommend process improvements, automation opportunities, and enhancements to compensation and planning tools, including ICM/SPM platforms, CRM, Excel, and Power BI.
Qualifications
Education & Experience:
- Bachelor’s degree in business, finance, accounting, mathematics, analytics, or a related field.
- 3+ years of experience in sales planning, sales compensation, commissions administration, sales operations, or financial analysis.
- Hands-on experience administering a sales compensation system and supporting quota, territory, and account-assignment changes for a B2B sales organization.
- Experience supporting variable compensation plans across multiple business segments, verticals, or product lines.
- Experience in B2B distribution, manufacturing, or a similar complex sales environment preferred.
- Advanced Excel skills (complex formulas, pivot tables, lookups, large data sets)
- Working knowledge of CRM platforms, ERP systems, and reporting tools such as Power BI.
Skills & Competencies:
- Strong analytical and problem-solving skills, with the ability to work with large data sets and translate them into accurate, defensible quota and payout calculations.
- Exceptional attention to detail and a high standard for accuracy, particularly under tight, recurring deadlines.
- Solid understanding of sales planning concepts, including quota setting, territory design, crediting rules, and role-based handoffs between sales roles such as BDEs and AEs.
- Strong written and verbal communication skills, with the ability to explain plan mechanics and quota adjustments clearly to sellers, leaders, and non-technical stakeholders.
- Customer-service mindset and the ability to handle sensitive compensation matters with discretion, professionalism, and empathy.
- Collaborative working style, with the ability to partner effectively across Sales, Finance, HR, Sales Operations, and Payroll.
- Strong organizational skills and the ability to manage multiple priorities, cycles, and stakeholders in a fast-paced environment.
- Comfort working with confidential data and a strong commitment to data integrity and internal controls.
Performance Metrics
- Accuracy: Achieve a high level of accuracy across quota assignments, territory and account moves, and incentive payouts, with minimal post-payout adjustments or corrections.
- Timeliness: Deliver quota adjustments, BDE-to-AE handoff updates, commission calculations, and payout files on schedule for every cycle.
- Planning Support: Provide accurate, well-documented support for the annual planning cycle, including quota setting, territory design, and plan rollout.
- Inquiry and Dispute Resolution: Respond to and resolve seller inquiries and disputes within established service-level expectations, with clear documentation and outcomes.
- Process and Controls: Strengthen documentation, controls, and audit readiness for sales planning and compensation processes.
- Continuous Improvement: Identify and implement enhancements to tools, workflows, and reporting that improve efficiency, accuracy, and seller experience.
Work Environment
Travel: Minimal travel required
Compensation and Benefits
Compensation: Competitive base salary, Stock Purchase Program
Benefits: Comprehensive health and dental coverage through flexible plan options, retirement savings plan with company match on eligible contributions, employee stock purchase plan, paid time off, and ongoing professional development opportunities.
New career… new opportunities! What are YOU waiting for?
Bunzl Canada Inc. (bunzlcanada.ca) provides the cleaning and hygiene products, food and retail packaging, safety products and industrial supplies that keep over 45,000 Canadian businesses running, every day. We are one of the largest, most successful global companies in Canada with a long-standing track record of retaining, developing, and investing in our people.
Come showcase what you can do in a fast-moving, evolving company that provides competitive compensation, benefits, RRSP Match, Share Save (Stock) opportunities, performance incentives and career development opportunities. You’ll find the support, leadership, and workplace culture you need to achieve your full potential. When you are successful, we are successful! At Bunzl, we don’t just say our people are our greatest asset, we really mean it. Let’s talk about your future.
Interview guidance
Bunzl is an Equal Opportunity Employer committed to fostering an inclusive and accessible environment reflecting the diversity of the communities in which we operate. If requested, we will provide reasonable accommodation during the recruitment process for persons with disabilities.
