Sales Manager

Mckayla Zhang

**-**** ****** ******* **, Oakville, l6h 0g8

Cell: 647-***-**** Email: *******.*****@********.**

Objective: Senior sales compensation analyst position with a focus on Team Leadership, Analysis and Customer Care.

Education

Honors Bachelor of Arts (HBA), Majored in Human Resources Management & Economics 2010

University of Toronto, Ontario

Core Knowledge & Skill Areas:

Critical thinking

High level of Analytical skills

Full attention to details

Sales Compensation/Incentive

Sales Data Audit/Analysis

Advanced Excel

NetSuite/Xactly

ADP/HRIS

BAAN/CITRIX

Experience Highlight

ALLSTATE INSURANCE (Head Quarter of Canada), Markham, Ontario May/2016-Present

Sales Compensation Analyst

Support compensation, total rewards manager in the overall administration and execution of the sales compensation programs and policies.

Assist in the design, implementation, communication and administration of sales compensation programs including: base pay, quarterly/monthly bonus pay, sales commission.

Assist with the development of sales compensation program related communication, education materials and implementation of sales compensation programs and process.

Provide analytical support in sales compensation related expense budgeting and accrual for finance department.

Performs modeling and costing analysis to evaluate current and new sales compensation programs. Create and document new sales compensation plan for Directors of sales to review and approve.

Responsible for compensation data reconciliation and variance analysis; Review and process monthly commission, IPB, step up bonus and quarterly bonus.

Prepare quarterly performance evaluation and FTE for bonus distribution and calculation, and validate accuracy of the calculation.

Respond to sales commission and bonus related inquiries from the sales force.

Working with recruiters for new hires’ base compensation and quarterly bonus guarantee amount.

Review sales agent employees’ base salary and merit increase to propose reasonable adjustments.

POINTCLICKCARE (Head Quarter of Canada), Mississauga, Ontario Jan/2015-May/2016

Sales Commission Analyst

Provide accurate and timely auditing, analysis and communication of sales compensation earned as well as ensure the timely and accurate payments. Participate in the execution of the Commissions policy, plans and governance. PC proficiency in MS Excel, Word and Outlook.

Download YTD sales data from NetSuite; Clean script errors, eliminate duplications, identify sales adjustments, order/commission splits and transfers; Submit correction requests to sales operation team and download the revised version.

Audit eligible deals with ERP system, map sales revenue and implement formula to calculate sales compensation and spiffs based on individual compensation plans.

Upload monthly sales data into Xactly Incent to generate payable commission; YTD performance and accelerated commission rate; Updated sales reps’ personal information, quota change, territory change and commission rate in Xactly incent.

Build sales dashboards, reports, and presentations to communicate sales result and other core metrics.

Review and present monthly commission payment to Sales VP.

Provide monthly outstanding sales compensation analysis to terminated sales reps.

Evaluate and suggest improvements to commissions models, field incentive pay variables, and strategies to ensure they continue to meet business and needs.

Maintain current sales commissions and incentive plans and ensure they are being properly executed.

RICOH (Head Quarter of Canada), Mississauga, Ontario April/2012-Dec/2014

Sales Compensation Analyst

Performance-driven professional with extensive experience in compensation administration, support, and advisement. Notable success in support of compensation programs, policies, and procedures. Outstanding team player with a proven ability to organize and prioritize work in high-pressured environments. PC proficiency in MS word, Excel, PowerPoint and Lotus Note.

Downloaded month-end sales data from BAAN; Used Macro to prepare monthly commission, bonus and SPIFF accrual for accounting department; Calculated monthly commission, revenue, GP and tracked achievement of commission bonuses and accelerated rates; Distributed commission statement to key channel.

Responded to inquiries from the key sales force regarding the commission process, commission details, sales compensation plans; Adjusted sales revenue and commission and submitted payments to payroll department.

Measured monthly sales performance and productivity by collecting and analyzing quantitative variables by using Pivot Table and Vlookup; Identified the areas are performing under expectation and implemented solutions for correcting and improving the sales performance.

Conducted sales data and translated the knowledge by product type, channel and branch, assumptions for the department and identify areas of strengths and weaknesses with recommendations; Prepared and distributed stack ranking report to sales team and executive management.

Assisted finance team to close month-end sales report; Reviewed sales revenue, costs, expenses and margin for all business units and branches; Investigated and analyzed the low/high margin deals, identified trends and provided detailed explanations.

Assisted sales support manager with designing, modeling and testing sales compensation plan; worked with marketing department with promotion structure.

Reviewed and validated sales new hires offer letter to commissions department to ensure annual quota and salary aligns with the current comp plan.

Recorded and processed sensitive and confidential information; Maintained an organized electronic filing system for new hires and termination employees.

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