Senior Consultant, Sales Compensation

OPPORTUNITY TO ENHANCE YOUR CAREER - It’s about exceeding your potential.

This role sits within our Sales Force Effectiveness practice.  Our sales effectiveness experts provide the strategies and tools to ensure a company has the right people in the right roles, following the right processes and rewards within the sales function. We drive change in sales and go-to-market strategy, compensation and territory alignment, org design, sales process improvement and talent optimization. This role is ideal for someone with a strong foundation in analytics, sales compensation design, and project delivery who is passionate about improving sales performance through data-driven insights. 

Korn Ferry’s expertise in aligning people, processes and technology at global companies combined with our sales consulting experience and nuanced industry knowledge makes us uniquely qualified to transform sales effectiveness from the ground up. 

Senior Consultants will work on project teams with experienced practitioners and sales colleagues to deliver analytics, frameworks and solutions that meet and exceed client expectations around compensation design and strategy.  This is the core delivery level for Senior Consultants that can combine an understanding of reward principles, and client needs, with their experience using analytics tools and methodologies to independently solve defined problems.

Individuals will work collaboratively as part of a team in support of a range of client projects, managing their own time and contribution with general direction, support, and review of client deliverables from more seasoned team members.

KEY RESPONSIBILITIES

• Deliver high-quality analytics, design and advisory work that meets expectations for timeliness, accuracy and completeness including Excel modelling, survey benchmarking, market research and data collection.
• Help deliver on an organization's sales components to include sales positions, sales compensation, quota setting, etc. 
• Work on assessing client sales incentive plans, designing new sales incentive plans, competitor benchmarking, and implementing compensation plans. 

• Manage small projects and/or a work-stream within a larger project. Typically, projects may last several weeks to months.
• Estimates time requirements for input to project costing and draw on additional resources as needed.
• Collaborate with and assist clients, collecting and/or delivering information on client sites as part of a team working under the guidance of a project leader.
• May have more substantive conversations with client contacts at manager level and below to explain scope of work, information provided, clarify context, requests for information, etc.
• Develop client network and relationships, proactively reaching out to clients and prospects to discuss issues and needs and forming productive relationships. May be the primary contact for small clients. Participate in client planning.
• May actively participate in sales activities at smaller organizations.
• Identify trends, collate and distribute industry research/analysis to contribute to colleagues’ understanding of the issues.
• Contribute to on-the-job training or development of new colleagues.
• Continue to develop a strong internal brand with a network of Korn Ferry Advisory colleagues to receive guidance, leverage resources, identify additional sources of project work, etc.
• Developing a broader understanding of other standard Korn Ferry Advisory offerings.

PROFESSIONAL EXPERIENCE/QUALIFICATIONS

• 5+ years’ relevant work experience, preferably in professional services or internal human resources function. Strong compensation experience is highly preferred, particularly sales compensation. 
• Experience with building sales compensation models, aligning sales territories, benchmarking sales positions, etc. 
• Has an interest in the wider impact of human resource strategies on the business but own expertise, knowledge, and contribution is focused on sales force effectiveness.
• Can work independently to apply all core/standard methods and tools within total rewards to address client needs. This includes strong technical ability in Excel, but also PowerPoint and Word for impactful reporting.
• Can identify the steps required in a routine project and understands the interrelationship of different streams of work in a larger project. Can execute standard protocols and is able to customize the approach when appropriate with input and approval from subject matter experts in the firm.
• Capable of drafting full project deliverables for review by a lead consultant.
• Developing an understanding of a wide variety of organizations, jobs and people.
• Has developed and maintains a general knowledge of clients and industries to understand

EDUCATION

• Bachelor’s degree