Lennox (NYSE: LII), driven by 130 years of legacy in HVAC and refrigeration, provides our residential and commercial customers with industry-leading climate-control solutions. At Lennox, we win as a team, aiming for excellence and delivering innovative, sustainable products and services. Our culture guides us and creates a workplace where all employees feel heard and welcomed. Lennox is a global community that values each team member’s contributions and offers a supportive environment for career development. Come, stay, and grow with us.

Design and operationalize the systems that drive sales behavior – territories, quotas, and incentives – while leading implementation of integrated planning and compensation infrastructure.

Single accountable owner for Sales Planning & Incentives. Player-coach delivering outcomes while coordinating cross-functional resources.

Responsibilities:

Territory & Coverage Design

• Design and optimize territory models in partnership with sales
• Align coverage, including overlay responsibilities, to the market opportunity 
• Continuously refine based on performance

Quota Setting 

• Develop a scalable quota-setting methodology
• Align quotas to growth targets, incorporating granular market dynamics & insights
• Manage in-year adjustments

Sales Planning Systems 

• In partnership with IT, lead the implementation of SAP Territory & Quota software and eventual integration with existing SAP Callidus software
• Define data model and business rules
• Drive adoption across leadership

Incentive Plan Design 

• Design compensation plans aligned to revenue and margin goals
• Incorporate strategic priorities, including SPIFFs
• Build financial models and scenario analysis to support budget/ROI justification
• Ensure simplicity and alignment

Incentive Program Administration

• Oversee day-to-day administration of incentive processes and accuracy, including administration of SAP Callidus software 
• Manage SPIFFs and incentive programs
• Partner with Finance and Payroll

Incentive Program Governance & Operations

• Establish standardized processes for incentive plan communication, documentation, and rollout 
• Define and manage onboarding approach for new hires (plan education, expectations, tools)
• Ensure clear, consistent communication of goals, metrics, and performance  
• Own governance model for plan interpretation, exception handling, and disputes
• Partner with Sales and Finance to ensure alignment, transparency, and trust 
• Continuously improve the clarity, usability, and perceived fairness of the program

Operating Model

• Lead through influence across Sales, Finance, and IT
• Direct dedicated offshore matrix resources
• Define and prioritize work delivered by IT

Key KPIs

• Quota attainment distribution
• Incentive plan ROI
• Coverage efficiency
• Commission accuracy and timeliness

• Bachelor’s degree in business, Finance, Accounting, HR, or a related discipline (or equivalent experience).
• 8+ years of experience in sales compensation administration, sales operations, finance, or another data-heavy analytical role.
• Strong hands-on experience with incentive compensation platforms (Callidus/SAP ICM, Xactly, Varicent, etc.).
• Advanced Excel skills (complex formulas, models, large volume data work).
• Strong analytical and problem-solving abilities with excellent attention to detail.
• Clear, confident communication skills and the ability to work effectively across teams.
• Exceptional organizational skills and the ability to manage multiple priorities and deadlines.
• Experience designing or enhancing incentive compensation plans.
• Familiarity with SAP C4C/Salesforce, SAP BEx, Databricks, Power BI, Qlik, or other CRM/ERP and BI tools.
• Understanding compensation governance, audit requirements, and compliance controls.
• Ability to improve processes, reporting structures, and workflow automation.

Compensation: This is a salaried exempt role. The starting salary range for this role and market is between $106,400 to $139,650 annually. Factors that may affect starting salary include geography/market and the skills, education, experience, and other qualifications of the successful candidate. Employees in this role are also eligible for an annual bonus in accordance with the terms of the Company’s applicable plan. Employees in this role are not eligible for overtime.

Benefits: Subject to applicable eligibility requirements, the following benefits are offered for this role: tuition reimbursement; medical, dental, and vision insurance; prescription drug coverage; 401(k) retirement plan; short-term disability insurance; 8 weeks paid birthing leave; 2 weeks paid bonding leave; life and long-term disability insurance.

Depending on date of hire, and subject to applicable eligibility requirements, new employees in this role also receive up to: 12 days paid time off, 2 paid well-being days, 1 paid volunteer day, 12 paid holidays, and 3 floating holidays per year.

Our Culture: At Lennox, our Core Values of Integrity, Respect & Excellence are ingrained in the fabric of the organization. They define our culture – which is about how we do business and how we treat others. Lennox is not just a workplace; we are a global community that values each team member’s contributions. As an equal opportunity employer, we are committed to recruit, develop, and retain talented individuals from a wide range of backgrounds, ensuring that everyone has the opportunity to succeed and contribute to our continued growth and success. At Lennox, you’ll take pride in our brands, knowing you are part of something special. Come, stay, and grow with us! 

Disclaimers: The compensation and benefits information is accurate as of the date of this posting. Lennox reserves the right to modify this information at any time, with or without notice, subject to applicable law.

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