Sales Planning Manager – Xactly Plan Expert

LOCATION: Hybrid – 8 days a month in the office (See locations on the posting)

OVERVIEW

The Sales Planning Manager will own the end-to-end sales planning program for territory management and quota planning across multiple sales teams in the health division. This individual contributor role (no direct reports initially) operates as the primary planning partner to Sales leadership and Finance running 6–8 standardized planning projects per year using a repeatable methodology. The role blends process discipline and automation with strategic scenario design, building internal capability to reduce reliance on third‑party consultants. Scope includes territory design and optimization, quota methodology and allocation, capacity and coverage modeling, scenario planning, governance, and post‑implementation measurement.

RESPONSIBILITIES

• The Sales Planning Manager is responsible for leading the Health organization’s annual and quarterly sales planning cycles, ensuring that company targets are translated into actionable capacity, coverage, and quota models. This individual oversees the design and optimization of sales territories, maintaining fairness and balance across regions and segments, and applies standardized quota methodologies that incorporate ramping, seasonality, and attainment distribution.
• In this role, the manager executes six to eight planning projects each year using a structured, repeatable methodology. The process begins with data collection and validation to ensure accuracy and consistency across multiple sources. Once the data foundation is established, the manager conducts in-depth analysis, develops scenario models, and presents recommendations to leadership for decision-making. These scenarios quantify trade-offs such as revenue impact, productivity, and customer disruption, enabling informed strategic choices.
• The manager is also accountable for building robust, automated workflows that reduce reliance on spreadsheets and improve data integrity. This includes leveraging CRM, BI, and planning tools, as well as automation and AI agents, to streamline processes and enhance scalability. Governance standards are maintained throughout the planning cycle, including rules of engagement, version control, and documentation to ensure transparency and compliance.
• Collaboration is a critical component of this role. The manager partners closely with Sales, Finance, Marketing, and HR teams to align targets, budgets, and coverage models. They provide executive-ready insights through dashboards and reports, highlighting key metrics such as territory balance, quota fairness, and over-assignment levels. To ensure execution, the manager will collaborate with Chief of Staff, Sales Operations & PMO individuals to ensure execution plans are followed across the organization.
• Finally, the manager continuously seeks opportunities to improve processes, shorten cycle times, and enhance the accuracy of planning outputs. By combining strategic thinking with hands-on execution, the Sales Planning Manager ensures that the organization’s sales planning function is efficient, data-driven, and future-ready.

QUALIFICATIONS

Education: Bachelor’s degree in Business, Economics, Finance, Statistics, Data Science, Operations Research, Industrial Engineering, or related field.

Preferred: Advanced degree (MBA/MS) or relevant graduate‑level coursework/certification in Analytics or Operations.

Experience: 

• 5+ years in Sales Planning, Sales Operations/RevOps, or Business Planning with direct ownership of territory and quota planning.
• Demonstrated success running multiple standardized planning projects across diverse sales teams in a calendar year.
• Hands‑on experience with capacity/coverage models, territory design, quota methodology (top‑down & bottom‑up), and scenario planning.
• Proven ability to build automated, database‑driven workflows and reduce spreadsheet dependence.
• Partnered effectively with Sales Leadership, Finance, Marketing/RevOps, and HR through annual and quarterly planning cycles.
• Expertise is Sales Planning Software (Anaplan, Pigment, Xactly Plan, CaptivateIQ & Varicent)
• Bonus: experience in multi‑segment (Enterprise/Commercial/SMB), channel/overlay models, and global or matrixed environments.

Knowledge, Skills, Abilities or Certifications:

Tools & Systems

• CRM: Salesforce (advanced reporting; admin exposure a plus).
• BI/Analytics: Power BI (preferred), Tableau, or similar; DAX/Power Query familiarity a plus.
• Planning Platforms: Xactly (preferred), Salesforce Sales Planning or Varicent (or comparable).
• Data & Automation: Strong SQL (preferred); Python/R is a plus; advanced Excel for modeling (used judiciously).

Analytical & Technical

• Scenario & sensitivity modeling; Driver based planning a plus.
• Data QA, normalization, and reconciliation across CRM/Reporting systems; metric governance and data dictionary upkeep.
• Ability to operationalize models into repeatable processes and dashboards.

Project & Process

• Strong project management to deliver 6–8 projects/year with clear milestones, RACI, and change control.
• Communicate a clear vision for change, build stakeholder trust, and lead stakeholders confidently through uncertainty and transformation.

Business & Communication

• Executive storytelling with quantified recommendations and tradeoffs.
• Stakeholder management and facilitation, including negotiation on coverage, account ownership, and timing.

TRAVEL: Ability to travel as needed up to 10%

#LI-Hybrid

To maintain a fair and genuine hiring process, we kindly ask that all candidates participate in interviews without the assistance of AI tools or external prompts. Our interview process is designed to assess your individual skills, experiences, and communication style. We value authenticity and want to ensure we’re getting to know you—not a digital assistant. To help maintain this integrity, we ask to remove virtual backgrounds and include in-person interviews in our hiring process. Please note that use of AI-generated responses or third-party support during interviews will be grounds for disqualification from the recruitment process.

Applicants may be required to appear onsite at a Wolters Kluwer office as part of the recruitment process.

Compensation:

Compensation range listed is based on primary location of the position.  Actual base salary offer is influenced by a wide array of factors including but not limited to skills, experience and actual hiring location. Your recruiter can share more information about the specific offer for the job location during the hiring process. 

Wolters Kluwer offers a wide variety of competitive benefits and programs to help meet your needs and balance your work and personal life, including but not limited to: Medical, Dental, & Vision Plans, 401(k), FSA/HSA, Commuter Benefits, Tuition Assistance Plan, Vacation and Sick Time, and Paid Parental Leave. Full details of our benefits are available upon request.