Cape Town: Senior Sales Incentives Analyst posted by Rory Mackie & Associates

Overview:

Our client is a leading, large-scale, fitness and wellness organisation with a strong focus on member experience, community, and long-term engagement. This role involves supporting sales commercial performance by designing, administering, and continuously improving incentive/commission plans; oversight of accurate incentive calculations; and providing insight through reporting and analysis focussed on aligning sales behaviour to business strategy.

The successful candidate will support the organisations vision of being the worlds most loved exercise brand by living and role-modelling its values, and contributing to a collaborative, high-performance culture aligned with its people promise.

Responsibilities:

Incentives, commissions, targets & campaigns

• Continuous design, maintain and administer incentive/commission/campaign plans to drive net revenue growth (monthly sales incentives, quarterly & annual bonuses, tactical accelerators, win-backs & retention of members etc.)
• Oversight of monthly/quarterly payouts to ensure accurate and on time payments; reconcile to source systems and finance records
• Manage exceptions and disputes; investigate root causes and document resolutions
• Ensure alignment between plan rules and payroll/finance processes
• Design and implement dashboards for sales leaders and accountable exco members
• Maintain an incentives policy document (reviewed annually or more frequently as agreed): sign-offs, version control, audit trails, and documented calculations

Analytics & performance insight

• Enhance and maintain sales performance reporting: Productivity, cost of acquisition (including impact of sales quality i.e. value of contracts acquired)
• Identify trends and anomalies (e.g., overpayment risk, quota setting issues, plan loopholes, territory imbalance)
• Support forecasting and scenario modelling (what-if analysis for plan changes, quotas, pricing changes)
• Provide ad hoc analysis to support sales leadership decisions

Plan design & continuous improvement

• Support annual/quarterly plan design cycles: benchmarking, modelling, stakeholder workshops, and rollout comms
• Recommend plan improvements to drive desired behaviours (new customer acquisition, retention, upsell, product mix, margin)
• Partner with Sales Ops, RevOps and Acquisition marketing teams to improve management & transparency of leads to sales conversions (impacting on the incentive designed for the relevant sales channel)
• Automate and simplify calculation and reporting processes where possible

Governance & collaboration

• Partner with Finance/Payroll to ensure correct treatment for tax, payroll timing, accruals, and budgeting
• Collaborate with Sales Leadership, HR, and Legal on policy updates, documentation, and compliance
• Maintain a single source of truth for plan documents, rules, eligibility, and payout history

Requirements:

• Degree level tertiary qualification in finance or commerce i.e. finance, accounting, economics, statistics, data analytics, data science, business or related
• Minimum 5-6 + years experience within a similar role
• Proven experience in managing incentive or commission scheme schedules payment files
• Must be able to work independently
• Must have proven capability to work accurately
• Must be adaptable and flexible to adhere to tight deadlines
• Must be pro-active and take initiative
• Must be able to work with all levels in the business
• Must be proficient in various systems, i.e. SQL, Databricks proficiency, and payroll systems
• Must have advanced excel and reporting skills
• Must have excellent communication skills

Behavioural competencies required:

• Structured problem-solving and root-cause thinking
• Analytical ability
• Strong ownership and deadline discipline
• Stakeholder management; calm under pressure during payout cycles
• Continuous improvement mindset (automation, simplification, documentation)
• Ethical handling of sensitive remuneration data

Skills and attributes:

• Adaptability (must be able to adapt to a fast paced, changing environment)
• Be curious (must be willing to succeed, seek opportunities to learn and grow)
• Have a winning mentality (must be willing to go over and above to achieve success)
• A commitment to making a difference in peoples lives
• A Growth mindset
• The ability to work independently
• The ability to make decisions and take ownership and responsibility for the decision
• Action orientation
• Wellness knowledge, beyond the health club
• The ability to make quick and bold decisions
• The ability to be agile
• The ability to be collaborative
• High Interpersonal skills (EQ)

Key Performance Indicators (KPIs):

• Stakeholder satisfaction (exco, sales & finance feedback)
• Positive trend in sales team behaviour regarding productivity & quality
• Timeous conclusion on sales targets supported by the agreed incentives
• Improved performance insight, monthly (dashboard usage, actions taken)
• Daily insights regarding emerging risk & opportunities
• Audit readiness (complete documentation, traceability)