Senior Manager, Sales Compensation

As a member of the of the WM organization, the Senior Manager, Sales Compensation will be responsible for the overall strategy and operations of the compensation team for WM / Stericycle's healthcare and secure information destruction business units. This role will lead a team that designs, administers, and communicates sales compensation programs that support WM / Stericycle's strategic objectives and meet legal requirements. The scope of the compensation programs includes base wages, variable pay, incentive pay, bonuses, and similar forms of recognition awards for executives, managers and non-managers.

The individual will need strong analytical skills, experience designing and administering sales compensation plans, and an ability to excel in a fast-paced business. It requires a the ability to connect strategic vision to detailed analysis. And the Senior Manager must possess exceptional communication skills to partner with Sales and Commercial leadership.

• Strategy & Plan Design
  
  • Lead the design and evolution of sales compensation plans across multiple sales roles and channels (e.g., direct, inside, strategic accounts).
  • Partners with WM sales leaders regarding Next Year's SIP design.
  • Ensure compensation plans align with company growth objectives, go-to-market strategy, and desired sales behaviors.
  • Translate business strategy into clear, measurable incentive metrics and payout structures.
  • Conduct scenario modeling to assess cost, risk, and behavioral impact of plan changes.
• Governance & Effectiveness
  
  • Establish and maintain sales compensation governance, including plan rules, eligibility, quota setting, and payout process management.
  • Ensure plans are competitive, internally equitable, and financially sustainable.
  • Partner with Legal and HR to ensure compliance with applicable laws, policies, and audit standards.
  • Periodically evaluate plan effectiveness and recommend improvements based on performance data and outcomes.
  • Ensure SIPs are communicated and acknowledged on time
• Operations & Administration
  
  • Oversee end-to-end sales compensation administration, including plan documentation, calculations, payouts, and audits.
  • Partner with Sales Operations and Finance to ensure accurate quota deployment, crediting logic, and payout execution.
  • Manage relationships with sales compensation systems and tools (e.g., ICM platforms).
  • Lead resolution of complex compensation inquiries and disputes.
• Analytics & Reporting
  • Develop and deliver regular compensation and performance reporting for senior leadership
  • Analyze trends in attainment, payouts, ROI, and plan effectiveness.
  • Provide insights to support forecasting, budgeting, and workforce planning.
• Cross-Functional Leadership
  • Serve as a trusted advisor to Sales leadership on compensation-related decisions.
  • Partner with HR on job architecture, leveling, and alignment with broader total rewards programs.
  • Support change management and communication efforts to ensure clarity and adoption of compensation plans.
• People Leadership
  • Lead, mentor, and develop sales compensation analysts or managers.
  • Establish best practices, documentation, and scalable processes.

• Education equivalent to bachelor's degree in Business or related field; MBA preferred or the equivalent in related work experience
• 8 or more years of finance, sales, sales operations, compensation, marketing or operations experience including at least 3 years of pricing management and compensation experience
• Strong preference for 5 or more years of experience in both pricing and sales/marketing operations management
• Prior Sales Operations and/or sales compensation experience preferred, particularly in service and/or healthcare related business
  3+ years of direct management experience
• Strong analytical thinker who can translate data into actionable insights
• Demonstrates a solid knowledge of Microsoft Word, Excel, SQL, Salesforce and PowerPoint
• Project Management - ability to manage multiple workstreams/projects at one time and lead teams of multiple & diverse stakeholders across all facets of the business
• Leadership Skills - sets the goals and direction for the team. Regularly tracks the team's progress and proactively makes adjustments to ensure the goals are met
• Passsion for Results - a self-starter focused on achieving the quantitative and qualitative goals of the position
• Teamwork / Builds Strong Relationships - demonstrates willingness and ability to work with others; fosters a team spirit with other employees and customers
• Willing and able to lead and also perform detailed analysis
• Communication Skills - utilizes effective communication skills across the Stericycle organization to assist their team in managing projects to ensure we deliver on Customer 1st philosophy
• Able to summarize highly complex data and clearly present it to the leadership team in a way that is easy to understand
• Negotiation Skills - capable of working with assets within the organization to foster a win / win relationship
• Financial Acumen - capable of understanding the profit drivers of our business, product/program costing, and perceived value
• Able to segment data, perform/drive statistical analyses and draw conclusions based on data
• Strategic Approach - able to effectively plan and organize time to consistently achieve desired results
• Teacher / Coach - able to identify the strengths and weaknesses of each team member and develops a plan to help them reach their full potential
• Professional Knowledge - demonstrates a range of proven pricing and change management techniques
• Knows applications of products and value delivery thereof

WM (WM.com) is North America's largest comprehensive waste management environmental solutions provider. Previously known as Waste Management and based in Houston, Texas, WM is driven by commitments to put people first and achieve success with integrity. The company, through its subsidiaries, provides collection, recycling and disposal services to millions of residential, commercial, industrial and municipal customers throughout the U.S. and Canada. With innovative infrastructure and capabilities in recycling, organics and renewable energy, WM provides environmental solutions to and collaborates with its customers in helping them achieve their sustainability goals. WM has the largest disposal network and collection fleet in North America, is the largest recycler of post-consumer materials and is the leader in beneficial reuse of landfill gas, with a growing network of renewable natural gas plants and the most gas-to-electricity plants in North America. WM's fleet includes nearly 11,000 natural gas trucks - the largest heavy-duty natural gas truck fleet of its kind in North America - where more than half are fueled by renewable natural gas. To learn more about WM and the company's sustainability progress and solutions, visitSustainability.WM.com.

For United States:WM is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, sex, sexual orientation, gender identity, national origin, age, disability, status as a protected veteran or any other characteristic protected under applicable federal, state, or local law.

For Canada:WM is committed to the principle of equal employment for all applicants and employees, without discrimination on the basis of all grounds protected by applicable human rights legislation. Accommodations are available on request for candidates taking part in all aspects of the selection process. Please notify us if you require accommodation.

The above description is meant to provide a summary of the nature and level of work being performed; it should not be construed as an exhaustive list of all responsibilities, duties and requirements of the job. This document does not create an employment contract, implied or otherwise. Stericycle will consider requests for workplace accommodations for protected physical or mental limitations in accordance with its human resources policies and local laws. To the extent permissible under local law, and consistent with business necessity, Stericycle reserves the right to modify the content formally or informally, either verbally or in writing, at any time with or without advance notice.