Summary
Overview
Work History
Education
Skills
Timeline
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Ramya Rao

Bolingbrook,USA

Summary

I am a Sales Compensation Manager with 15 years of experience in the field. I have led sales compensation system implementation and automation projects by being thoroughly involved in requirements, design, testing, and go-live phases, resulting in scalable operational efficiencies globally. I have played a key role in supporting the design, implementation, and optimization of solutions related to sales compensation. I have also managed the end-to-end sales compensation process, including sales incentive planning, design, strategy, enablement, policy adherence, dispute resolution, and commission payment processing. Incentive compensation system experience: Xactly, OIC (Oracle Incentive Compensation), and SPIFF.

Overview

17
17
years of professional experience

Work History

Sales Compensation Manager System & Administration

Momentive Software
Chicago, IL
02.2023 - Current
  • Led the implementation of the SPIFF commission system by thoroughly understanding its capabilities
  • Supported the end-to-end design of compensation plans and collaborated with the SPIFF team to define user requirements and support data readiness
  • Effectively communicated needs and requirements to the SPIFF implementation team and also helped them translate into functional specifications
  • Work closely with technical teams to ensure the successful plan design, calculation logic, comp plan configuration, and implementation
  • Project managed SPIFF implementation timelines and be accountable for timely project completion
  • Built compensation plan testing samples and mentored the team on User acceptance testing to ensure functionality works and alignment with compensation plans
  • Provided expertise in troubleshooting and optimization
  • Owned the end-to-end Sales compensation in Momentive Software and managed the day-to-day activities of the sales compensation process, such as capturing and tracking data, ensuring accurate calculations, clear communication, policy adherence, and resolving disputes, resulting in timely commission payment processing
  • Partnered closely with HR, sales operations, and sales leadership to improve processes and consistently drove performance
  • Served as the subject matter expert for all commission plans & supported field sales & leadership as needed
  • Supported the annual planning by contributing significantly to sales compensation strategy, design, and timeliness
  • Provided analysis and insights to executive leadership about sales incentive payout impacts on prior and current-year compensation plans
  • Led seller education on new compensation plans and commissions framework

Global Commission System Manager & Administration

Motorola Solutions
Chicago, IL
05.2017 - 01.2023
  • Drove OIC (Oracle Incentive Compensation) roadmap automation projects by strategizing priorities and resources, leading to smooth and successful implementations
  • Managed all sales compensation system initiatives
  • Drove discussions and facilitated meetings to define business needs and translate them into functional specifications
  • Acted as Project Manager for all required OIC compensation tool/system changes to reflect business strategy or organization changes
  • Led APAC credit automation in OIC involving 20+ Finance stakeholders
  • Identified backend APAC manual processes impacting credit rule efficiencies
  • Worked with leadership and IT to automate the manual processes identified
  • Led global credit automation in OIC to automate EMEA credit assignments within the system, allowing sales reps to access sales credit information more frequently within a quarter
  • It also reduced SIP processing time by 50%
  • Oversee data integration and workflows from EDH to OIC and partner with IT and relevant teams for smooth and timely data migration
  • Pioneered the rate table elimination process in OIC, eliminating 4 weeks of comp analysts' time globally
  • Plan document automation: Successfully automated the population of key data elements in the plan, reducing cycle time from 2 weeks to 30 minutes for the sales reps to view their plan documents
  • Automated global reporting to provide robust and accurate reporting without manual intervention and redundant cross-checking, achieving 100% accuracy in all SIP results
  • Worked with Motorola IT to reduce global report customizations and helped standardize to pull results directly from the system
  • Set up a standardized incentive forecast process to help with the accruals for the sales comp and sales operations teams, reducing manual processing time by 75 hours in NA
  • Led the global robotic process automation (RPA) implementations for quota uploads, rate tables, and role changes
  • Partnered with the IT and RPA teams to communicate business requirements by understanding how the BOT in the RPA process worked and successfully implemented all three activities, thus saving administration time of 185 hours for the analysts globally
  • Significant effort was dedicated to global testing and training on the proper procedures, and analysts found this to be incredibly helpful over time
  • Led the online tool for approving SIP payments (Apptus) implementation for LA by working closely with LA sales ops and Apptus teams
  • Managed OIC new year system setups globally every year
  • The setup included activities such as extending existing comp plans (there are 350 comp plans globally), creating new comp plans, testing, and making sure the system was ready for EMEA, APAC, NA, and LA SIP analysts to route their plan documents and making sure that the platform was ready for incentive processing
  • Managed testing, supported data migration, and post-implementation support
  • Built training documentation and communication plans to guide all stakeholders globally
  • Managed a team of four that supported sales compensation and systems to exhibit expansive leadership
  • Oversaw quarterly incentive processing to ensure that the team met payroll deadlines
  • Worked with internal audit teams to provide documentation, answer questions, and fully support as needed
  • Supported the design & oversight of sales compensation plans and sales crediting rules
  • Managed incentive platform-tools from a business perspective and worked with IT partners to implement business changes
  • Co-managed all elements of Motorola Solutions' Sales Incentive Plans ('SIP'): sales compensation planning, administration, field support, and quarterly incentive payment processing for the North America business
  • Built calculation data models when needed by thoroughly understanding the compensation plans to accommodate calculations and using them to validate results with OIC
  • Functioned as the primary liaison to the field for any incentive-related questions
  • Used analysis and provided timely and relevant customized reporting, metrics, and analysis to senior sales leaders and the director of sales compensation
  • Responsible for ensuring all business governance & audit guidelines on SIP design are consistently followed and implemented in OIC for all incentive participants

Senior Sales Analyst

NEC Display Solutions of America
Chicago, IL
01.2016 - 04.2017
  • I solely owned the entire compensation process for NA
  • Discussed commission rules by initiating meetings with the sales management team, Finance VP, and IT
  • Drafted commission rules based on the discussions and collaborated with IT support to ensure that they were programmed and operated accurately to produce desired commission results
  • Led the commission rules programming in SQL by closely working with IT and testing the rules by performing detailed revenue audits to ensure accurate commission results
  • Built revenue reports in Cognos (BI tool) and SAP, took responsibility for revenue tracking, and answered all revenue-related queries the sales team had
  • Supported management of Point-of-sale data (POS), including loading data to the BI tool
  • Built quotas and supported sales management in quota setting, monthly tracking, and reporting
  • Analyzed attainments by comparing them to prior performance and the company's performance to ensure the accuracy of sales reps' achievements; analyzed what drove their attainments and helped the management team make sound decisions

Senior Commissions Analyst (Sales Commissions)

Yahoo
Omaha, NE
09.2012 - 12.2016
  • Co-led the Xactly implementation when they transitioned from OIC to Xactly
  • Solely responsible for calculating sales commissions for a sales base of 1200 reps for Yahoo US, Canada, LATAM, and TUMBLR sales teams
  • Tested new plans and policies in CRM and OIC by working with the Corp apps team and signing off before moving to production

Volunteer

American Red Cross Nevada Chapter
Reno, NV
12.2010 - 01.2012

Commission Analyst

Thomson Reuters
Bangalore, India
10.2007 - 10.2010

Education

Master of Business Administration - Finance

Marshall University
West Virginia, U.S.A

Skills

  • Sales compensation automation
  • Sales compensation implementation
  • Compensation plan design
  • Project management
  • Attention to detail
  • Problem-solving
  • Excellent communication
  • Data analysis
  • Analytical skills
  • Compensation strategy
  • Sales compensation systems
  • Advanced Excel
  • Stakeholder collaboration
  • Leadership presentations

Timeline

Sales Compensation Manager System & Administration

Momentive Software
02.2023 - Current

Global Commission System Manager & Administration

Motorola Solutions
05.2017 - 01.2023

Senior Sales Analyst

NEC Display Solutions of America
01.2016 - 04.2017

Senior Commissions Analyst (Sales Commissions)

Yahoo
09.2012 - 12.2016

Volunteer

American Red Cross Nevada Chapter
12.2010 - 01.2012

Commission Analyst

Thomson Reuters
10.2007 - 10.2010

Master of Business Administration - Finance

Marshall University

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Ramya Rao