Roelant Verbeek
Cordova,TN
Summary
Dynamic individual with hands-on experience in Sales Incentive Compensation and talent for navigating challenges. Brings strong problem-solving skills and proactive approach to new tasks. Known for adaptability, creativity, and results-oriented mindset. Committed to making meaningful contributions and advancing organizational goals.
Overview
22
22
years of professional experience
Work History
Director Sales Analytics/Sales Operations
MicroPort Orthopedics
07.2021 - Current
- Leveraged data analytics insights for informed decision-making in critical areas such as sales forecasting, budgeting, or personnel management. Established data-driven decision-making processes and implemented best practices in analytics to optimize performance across the organization.
- Led the digital transformation of the sales reporting functionality from daily static Excel based reports to dynamic PowerBI reports.
- Provided consulting services to the HR department on compensation related topics, like the annual corporate bonus program and annual merit process.
- Used a moving average trend methodology to forecast hip and knee case volumes and revenue by distributor and independent sales representative for the US market.
- Implemented (sales) incentive compensation design committees for both distributor incentive compensation and sales leadership incentive compensation. Facilitated design meetings with HR, Legal, Sales Operations, Finance, and Sales.
- Implemented a new growth-based commission plan for distributors selling MicroPort Orthopedics' products.
- Governed the distributor and sales leadership compensation administrations.
- Proposed and implemented a transformation of the sales channels by which MicroPort goes to market.
- Provided forecasting support in the annual business plan creation process.
- Provided analytical support to executive leadership in support of execution of the corporate strategy and during periods of business disruption, like the Covid disruption.
- Strengthened internal controls by reviewing existing policies and procedures, ensuring compliance with regulatory and internal requirements.
Solutions Principal, Global Sales Operations - Sales Incentive Compensation
FedEx Services
07.2019 - 07.2021
- Program managed the implementation of a new segmentation and alignment system used by the global sales operations teams to execute their quarterly territory optimization processes.
- Facilitated the interaction with SAP, the initial vendor of choice and later with Salesforce. Managed the governance process from weekly project management team meetings to SVP level update meetings. Provided collateral to present during those meetings.
- Provided solution design support to the SAP and Salesforce configuration and development teams.
- Participated in contract negotiations between FedEx and SAP and FedEx and Salesforce.
- Developed the new simulations process to be used by the Territory Planning & Optimization Sales Specialist team. The process defined the activities that the specialists would be responsible for using the new technology and simulations processes delivered by the new segmentation and alignment system.
- Provided consultation on corporate FedEx initiatives impacting the sales organizations due to the new segmentation and alignment system.
- Mentored junior team members for career advancement, fostering a pipeline of future leaders within the organization.
Senior Director Compensation
ServiceMaster
07.2016 - 04.2019
- Led department of Compensation professionals in providing compensation related support to ServiceMaster Business Units (ServiceMaster Brands, Terminix, and American Home Shield).
- Responsible for day-to-day operations such as job code and job description creation, salary structure maintenance, market pricing, setting compensation related policies and guidelines, calculating Annual Bonus Plan and Branch Bonus Plan amounts, and ensuring compensation consistency across multiple business units.
- Optimized project timelines by effectively delegating tasks and prioritizing workload among team members.
- Cultivated a culture of innovation by promoting creative thinking and encouraging employees to take calculated risks in pursuit of solutions.
- Re-engineered the market pricing process to provide more accuracy and consistency within and across job functions and families.
- Developed a strong company culture focused on employee engagement, collaboration, and continuous learning opportunities.
- Implemented an incentive compensation design process that led to more governance of incentive compensation plan changes and provided the opportunity for input into the plans to stakeholders previously not involved.
- Developed a new (to ServiceMaster) merit process that is estimated to save the company $2.5M over the next 5 merit cycles.
- Introduced a mainstream Annual Bonus Plan calculation methodology that is estimated to save the company $1M per year without impacting the fairness of the Annual Bonus Plan program.
- Partnered with the HRIS department during the post implementation phase of the new HRIS system (Workday). Most activity was in identification and correction of data issues, process failures, and user acceptance.
Manager Global Sales Operations - Sales Incentive Compensation
FedEx Services
01.2003 - 07.2016
- Championed continuous improvement initiatives to drive operational excellence within the organization.
- Streamlined workflows by identifying bottlenecks in existing systems and implementing appropriate solutions.
- Led and executed every single part of the global sales compensation process, from design, to communication, to technology, to execution of the sales compensation payout process.
- Managed and coached individuals throughout all stages of their careers (new hire status to retirement) with varying levels of education (high school diploma to doctorate), attending to both career progression and progressive discipline.
- Continuously improved accuracy and timeliness of quarterly and semi-annually sales incentive compensation payouts through implementing system driven activities.
- Leveraged new technologies to implement online mapping capabilities for geographically based sales organizations, allowing for efficient creation of contiguous sales territories. Improved the workload balance between territories through the development of a territory optimization technology that utilizes an Operations Research modeling approach to building territories.
Education
MA - Economics
BA - Economics
Minor: Mathematics
Skills
- Sales Incentive Compensation, Design, and Governance
- Sales Structure Design
- Sales Territory Optimization
- Compensation
- Effective leader
- Coaching and mentoring
- Strategic Planning
- Process Improvement
- Innovation
- Quantitative Analysis
- Process Design
Major Achievements
- MicroPort Orthopedics, Led the digital transformation of the sales reporting functionality from static Excel based reports to dynamic PowerBI reports.
- ServiceMaster, Designed and Implemented a new incentive compensation program for Pest Technicians.
- ServiceMaster, Established a new market pricing process resulting in improved and consistent job matches and pricing across job grades and job levels.
- FedEx Services, Implemented a global Incentive Compensation Management System.
- FedEx Services, Led and facilitated the US and global Incentive Compensation Design Committees.
- FedEx Services, Directed the creation of a workflow system facilitating the sales goal and revenue adjustments process.
- FedEx Services, Improved and administered the quarterly sales incentive compensation process.
Additional Information
FedEx Purple Pipeline graduate, A nine-month Leadership Development Program for high performing managers and senior managers in FedEx Services and FedEx TechConnect.
Qualifications And Background
More than 25 years of progressive responsibility and expertise in Sales Incentive Compensation, Sales Territory Optimization, Innovation, Quantitative Analysis, Strategic Planning, and Mentoring, Coaching, and Leadership.
Timeline
Director Sales Analytics/Sales Operations - MicroPort Orthopedics
07.2021 - Current
Solutions Principal, Global Sales Operations - Sales Incentive Compensation - FedEx Services
07.2019 - 07.2021
Senior Director Compensation - ServiceMaster
07.2016 - 04.2019
Manager Global Sales Operations - Sales Incentive Compensation - FedEx Services
01.2003 - 07.2016
University of New Mexico - BA, Economics
University of Arizona - MA, Economics
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