Overview

To act as the senior domain authority for Sales Planning across the engagement — owning the “how it should work” for quota setting, territory/module design and hierarchy management, guiding the analyst squads, and safeguarding accuracy, timeliness and governance across the annual planning cycle and in-year changes.

Responsibilities

• Quota management — own the end-to-end quota-setting and allocation process: translate finance/budget targets to account and seller level, run zero-sum and over-assignment logic, and issue target letters accurately and on time.
• Territory & module design — design, assign and rebalance territories/modules using prospect, capacity and coverage inputs; protect seller continuity while improving balance and fairness.
• Hierarchy management — maintain the sales hierarchy (account-to-seller alignment, overlays, parent rollups) through joiners, leavers and reorganisations, keeping downstream systems consistent.
• Capacity & coverage modelling — analyse coverage,



white space and account load vs capacity to inform planning decisions with data rather than intuition.
• In-year adjustments — govern mid-year quota modulations, relief requests and re-alignments through a disciplined, auditable change process.
• Planning cycle governance — run the planning calendar to plan; drive on-time quota finalisation and reduce post-lock change volume.
• Issue & ticket resolution — resolve escalated planning queries (missing sales, alignment, hierarchy) and drive down recurring demand through root-cause and prevention.
• Reporting & insight — produce attainment, coverage and forecast-to-actual reporting; ensure reporting accuracy, not just timeliness.
• SME guidance & knowledge — coach and unblock the analyst squads, author and maintain SOPs/runbooks and the exception library, and lead knowledge transfer during transition.

Requirements

• 8–12 years in Sales Planning, Sales Operations or Sales Performance Management (SPM), with deep hands-on quota

📌 Sales Planning (Chennai)
🏢 Prodapt
📍 Chennai