Position Summary
• Lead the Sales Expense & Variable Compensation FP&A; team within the Finance Center of Excellence.
• Serve as strategic finance partner to Sales Controllers and Business Operations leaders.
• Own planning, forecasting, reporting and analytics for sales operating expenses, headcount, labor costs and incentive compensation.
• Drive insights, governance and decision support enabling efficient investment and workforce decisions.
• Very strong people management skill is one of the key requirements for this position.

Key Responsibilities
• Lead annual operating plan, quarterly forecasts and monthly outlooks for Sales OPEX and headcount.
• Manage forecasting and reporting of compensation, benefits, travel, training and discretionary spend.
• Own workforce planning including hiring assumptions, attrition, vacancies and organizational changes.
• Lead forecasting and accrual management for commissions, bonuses and sales incentive programs.
• Partner with Compensation and HR teams to evaluate financial impact of plan changes.
• Prepare executive reporting packages, close analyses and management presentations.
• Perform variance analysis versus budget, forecast and prior year.
• Develop financial models, scenarios and sensitivity analyses supporting business decisions.
• Identify risks and opportunities and recommend mitigation actions.
• Drive automation, process standardization and reporting improvements.
• Ensure strong controls, governance and data integrity across planning processes.
• Lead and develop a high performing FP&A; team.



Core KPIs Supported
• Sales organization operating expenses
• Headcount and workforce metrics
• Personnel cost forecasting
• Incentive compensation expense
• Budget adherence and savings initiatives
• Forecast accuracy
• Productivity and span of control metrics Leadership & People Management
• Manage, coach and develop a team of FP&A; professionals.
• Create succession plans and capability-building programs.
• Establish performance standards and ensure timely delivery of commitments.
• Promote collaboration, accountability and continuous improvement. Technical & Professional Skills
• Advanced FP&A; and financial modeling expertise.
• Deep knowledge of workforce planning and personnel cost forecasting.
• Solid understanding of sales incentive compensation programs.
• Advanced Excel and PowerPoint skills.
• Experience with Hyperion, Essbase, SmartView, Power BI or Tableau.
• Excellent executive communication and stakeholder management skills. Education & Experience
• 15+ years of progressive experience in FP&A;, Corporate Finance, Commercial Finance or Business Finance.
• Experience leading teams of six or more professionals in a global environment.
• Experience supporting large sales organizations through expense and workforce planning.
• Bachelor’s degree in Finance, Accounting, Commerce, Economics, Business Administration, Engineering, Mathematics, Statistics or related discipline.
• MBA (Finance), CA, CMA, CPA, CFA or equivalent postgraduate qualification strongly preferred.

📌 Financial Planning and Analysis (India)
🏢 ADP
📍 India