ADP Manager of Territory Optimization – WW Sales Ops in W Des Moines, Iowa

Manager of Territory Optimization – WW Sales Ops

Req Number:159477


Posted Date:August 1, 2018

Work Location(s):Chicago,IL,US


W Des Moines,IA


Florham Park,NJ

Job Title: Manager, Strategic Resource Planning & Market Optimization

Department: ES Sales Operations — Sales Strategy & Planning

BASIC FUNCTION: The Manager of Strategic Resource Planning & Market Optimization will develop and execute on an analytical framework for decision making regarding market segmentation, sales opportunity valuation, coverage models, and territory deployment. This person is expected to partner with BU Sales Leadership, Sales Finance, and other functional areas within Worldwide Sales Operations to identify market opportunities and drive how ADP executes on its sales strategy.


  • Understand industry best practices on customer segmentation and territory coverage, as well as sales force sizing and deployment (mostly in a large account / enterprise space)

  • Determine new ways to segment by assessing overall sales potential, addressable market, and current penetration across various sub-segments

  • Work closely with sales and operations leadership to share coverage and deployment ideas and test relevance through applicable cases

  • Provide credible guidance on both where to deploy roles and in what numbers, including assessing risk of shifts in sales strategy/coverage

  • Continue to refine and modernize account potential modeling tools to help determine optimal customer coverage and sales quota allocation

  • Partner with inside sales to identify market coverage boundaries between field and telesales

  • Develop and deploy sales deployment guidelines to help leaders in making alignment decisions

  • Lead sales territory design process, making recommendations for optimal territory structure across sales roles

  • Partner with sales reporting team to develop standardized territory reporting and drive adoption amongst sales leaders

Key attributes:

  • Complex analytical and modeling skills

  • Ability to formulate problem statements and structure analysis to solve them

  • Excellent written and oral communication skills

  • Excellent relationship-building and interpersonal skills

  • Ability to manage multiple initiatives concurrently

  • Ability to work effectively in cross-functional and matrix teams

  • Ability to influence executive leaders

  • Team and organizational leadership

  • Innovative thinker

  • Ability to adapt in a changing work environment

Software in the Cloud. Experts on the Ground:

ADP powers the working world with comprehensive solutions that drive business success. Consistently named one of the “Most Admired Companies” by FORTUNE® Magazine, and recognized by Forbes® as one of “The World’s Most Innovative Companies,” ADP has over a half-million clients around the globe and 65 years of experience as one of the largest providers of human capital management solutions world-wide.

At ADP, we believe that diversity fuels innovation. ADP is committed to equal employment opportunities regardless of race, color, genetic information, creed, religion, sex, sexual orientation, gender identity, lawful alien status, national origin, age, marital status, non-job related physical or mental disability, or protected veteran status. We support an inclusive workplace where associates excel based on personal merit, qualifications, experience, ability, and job performance.