Sales Planning - Project Delivery SME

Prodapt; Chennai District; On-site; INR 1,800,000 - 3,200,000; Full time

Job summary

Prodapt is seeking a senior Sales Planning authority to own quota setting, territory/module design and hierarchy management for the engagement, ensuring accuracy, timeliness and governance across annual planning and in-year changes.

You will guide analyst squads, translate targets into account and seller levels, and maintain governance across planning cycles with a disciplined, data-driven approach.

Qualifications

• 8-12 years in Sales Planning or Sales Operations with hands-on quota and territory expertise.
• Strong command of quota-setting methodologies, territory/module design and hierarchy management.
• Familiarity with SPM/planning tools (e.g., Varicent, Anaplan, Xactly, SAP) and territory-optimisation tools.
• Advanced data skills and proficiency with BI tools (Tableau, Power BI).
• Ability to standardise fragmented processes into governed, repeatable SOPs/runbooks.

Responsibilities

• Quota management - own end-to-end quota setting and allocation; translate targets to account/seller levels.
• Territory & module design - design, assign and rebalance territories/modules, protect seller continuity.
• Hierarchy management - maintain sales hierarchy across joiners/leavers and reorganisations.
• Capacity & coverage modelling - analyse coverage, white space and account load to inform planning decisions.
• In-year adjustments - govern mid-year quota modulations and relief requests with auditable processes.
• Planning cycle governance - drive on-time quota finalisation and reduce post-lock change volume.
• Issue & ticket resolution - address planning queries and reduce recurring demand.
• Reporting & insight - produce attainment, coverage and forecast-to-actual reporting.
• SME guidance & knowledge - coach analysts, maintain SOPs/runbooks and lead knowledge transfer.

Skills

Quota setting

Territory design

Hierarchy management

Data analysis

Stakeholder management

Tools

Varicent

Anaplan

Xactly

SAP

Tableau

Job description

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.

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 opportunity, 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 and territory expertise.
• Strong command of quota-setting methodologies, territory/module design, hierarchy management and capacity/coverage modelling.
• Hands-on familiarity with SPM / planning tooling (e.g., Varicent, Anaplan, Xactly, SAP, or equivalent) and territory-optimisation tools.
• Advanced data skills - Excel to an expert level; comfort with large datasets, reconciliation and BI tools (e.g., Tableau, Power BI).
• Proven ability to standardise fragmented, manual processes into governed, repeatable operating procedures.
• Strong stakeholder management - able to work with Finance, Sales leadership and cross-functional partners, and to represent the function credibly to the client.
• Excellent analytical, documentation and communication skills; comfortable being the escalation point for complex planning questions.