Sales Planning - Project Delivery SME

Prodapt Solutions Private Limited; Chennai District; On-site; INR 1,800,000 - 2,400,000; Full time

Job summary

Prodapt Solutions Private Limited is seeking a Senior Sales Planning professional to own quota setting, territory design and governance across annual planning and in-year changes. You will guide analysts, ensure accuracy and timely execution, and coordinate with Finance and Sales leadership to optimise coverage and hierarchy alignment.

Role requires deep hands-on experience in quota methodologies, territory modules, and capacity modelling, with strong data skills and experience with SPM tools.

Qualifications

• 8–12 years in Sales Planning, Sales Ops or SPM with quota/territory expertise.
• Strong in quota-setting methods, territory/module design and capacity/coverage modelling.
• Hands-on with SPM planning tools (Varicent, Anaplan, Xactly, SAP or equivalent).
• Advanced data skills; Excel expert and experience with BI tools (Tableau/Power BI).
• Able to standardise fragmented processes into governed SOPs/runbooks.
• Strong stakeholder management with Finance and Sales leadership.

Responsibilities

• Quota management: end-to-end quota setting and allocation; translate targets to letters.
• Territory/module design: assign/rebalance territories to balance coverage.
• Hierarchy management: maintain account-to-seller alignment and rollups.
• Capacity & coverage modelling: analyse data to inform planning decisions.
• In-year adjustments: govern mid-year quota changes with an auditable process.
• Planning cycle governance: run calendar to ensure on-time quota finalisation.
• Issue & ticket resolution: resolve planning queries and prevent recurring demand.
• Reporting & insight: produce attainment, coverage and forecast-to-actual reports.
• SME guidance & knowledge: coach analysts and maintain SOPs/runbooks.

Skills

Quota setting

Territory design

Hierarchy management

Capacity modelling

SPM tooling

Excel advanced

BI tools

Stakeholder mgmt

Analytical skills

Tools

Varicent

Anaplan

Xactly

SAP

Excel

Tableau

Power BI

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.

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.