Manager Sales Planning & Quota

Build your best future with the Johnson Controls team 

What you will do

As the Manager – Sales Incentives Planning & Quotas, you will own the design, documentation, and continuous improvement of global playbooks, tools, and governance frameworks that enable regions to execute quota-setting processes effectively and to apply sales incentive standards in close partnership with the Total Rewards / Sales Compensation team. This role does not execute incentive or quota plans, nor does it own the sales incentive planning (SIP) process. Instead, it serves as a global enabler and advisor—collaborating with the Compensation team on incentive-related standards, while owning quota playbooks, methodologies, and tools that regions use to plan and execute with quality and consistency.

The role focuses on building scalable, repeatable processes and helping regions translate global commercial intent into consistent local action

How you will do it

Sales Incentive Planning (SIP) Playbooks & Standards

• Collaborate with Total rewards to design, document, and maintain global sales incentive planning playbooks, standards, and guardrails.

• Prepare guidance, scenarios, and recommendation frameworks to support regional and global SIP governance discussions

Quota Planning Methodologies & Guidance

• Own global quota-setting methodologies, allocation frameworks, and playbooks aligned to growth strategy, role design, territory models, and capacity assumptions.

• Define standard approaches, assumptions, and guardrails for quota allocation across roles, segments, and geographies.

• Develop validation logic, risk indicators, and quality thresholds to assess quota coverage, fairness, and achievability.

• Provide regions with analytical models, tools, and structured guidance to support quota planning decisions.

Tools, Analytics & Insight Enablement

• Build and curate standardized quota planning tools (e.g., quota models, allocation templates, scenario planning tools) for regional use.

• Partner with Analytics, Sales Operations, and Total Rewards to align inputs and outputs across quota and incentive planning.

• Define core metrics, diagnostics, and review materials to assess quota health, distribution, and outcomes.

• Translate complex analyses into clear insights and implications for regional leaders and governance forums.

Regional Enablement & Adoption

• Act as the global subject matter expert for quota planning processes, standards, and planning timelines.

• Enable regions through playbooks, training, documentation, and hands-on guidance to ensure consistent application of quota methodologies.

• Collaborate closely with the Total Rewards / Sales Compensation team to align quota guidance with incentive plan mechanics.

• Identify recurring challenges or gaps in regional quota execution and evolve tools and guidance accordingly.

What we look for

Required

• Experience in sales effectiveness, sales operations, quota planning, or commercial planning.

• Strong understanding of quota allocation and capacity planning principles; working knowledge of sales incentives.

• Demonstrated ability to build playbooks, tools, and scalable planning frameworks.

• Strong analytical and conceptual skills with the ability to simplify complex planning topics.

• Proven ability to influence without direct authority and work across global regions.

• Excellent written and verbal communication skills; comfortable creating executive-ready guidance.

HIRING SALARY RANGE: $112,000 to $168,000 (Salary to be determined by the education, experience, 
knowledge, skills, and abilities of the applicant, internal equity, and alignment with market 
data.) This role offers a competitive Bonus plan that will take into account individual, group, 
and corporate performance. This position includes a competitive benefits package. The 
posted salary range reflects the target compensation for this role. However, we recognize 
that exceptional candidates may bring unique skills and experiences that exceed the typical 
profile. If you believe your background warrants consideration beyond the stated range, we 
encourage you to apply. To support an efficient and fair hiring process, we may use 
technology assisted tools, including artificial intelligence (AI), to help identify and evaluate 
candidates. All hiring decisions are ultimately made by human reviewers. For details, please 
visit the About Us tab on the Johnson Controls Careers site at 
https://jobs.johnsoncontrols.com/about-us

Johnson Controls International plc. is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, genetic information, sexual orientation, gender identity, status as a qualified individual with a disability or any other characteristic protected by law. To view more information about your equal opportunity and non-discrimination rights as a candidate, visit EEO is the Law. If you are an individual with a disability and you require an accommodation during the application process, please visit here.