This is a Hybrid position requiring an on-site presence 3-4 days per week in Houston, TX. Please note that the number of days on-site can increase based on business needs.

Executive Summary

We are seeking a Senior Manager, Finance – Local Sales to serve as the strategic finance partner to field sales leadership, USFS market teams, and Global Support Center (GSC) partners. This role provides financial leadership across sales productivity, local sales headcount strategy, field compensation design, profitable investment (ROI) governance, and expense leverage.

The successful candidate will align local sales execution with disciplined financial management, ensuring headcount deployment, compensation structures, and both field and corporate expense growth are supported by measurable return and operating income improvement. This is a high-visibility USFS finance leadership role requiring strong analytical rigor, business acumen, and cross-functional influence.

Key Responsibilities

Financial Planning & Performance Management

• Lead annual operating plan, monthly forecasts, and monthly reconciliation for field sales expense, field compensation, sales-related GSC expense, and local sales headcount.
• Develop driver-based forecasting models linking volume, margin, productivity, and headcount capacity.
• Deliver structured monthly performance reviews and operating income bridges to senior leadership.

Profitable Investment & Expense Leverage

• Drive field-level expense discipline relative to gross profit and productivity performance within sales expense.
• Collaborate with GSC partners to ensure corporate sales-related expense growth aligns with enterprise value creation.
• Support driver-based and zero-based expense reviews.

Sales Productivity & Local Sales Headcount Strategy

• Partner across the organization on analytics related to sales productivity, territory productivity, and retention trends.
• Lead local sales headcount capacity modeling, ramp analysis, and incremental headcount ROI analysis.
• Partner with Market VPs of Sales to align hiring and territory coverage decisions with measurable financial return thresholds.

Field Compensation Design

• Provide financial modeling and analytical leadership in the design and evaluation of field compensation structures.
• Assess plan performance relative to profitability, productivity, and cost variability.
• Support annual compensation planning and accrual forecasting processes.

Cross-Functional Partnership

• Collaborate closely with Market VPs of Sales, Market CFOs, GSC Merchandising Leadership, Field Finance, and GSC partners.
• Translate complex financial analysis into clear, actionable operational recommendations.
• Enhance financial reporting tools, systems, and processes to improve accuracy, efficiency, and accessibility of financial data.

Qualifications

• Bachelor’s degree in finance, Accounting, Economics, or related field (MBA or CPA preferred).
• 7+ years of experience in financial planning and analysis, preferably supporting sales, marketing, corporate expenses, or strategic initiatives.
• Proven ability to influence senior operational stakeholders in a matrixed environment.
• Strong technical skills: knowledge of financial reporting software (SAP, BPC, Oracle, Hyperion, or similar) preferred.

Technical Skills & Abilities

• High degree of business acumen, judgment, and intellectual curiosity.
• Proactive approach to identifying issues, developing solutions, and driving continuous improvement in financial processes.
• Ability to translate financial data into actionable business insights and recommendations.
• Experience managing and developing teams, as well as working cross-functionally with various business units.
• Strong executive communication and presentation skills.
• General understanding of sales operations, expense management, corporate expense management, and financial decision-making.
• Advanced Excel skills; experience with Power BI or other visualization tools preferred.

This role is ideal for a commercially oriented finance leader who thrives at the intersection of analytics, strategy, and field execution, and who can elevate financial rigor across local sales operations.

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