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Juul Labs · 9 hours ago

Senior Manager, Sales Personnel Performance and Capacity

United States

Full-time

Remote

Senior Level

$162K/yr - $198K/yr

7+ years exp

Juul Labs's mission is to transition the world’s billion adult smokers away from combustible cigarettes. The Senior Manager, Commercial Personnel Performance and Capacity will oversee the governance of incentive compensation programs and the performance evaluation process for all sales personnel, ensuring alignment with company objectives and driving high performance and engagement within the sales teams.

B2CConsumer ElectronicsConsumer Goods

Comp. & Benefits

No H1B

Responsibilities

Lead governance and ongoing optimization of all U.S. commercial compensation programs—including variable plans, quota setting, bonuses, and special incentives—ensuring market competitiveness and strategic alignment

Lead the end-to-end US Commercial performance evaluation process: establish clear, objective performance standards and facilitate calibration sessions for sales teams; manage annual and mid-year review cycles

Conduct regular benchmarking and effectiveness reviews of incentive programs, using data-driven analytics to recommend changes that improve motivation, minimize turnover, and promote pay-for-performance culture

Monitor and audit program compliance, ensuring incentive calculations, communication, and awards are accurate, timely, and adhere to internal governance

Develop and maintain documentation, policies, and decision trees governing plan changes, exceptions, and dispute resolution

Coach managers on the interpretation of plan mechanics, KPIs, and evaluation standards, supporting transparent communication and education at all levels

Leverage technology platforms (Salesforce CRM, Workday HCM), to streamline administration and provide actionable scorecards, dashboards, and reporting for leadership and plan participants

Coordinate post-program performance analysis, including root-cause review of outliers, and surface recommendations for future quotas, performance standards, and incentive design

Analyze territory/account assignments using advanced models to support workload balance

Collaborate with sales leaders for resource planning based on market changes

Develop territory planning playbooks and ongoing capacity reporting

Offer scenarios and recommendations for both planned and ad-hoc reassignments

Ensure new hires are productively and fairly integrated into team workloads

Perform related duties as assigned, within your scope of practice

Qualification

Sales Compensation ProgramsPerformance ManagementIncentive Plan DesignData-Driven AnalyticsSalesforce CRMExcel ProficiencyProject ManagementCommunication SkillsOrganizational SkillsAdaptability

Required

7+ years overseeing sales or commercial compensation programs, performance management/governance, or HR operations in a CPG or closely related sales-driven industry

Deep knowledge of incentive plan design (base/variable mix, accelerators, SPIFs, KPIs, etc.), sales quota methodology, and program compliance best practices

Proven experience facilitating performance calibration, review processes, and personnel evaluations among commercial teams

Comfort with compensation, HCM, and reporting platforms; proficiency in Excel and analytics tools required

Strong project management, policy governance, and communication skills

Strong proficiency in CRM and territory management tools (Salesforce Consumer Goods Cloud and Sales Planning managed package)

Understanding of CPG go-to-market and sales coverage models

Diplomatic communicator, able to gain buy-in for data-driven decisions

Organized and highly adaptable to shifting priorities

Bachelor's Degree in Business, HR, Finance, or related field

Benefits

A place to grow your career. We’ll help you set big goals - and exceed them

People. Work with talented, committed and supportive teammates

Equity and performance bonuses. Every employee is a stakeholder in our success

Cell phone subsidy, commuter benefits and discounts on JUUL products

Excellent medical, dental and vision, disability, and life insurance, plus family support, wellness, legal, and employee assistance program benefits

401(k) plan with company matching

Plus biannual discretionary performance bonuses

Company

Juul Labs

Glassdoor3.3

Juul Labs is a thriving team of scientists, engineers, designers and professionals who are committed to offering adult smokers alternatives to combustible cigarettes, while combating underage use of our products.

Founded in 2015

San Francisco, California, USA

1001-5000 employees