Who We Are Lennox (NYSE: LII) , driven by 130 years of legacy in HVAC and refrigeration, provides our residential and commercial customers with industry-leading climate-control solutions. At Lennox, we win as a team, aiming for excellence and delivering innovative, sustainable products and services. Our culture guides us and creates a workplace where all employees feel heard and welcomed. Lennox is a global community that values each team member’s contributions and offers a supportive environment for career development. Come, stay, and grow with us. What Drives Success Lennox Commercial HVAC is modernizing the infrastructure that supports territory design, quota management, sales compensation, and commercial planning across a complex national sales organization. This role will lead foundational initiatives related to planning systems, compensation governance, and scalable operating frameworks that support revenue growth and organizational alignment. The role offers significant visibility across Sales, Finance, IT, and executive leadership, with the opportunity to shape how commercial performance is planned, measured, and rewarded. Mission Design and operationalize the systems that drive sales behavior – territories, quotas, and compensation – while leading implementation of integrated planning and compensation infrastructure. Role Positioning Functional owner for Sales Planning & Compensation within Revenue Operations Leads enterprise initiatives through influence across Sales, Finance, IT, and external partners Operates with significant autonomy and visibility across leadership stakeholders Player-coach responsible for delivering outcomes while coordinating cross-functional resources Scope of Responsibility Territory & Coverage Design Design and optimize territory models in partnership with sales across direct accounts, contractors, engineering firms, and channel partners Align coverage, including overlay responsibilities, to market opportunity, account potential, and strategic priorities Continuously assess and refine territory structures based on performance and market shifts Quota Planning & Management Develop scalable quota-setting methodologies aligned to growth objectives Align quotas to market opportunity and commercial strategy Manage in-year adjustments, governance, and performance calibration Sales Planning Systems In partnership with IT, lead the implementation of SAP Territory & Quota software and eventual integration with existing SAP C ommission (C allidus ) software Define data model and business rules Drive adoption across leadership Sales Incentive Plan Design Design compensation plans aligned to revenue growth, margin objectives , and strategic priorities Balance simplicity, fairness, and behavioral alignment across plans Partner with Sales, Finance, and HR leadership on compensation strategy and governance Incentive Program Administration Oversee day-to-day administration and accuracy of incentive compensation processes, including SAP Commission ( Callidus ) s ystem administration Manage SPIFFs and short-term incentive programs Partner with Finance and Payroll to ensure accurate and timely compensation processing Incentive Program Governance Drive professionalization of incentive compensation programs through standardized communication, documentation, rollout, and governance processes Define the onboarding and education approach for new hires Ensure clear and consistent communication of goals, metrics, and performance throughout the year Own governance model for plan interpretation, exception handling, and dispute resolution Develop and maintain a single source of truth documentation for compensation plans Continuously improve clarity, usability, scalability, and perceived fairness of compensation programs Operating Model Lead through influence across Sales, Finance, IT, and Rev enue Operations Coordinate dedicated matrixed offshore resources supporting planning and compensation operations Build scalable processes and governance frameworks to support organizational growth Key KPIs Quota attainment distribution Coverage efficiency Compensation accuracy and timeliness Compensation plan effectiveness and alignment Adoption of planning and compensation systems What We Are Looking For