• Develop and maintain strong relationships with decision-makers and stakeholders within key accounts • Serve as the primary point of contact for strategic clients, ensuring high levels of satisfaction and trust • Conduct regular meetings with key clients to understand their business objectives, challenges, and needs • Work closely with clients to align the company’s products or services with their goals • Employ a consultative approach to identify opportunities for new solutions or services within key accounts, proactively addressing client needs and driving revenue growth • Advocate on behalf of clients within the company to ensure their needs are met • Collaborate with internal teams (e.g., product, customer success, marketing) to deliver solutions that exceed client expectations • Focus on developing long-term, mutually beneficial relationships that lead to customer retention, loyalty, and increased lifetime value • Identify opportunities for upselling and cross-selling additional products, services, or solutions to existing key accounts • Proactively grow the account portfolio through strategic discussions and the introduction of relevant offerings • Meet or exceed revenue and performance targets • Track account performance against targets and take necessary actions to ensure goals are achieved • Provide accurate and timely forecasts of account performance, including revenue and renewal expectations • Regularly report on the status of key accounts to senior management • Ensure the renewal of contracts for key accounts, working with clients to understand their evolving needs and proposing solutions that meet these requirements • Actively monitor and manage the health of key accounts, addressing any issues or challenges that may impact satisfaction or retention • Strive to prevent churn by providing proactive support and solutions • Work closely with the customer success and implementation teams to ensure a smooth onboarding process for new clients or new products/services for existing clients • Follow up to ensure that the client is satisfied and realizes the value from the solutions offered • Take the lead in resolving any client concerns or challenges, leveraging internal resources and processes to find timely and effective solutions • Gather feedback from clients regularly and use it to improve service delivery, product offerings, and client interactions • Provide actionable insights to relevant teams • Collaborate with cross-functional teams, including sales, product management, marketing, and customer success, to deliver exceptional service and solutions to key accounts • Stay informed about the company’s products, services, and capabilities • Continuously enhance knowledge to effectively communicate with clients about new features, updates, and offerings • Work with the sales team and senior leadership to support account development and growth strategies • Share insights on customer preferences, pain points, and industry trends • Stay informed about industry trends and the competitive landscape, identifying opportunities for differentiation and areas where the company can offer greater value than competitors • Analyze key account needs and feedback to spot emerging trends, ensuring that the company’s offerings remain relevant and competitive in the marketplace • Maintain accurate and up-to-date records for all key accounts in the CRM system (e.g., Salesforce) • Document all client interactions, meetings, opportunities, and action items • Provide timely reports on account activities, performance, and progress against key metrics and targets • Ensure internal reporting is accurate and reflects the current state of key accounts.

• Presenting franchise brand offerings using marketing materials and store tours • Sending franchise leads to corporate for discovery day tours • Maintaining relationships with existing franchisees in an assigned region • Acting as a leader in the development of franchise growth, affiliations, and partnership arrangements • Working with business brokers and consultants • Attending trade shows across America with the team • Conduct virtual meetings with prospects when necessary

Role Description The Sales Incentive Manager is the end-to-end owner of the company’s sales incentive programs within the People Resources Team Compensation function. This individual contributor role is responsible for designing, modeling, administering, governing, and optimizing sales incentive plans that align seller behavior with business strategy and revenue goals. The role partners closely with Sales Leadership, Finance, HR, and Payroll teams to ensure plans are effective, scalable, understandable, and operationally sound. This is a highly analytical and cross-functional role that combines sales compensation strategy, financial modeling, plan governance, process execution, stakeholder support, and continuous improvement. This role is not for payroll or commission processing; it is a strategic business partner role focused on plan design, effectiveness, and business impact. The ideal candidate is a hands-on owner who can move seamlessly between strategy and execution: designing plans, modeling cost and behavior outcomes, documenting policies, partnering cross-functionally, and improving the sales incentive operating model over time. Key Responsibilities - Sales incentive plan strategy and design - Lead the design and ongoing refinement of sales incentive plans, ensuring alignment with company objectives and desired seller behaviors. - Develop plan components such as measures, weights, thresholds, accelerators, payout mechanics, and special incentives. - Evaluate proposed plan changes through scenario modeling and business impact analysis before implementation. - Analyze plan effectiveness by evaluating seller behavior, attainment distribution, pay-for-performance alignment, and ROI on incentive spend. - Provide recommendations for leadership based on plan performance trends and business outcomes. - Manage the full incentive plan lifecycle - Own the annual incentive planning cycle and support in-year plan updates as business needs evolve. - Translate business strategy into practical, supportable compensation plans that can be operationalized with available systems, data, and processes. - Maintain plan documentation, policy rules, governance standards, and exception management processes to ensure clarity and consistency. - Administer plan governance and operational execution - Partner with key stakeholders to ensure accurate and timely implementation, and operational execution of sales incentive plans. - Establish strong governance over source data, plan rules, exception handling, policy interpretation, and audit readiness. - Partner with Finance on investigating and resolving compensation issues, disputes, and discrepancies in a timely and fair manner. - Reporting, dashboards, and stakeholder communication - Develop dashboards on Xactly and PowerBI, regular reporting, and executive-ready materials on plan performance, commission expense, attainment, and incentive outcomes. - Clearly communicate plan design, changes, and policy interpretations to Sales, Finance, HR, and business leadership. - Serve as a trusted subject matter expert on sales incentive plan design, governance, and administration. - Cross-functional partnership and continuous improvement - Partner with Sales Leadership, Finance, and HR teams to align incentive plans to company strategy and operational realities. - Improve processes, controls, workflows, and system capabilities to increase efficiency, transparency, and scalability. - Conduct market benchmarking and external research to keep plans competitive and aligned with industry practice. Qualifications - Bachelor’s degree in Finance, Accounting, Business, Economics, HR, or a related field. - Professional certification in sales compensation is a plus (e.g., Certified Compensation Professional (CCP®), Aon Certified Sales Compensation Expert, AIHR Sales Compensation Certificate). - 5–8+ years of experience in sales compensation, incentive compensation, revenue operations, finance, or sales operations with direct responsibility for incentive plan design and/or administration. - Experience with incentive compensation platforms and related reporting/planning tools such as Salesforce and Xactly. - Strong experience with financial modeling, forecasting, and scenario analysis. - Demonstrated ability to work independently, manage multiple priorities, and operate successfully in a fast-paced environment. - Excellent analytical, problem-solving, communication, and stakeholder management skills. - High attention to detail and strong judgment in plan interpretation, policy application, and issue resolution. Requirements - #LI-REMOTE - #LI-NR2 - The annualized base salary for this role will range between $110,000 and $130,000. Base compensation is reflective of many factors, including, but not limited to, the market in which one lives/works, individual education level, skills, certifications and experience. Note: variable compensation is not reflected in these figures and based on the role, may be applicable. Company Description USA TODAY Co., Inc. is a proud equal opportunity employer committed to building and maintaining a diverse workforce. As such, we will consider all qualified applicants for employment and do not discriminate in connection with employment decisions on the basis of an applicant or employee’s race, color, national origin, ethnicity, ancestry, citizenship status, sex, gender, gender identity, gender expression, religion, age, marital status, personal appearance (including height and weight), sexual orientation, family responsibilities, physical or mental disability, medical condition, pregnancy status (including childbirth, breastfeeding or related medical conditions), education, genetic characteristics or information, political affiliation, military or veteran status or other classifications protected by applicable federal, state and local laws in the jurisdictions where USA TODAY Co. employs employees. In addition, USA TODAY Co., Inc. will provide applicants who require a reasonable accommodation, as a result of an applicant’s disability or religion, to complete this employment application and/or any other process in connection with an individual's application for employment with USA TODAY Co., Inc. Applicants who require such accommodation should contact USA TODAY Co., Inc.’s Recruitment Department at Recruit@usatodayco.com. Applicants must be authorized to work in the applicable location. Applications from outside these regions will be removed from our system after submission.

The Senior Director, Equipment Sales provides strategic and operational leadership for the Equipment Sales and Leasing teams and is accountable for achieving sales, revenue growth, and retention targets. This role leads the development and execution of the sales strategies that drive account growth, retention, renewal, and expansion of new business opportunities with National reach. They drive and champion the vision, mission, and strategy to align with the BU goals and objectives. Key activities for this position include strategic planning, direct and indirect sales execution, and sales strategy. The Sr Director must have strong development and management skills coupled with strong strategic planning, organizational and implementation skills. The Sr Director will need to possess a creative problem-solving mindset, an entrepreneurial spirit, excellent people skills, and prior experience leading sales. They will partner cross functional business teams to ensure sales embraces pragmatic analytic solutions. This position is responsible for $250.6m+ in revenue. Leadership - Work to build a team environment with strong morale, positive energy, and a goal-oriented culture. - Actively provide development opportunities for staff; provide specific and objective feedback to maximize performance. - Coach Directors/Managers on techniques to provide consistent improvement in their skills and results; this will include day-to-day problem solving and coaching their own team members to meet performance goals. - Foster open communication with team members, and clearly communicate importance of team's vision, direction, and priorities. - Establish mission critical policies and procedures. - Foster a positive business climate which motivates team members and holds them accountable. - Demonstrate the flexibility necessary to adjust to changing/additional duties and responsibilities as the markets and company change. Develop Business Strategy - Develop an overall strategy for assigned product(s) and market(s) in partnership with Leadership, the National and Regional Sales team, and direct reports. - Contribute and provide insight into the direction for pricing/packaging, product, customer service, marketing, sales channels, and strategy. Develop and Deliver Revenue Goals - Develop and apply a thorough knowledge of the industry and competitive activity, both nationally and at the local level, translating this knowledge into appropriate plans and programs. - Work closely across Sales teams, Product Management, Marketing and Finance groups, and identify top revenue/share producing opportunities. - Facilitate and execute plans to leverage business opportunities. - Budget and forecast sales goals for the Business Unit/s and identify how to best utilize all resources to achieve sales goals. This position is responsible for $250.6m in revenue. Manage Metrics, Budget, and Reporting - Define the business requirements needed to develop the operational infrastructure required to deliver against goal. - Facilitate and deliver appropriate business and financial metric reporting. - Build and execute an annual business plan and manage divisional expense budget effectively. - Measure and communicate progress to goal and performance to standards. Sales Management - Lead, manage, coach, and develop Directors/direct reports. - Oversee hiring, training and development of teams. - Advocate and ensure the promotion of sales goals and objectives. - Develop regular action plans with Directors/direct reports to improve sales performance. - Establish success metrics and evaluate performance of all initiatives and programs. - Identify opportunities to leverage current promotional / sponsorship to enhance business. - Attend select local and national industry events. - Maintain ongoing awareness of market conditions and trends to ensure effective reaction to market changes. - Propose and execute policies and programs to achieve maximum sales potential for products and/or services. - Collaborate with business partners to continuously review and improve compensation, training, and sales incentive programs. - Maintain involvement with business/professional organizations in order to build professional relationships. Required Experience & Specialized Knowledge and skills - BA/BS degree required + 12 or more years of relevant work experience in a related field (sales with a strategic focus - OR MS degree + 10 years of experience - OR Ph.D. degree + 7 years of experience - OR 16 + years of experience with no degree - 7+ years of progressive leadership experience - Demonstrated business understanding and working knowledge of best practices. - Financial literacy skills, ability to analyze client P&L, 10k, and other financial documents and interpret revenue, cost, and margin trends effectively. - Strategic thinker with passion for the customer and an ability to think creatively and analytically. - Product development and brand management experience strongly preferred. - Strong knowledge of fleet industry required. - Entrepreneurial, self-starter with strong point of view and ability to deliver and execute vision is required. - Strong written and verbal presentation, communication, interpersonal, and problem-solving skills required. - Demonstrated ability to work across a broad range of internal and external constituents and cultures. - Ability to travel up to 50% (day and overnight) as needed is required. - Other duties as needed or required. - Requires physical ability and mental acuity to execute the duties of the position successfully within required timeframes in order to meet business requirements. USD 182,300.00 - 303,900.00 Compensation: Compensation includes a base salary in the range of $182,300.00 - $303,900.00. The salary rate may vary within the anticipated range based on factors such as the ultimate location of the position and the selected candidate's experience. In addition to the salary range identified herein, this role is also eligible for an annual incentive/commission target of $72,300.00. Benefits: The Company offers eligible employees the flexibility to take as much vacation with pay as they deem consistent with their duties, the company's needs, and its obligations; seven paid holidays throughout the calendar year; and up to 160 hours of paid wellness annually for their own wellness or that of family members. Employees are also eligible for additional paid time off in the form of bereavement leave, time off to vote, jury duty leave, volunteer time off, military leave, and parental leave. Applicants must currently be authorized to work in the United States for any employer without current or future sponsorship. EOE, including disability/vets