Job Description: This role is responsible for driving sales effectiveness and performance by delivering actionable insights, optimizing pipeline managing, and enabling data-driven decision-making across the commercial organization. This leader will manage a team that provides performance analysis, reporting, and process optimization to maximize productivity and profitability across the sales teams.

The anticipated salary range for this position is $110,000 - 120,000 annually plus 10% AIP eligibility. The actual compensation offered may vary based on job related factors such as experience, skills, education and location. The ideal candidate will reside in central or east coast of the US.

Core Responsibilities:

Outcomes/Measures of Success:

• Account Plan Effectiveness - % of Account Plan objectives achieved and delivered on-time

• Forecast Accuracy and Reliability

• Quota attainment and sales productivity metrics

• Achievable, margin accreditive opportunity roadmaps for all key accounts

Owns:

• Development of Account Planning process that incorporates customer value strategy and execution along with tracking of measurable outcomes

• Bi-Monthly scorecard and stack ranking of reps including ride-along progress report processes and tracking

• Key Strategic Product Performance rankings by sales rep and by customer dashboards

• Monthly KPI review formats with insights around performance and scorecard management

• Pipeline Management review formats including identification of trends, gaps, and opportunities

Recommends:

• Actions and changes in order to improve pipeline or sales productivity

• Focus areas for underperformance regions or reps

• Opportunities for margin improvement and growth at account

Informs:

• Sales Leadership of performance trends, risks, and region / area -level shortfalls

• Product leadership of roadmaps and anticipated opportunity growth

• Gaps or opportunities to financial forecast metrics

Qualifying Experience:

• Bachelor’s degree required

• 5-8+ years of experience in sales operations or sales analytics roles

• Strong analytical skills with experience in pipeline analysis, forecasting, and KPI reporting

• Advanced knowledge in Excel, Power BI, and Salesforce and expertise to use platforms to inform data-driven decisions for leadership

• Strong communication and relationship-building skills with ability to collarborate cross-functionally

• Proven ability to lead team of analysts in complex organizational structure

• Ability to build out processes for sales leadership to effectively manage pipeline, customer accounts, and sales reps for growth

• Understanding of healthcare environment (GPOs)

• Ability to travel (up to 20%)

If you feel this opportunity could be the next step in your career, we encourage you to apply. This position will accept applications on an ongoing basis.

Owens & Minor is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, national origin, sex, sexual orientation, genetic information, religion, disability, age, status as a veteran, or any other status prohibited by applicable national, federal, state or local law.

Originally posted on Himalayas