Director, Commercial Analytics, Sales Compensation

This is a fully remote position, open to applicants in Ohio.

📋 Description

• Direct the analytics, forecasting, and incentive compensation processes for the commercial division.

• Take ownership of the sales compensation strategy, encompassing plan design, quota methodology, and incentive frameworks.

• Lead the annual compensation and quota planning process, from modeling and securing executive approval to documentation and rollout in the field.

• Assess plan effectiveness and cost of sales, providing recommendations for enhancements.

• Supervise monthly and quarterly commission distributions, including controls, audits, dispute resolutions, and exceptions in collaboration with Finance.

• Manage the sales forecasting process and present insights on forecasts, pipeline, and performance to executive leadership.

• Collaborate with Sales leadership and Finance on territory design, capacity planning, sales headcount modeling, and quota distribution.

• Establish and oversee KPI frameworks for representatives, teams, channels, and overall commercial performance.

• Conduct strategic analyses regarding pricing, product mix, customer segmentation, win/loss metrics, and market opportunities.

• Develop and implement the commercial reporting and business intelligence roadmap.

• Work alongside IT and Finance on data architecture, Salesforce and ERP integration, and data governance initiatives.

• Recruit, lead, and mentor sales and compensation analysts.

• Provide counsel to the VP of Commercial Operations and present strategic recommendations to executives and cross-functional leaders.

• Manage the department budget and oversee the analytics and incentive compensation tools and vendors.

• Spearhead process improvement and change management projects.

• Ensure that compensation plans and payouts adhere to company policies, internal controls, and auditing standards.

• Deliver hands-on training for job functions as necessary.

• Undertake additional responsibilities or special projects as assigned.

⛳️ Requirements

• A Bachelor’s degree in Business, Finance, Economics, Statistics, or a related discipline is required.

• An MBA or advanced degree is preferred.

• Over 10 years of experience in sales analytics, sales operations, or incentive compensation is necessary.

• At least 3 years of experience leading and developing analyst teams.

• A demonstrated history of designing and implementing sales compensation plans, quota methodologies, and territory models for a B2B sales environment.

• Preferred experience in capital equipment or healthcare technology sales.

• Expert-level proficiency in Microsoft Excel and Salesforce.

• Proven experience with ERP systems such as SAP, Oracle, or other similar enterprise platforms.

• Familiarity with business intelligence tools like Tableau or Power BI.

• Experience with incentive compensation management software is preferred.

• Ability to influence senior stakeholders and convey financial and analytical insights to executive leadership.

• Strong leadership capabilities, change management experience, and cross-functional collaboration skills.

• Must adhere to and understand Safety, 5S, ISO, and other corporate programs, initiatives, and procedures.

• Reliable and consistent attendance is essential for team performance and productivity.

🏝️ Benefits

• Competitive salary.

• Paid time off.

• Paid holidays.

• Medical, dental, and vision insurance.

• Paid parental leave.

• 401(k) plan with company matching.

• Company-covered Life, AD&D, and Long-term disability insurance.

• Optional Short-term disability, Supplemental Life, AD&D, Identity Theft Protection, Accidental Injury, and Hospital Indemnity insurance.

• Flexible remote work options.

• Emphasis on work-life balance.

• Opportunities for career development.