Director, Sales Effectiveness

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

📋 Description

• Provide strategic leadership at the enterprise level for the governance, strategy, and operational disciplines that ensure consistent sales execution and profitable growth.

• Develop the framework for sales performance management.

• Oversee KPI governance, forecasting, performance scorecards, reviews of representative performance, and analysis of sales productivity.

• Transform commercial and financial priorities into actionable insights, standardized management routines, and clear accountability.

• Enhance forecast accuracy and reliability across enterprise, region, area, and representative levels.

• Standardize monthly performance scorecards, focusing on quota attainment, strategic product mix, pipeline health, and productivity metrics.

• Implement consistent sales performance review and coaching routines, including actions for those falling below quota-attainment thresholds.

• Produce weekly and monthly forecasting packages that highlight risks, opportunities, and expected outcomes.

• Manage the sales KPI framework, including definitions, targets, governance, calculation standards, reporting rhythm, and change-control procedures.

• Oversee the weekly and monthly forecasting processes, including package standards, review schedules, assumptions, visibility of risks and opportunities, and accuracy reporting.

• Manage monthly performance scorecards for sales representatives, managers, regions, and areas.

• Establish standard operating processes for performance reviews of representatives and managers, including performance-improvement deliverables and actions.

• Conduct sales productivity analysis and scorecards that assess quota attainment, pipeline status, opportunity progression, strategic product mix, customer engagement, and other approved metrics.

• Evaluate the effectiveness of sales incentives and suggest improvements to align incentives with commercial goals.

• Provide quarterly coaching assessment reports along with visibility into completion, quality, and follow-through.

• Lead reporting and analysis of opportunities, focusing on pipeline quality, aging, conversion rates, gaps, risks, and growth prospects.

• Govern and report on customer and account setup performance, examining timeliness, completeness, backlog, and escalation of issues.

• Suggest corrective measures, operational changes, leadership interventions, performance-enhancement actions, escalation paths, KPI improvements, dashboard upgrades, CRM reporting enhancements, changes to sales processes, and enhancements to incentive measures.

• Keep executive and sales leadership informed about performance trends, forecast risks, opportunity gaps, productivity drivers, and areas needing action.

• Relay relevant insights and process requirements to Finance, Compensation, Product, CRM, Customer Master, and Sales Operations partners.

• Supervise three direct reports who conduct in-depth sales performance analyses and provide insights.

⛳️ Requirements

• A bachelor's degree is required.

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

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

• Advanced proficiency in Excel, Power BI, and Salesforce.

• Expertise in using Excel, Power BI, and Salesforce to support data-driven leadership decisions.

• Excellent communication and relationship-building skills, with the ability to collaborate across functions.

• Proven capability to lead a team of analysts within a complex organizational structure.

• Ability to design processes that empower sales leadership to manage pipeline, customer accounts, and sales representatives effectively for growth.

• Familiarity with the healthcare environment, including Group Purchasing Organizations (GPOs).

• Willingness to travel up to 20% of the time.

• Reports directly to the VP of Sales Operations.

• Collaborates closely with Area Sales Directors and Region Vice Presidents.

• Supervises three direct reports who support analytics and reporting functions.

🏝️ Benefits

• Comprehensive healthcare plan that includes medical, dental, and vision coverage starting on day one for full-time employees.

• Educational assistance available for eligible employees enrolled in an approved, accredited collegiate program.

• Employer-paid life insurance and disability coverage.

• Voluntary supplemental life, hospitalization, critical illness, and other insurance options.

• Adoption assistance provided.

• Fertility benefits included in the medical plan.

• Parental leave offered.

• Health Savings Account (HSA) available.

• 401(k) retirement plan.

• Paid sick days, short-term leave, holidays, vacation days, personal days, and additional leave options.

• Teammate Assistance Program (TAP) available.

• Calm Health services offered.

• Cancer Resources Services included.

• Discount programs available.

• Eligibility for a 20% Annual Incentive Plan (AIP).