Director, Sales Effectiveness

Job not on LinkedIn

🔥 1 minute ago

🇺🇸 United States – Remote

💵 $170k - $180k / year

⏰ Full Time

🔴 Lead

🤑 Sales

🦅 H1B Visa Sponsor

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Owens & Minor

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 1882

📦 Logistics

💼 Consulting

🏥 Healthcare

💰 Post-IPO Debt on 2022-03

Logistics • Consulting • Healthcare

Owens & Minor is a global healthcare solutions company that provides essential products and services to support care from the hospital to the home. The company specializes in healthcare logistics, inventory management, supply chain solutions, and infection prevention. It offers logistics solutions to reduce costs and eliminate complexities for both acute and non-acute healthcare settings. Owens & Minor is also involved in consulting, helping improve healthcare supply chains and partnerships. The company is dedicated to empowering healthcare providers and serving patients, manufacturers, and communities with its range of products and services.

📋 Description

• Provide enterprise leadership for the strategy, governance, and operating disciplines driving consistent sales execution and profitable growth • Establish the sales performance management framework • Direct KPI governance, forecasting, performance scorecards, representative performance reviews, and sales productivity analysis • Drive commercial and financial priorities into actionable insights, standardized management routines, and clear accountability • Improve forecast accuracy and reliability at enterprise, region, area, and representative levels • Standardize monthly performance scorecards covering quota attainment, strategic product mix, pipeline health, and productivity • Establish consistent sales performance review and coaching routines, including actions for performance below quota-attainment thresholds • Deliver weekly and monthly forecast packages showing risk, opportunity, and expected results • Own the sales KPI framework, definitions, targets, governance, calculation standards, reporting cadence, and change-control process • Own weekly and monthly forecasting processes, package standards, review cadence, assumptions, risk and opportunity visibility, and forecast-accuracy reporting • Own monthly performance scorecards for sales representatives, managers, areas, and regions • Own standard operating processes for representative and manager performance reviews, including performance-improvement deliverables and actions • Own sales productivity analysis and scorecards covering quota attainment, pipeline, opportunity progression, strategic product mix, customer activity, and other approved measures • Measure sales incentive effectiveness and recommend improvements aligning incentives with commercial priorities • Provide quarterly coaching assessment reporting and visibility into completion, quality, and follow-through • Lead opportunity reporting and analysis, including pipeline quality, aging, conversion, gaps, risks, and growth opportunities • Govern and report on customer and account setup performance, including timeliness, completeness, backlog, and issue escalation • Recommend corrective actions, operating changes, leadership interventions, performance-improvement actions, escalation paths, KPI enhancements, dashboard improvements, CRM reporting enhancements, sales-process changes, and incentive-measure enhancements • Inform executive and sales leadership about performance trends, forecast risks, opportunity gaps, productivity drivers, and areas requiring action • Inform Finance, Compensation, Product, CRM, Customer Master, and Sales Operations partners of relevant insights and process requirements • Lead three direct reports conducting deep-dive sales performance analyses and providing insights

🎯 Requirements

• 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 • Expertise using Excel, Power BI, and Salesforce to inform data-driven leadership decisions • Strong communication and relationship-building skills with ability to collaborate cross-functionally • Proven ability to lead a team of analysts in a complex organizational structure • Ability to build processes for sales leadership to manage pipeline, customer accounts, and sales representatives for growth • Understanding of the healthcare environment, including GPOs • Ability to travel up to 20% • Reports directly to the VP, Sales Operations • Works in close partnership with Area Sales Directors and Region Vice Presidents • Three direct reports supporting analytics and reports

🏖️ Benefits

• Comprehensive healthcare plan including medical, dental, and vision plans starting on day one for full-time teammates • Educational assistance for eligible teammates enrolled in an approved, accredited collegiate program • Employer-paid life insurance and disability coverage • Voluntary supplemental life, hospitalization, critical illness, and other insurance programs • Adoption assistance • Fertility benefits included in the medical plan • Parental leave • Health Savings Account (HSA) • 401(k) • Paid sick days, short-term leave, holidays, vacation days, personal days, and additional leave • Teammate Assistance Program (TAP) • Calm Health • Cancer Resources Services • Discount programs • 20% AIP eligibility