Director, Sales Effectiveness

Overview

This role provides enterprise leadership for the strategy, governance, and operating disciplines that drive consistent sales execution and profitable growth across the commercial organization. The leader establishes the sales performance management framework and directs KPI governance, forecasting, performance scorecards, rep performance reviews, and sales productivity analysis.

What you'll do

• Improve forecast accuracy and reliability at enterprise, region, area, and rep levels.
• Standardize monthly performance scorecards with clear visibility to quota attainment, strategic product mix, pipeline health, and productivity.
• Run consistent sales performance review and coaching routines, including defined actions when performance falls below established quota-attainment thresholds.
• Produce timely and consistent weekly and monthly forecast packages that improve visibility to risk, opportunity, and expected results.
• Own the sales KPI framework, definitions, targets, governance, calculation standards, reporting cadence, and change-control process.
• Own the weekly and monthly forecasting process, 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 the standard operating process for representative and manager performance reviews, including performance-improvement deliverables and actions when results fall below established thresholds.
• Produce sales productivity analysis and scorecards, including quota attainment, pipeline, opportunity progression, strategic product mix, customer activity, and other approved productivity measures.
• Measure sales incentive effectiveness and recommend improvements to align incentive design with commercial priorities.
• Report quarterly on coaching assessments and visibility to completion, quality, and follow-through.
• Report on and analyze opportunities, including pipeline quality, aging, conversion, gaps, risks, and growth opportunities.
• Govern performance reporting for customer and account set-up, including timeliness, completeness, backlog, and issue escalation.
• Recommend corrective actions, operating changes, and leadership interventions to improve forecast accuracy, quota attainment, pipeline execution, productivity, and strategic product performance.
• Recommend performance-improvement actions and escalation paths for sustained underperformance.
• Recommend enhancements to KPIs, dashboards, CRM reporting, sales processes, and incentive measures.
• Inform executive and sales leadership of performance trends, forecast risks, opportunity gaps, productivity drivers, and areas requiring action.
• Inform Finance, Compensation, Product, CRM, Customer Master, and Sales Operations partners of insights and process requirements that affect commercial performance.

What you'll need

• 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 of Excel, Power BI, and Salesforce, with the expertise to use these platforms to inform data-driven decisions for leadership.
• Strong communication and relationship-building skills, with the ability to collaborate cross-functionally.
• Proven ability to lead a team of analysts in a complex organizational structure.
• Ability to build out processes for sales leadership to effectively manage pipeline, customer accounts, and sales reps for growth.
• Understanding of the healthcare environment (GPOs).

Details

• Remote, US.
• Reports directly to the VP, Sales Operations (solid line).
• Works in close partnership and collaboration with Area Sales Directors and Region Vice Presidents (dotted line collaboration).
• Manages 3 direct reports supporting analytics and reporting to conduct deep-dive analyses on sales performance and provide insights.
• Ability to travel up to 20%.
• Anticipated salary range of $170,000 - 180,000 annually plus 20% AIP eligibility; actual compensation may vary based on experience, skills, education and location.