The Director, Sales Operations & Business Analytics creates the vision, provides strategic direction, and leads the overall sales operations for the Field, as they pertain to Sales Compensation, Forecasting, Sales Resources, Sales Force Effectiveness (SFE), & Business Analytics. This individual exhibits expertise and directs associates in identifying innovative data methodologies into deep actionable insights and analytics to enhance management decision-making and drive the sales of a multi-channel $1+ billion dollar business -- via capabilities in sales analyses, segmentation and targeting, performance reporting, and sales forecast modeling. She/he will recognize that key insights from the data is the engine that fuels creativity and innovation; design, develop and implement analytical models using appropriate data mining and statistical tools to generate recommendations to resolve issues and identify business opportunities. The role will leverage customer information such as transactional sales data, account data, and syndicated data to advise sales strategies/tactics and make sales decisions.
Serving as a Department Leader accountable for Sales Force Automation, Commercial Analytics, Sales Analytics, Incentive Compensations Plans and Sales Force Sizing, Alignments and Structure, Data Management, and External Partner and Data Management (ZS Associates, TerrAlign, SAP, MicroStrategy, C3i, etc.)
Collect sales and call data, apply statistical techniques for input into development of sales forecasts and sales force unit allocations, provide analytic support and management reporting to the Sales Management team
Monitor process for customer target identification, field force collaboration, promotion response modeling, territory alignments and call plan development
Represent the department (Sales Operations & Analytics) in multiple work streams and projects at local, regional and national sales and sales training meetings
Lead field force incentive compensation including program development, interim reporting, and payment calculations and awards and recognition programs
Lead Business Analytics team to proactively provide actionable business insights to influence business decisions
Oversee Sales Operations and Analytics Budget preparation and monthly analysis and updates as required
Liaise with senior sales and marketing management on the design, development and implementation of special projects intended for strategic business alternatives and reward for performance programs
Establishes and maintains relationships with multiple vendors and negotiate critical contracts with vendors.
Partner with other stakeholders (Finance, Marketing, Service, IT, HR, Corporate Accounts, etc.) and external (Data, Software, Analytics) to develop synergistic strategies and tools to maximize the execution of sales plans.
Qualifications
A Bachelor’s Degree is required. An MBA is preferred
A minimum of 10 years’ overall healthcare management or commercial sales & marketing experience is required
A minimum of 5 years in a sales operations or business analytics management capacity is preferred. A combination of experience and/or education will be taken into consideration.
The successful candidate must be able to exercise judgment within broadly defined practices and policies in selecting methods, techniques and evaluation criteria for obtaining results. This individual must be comfortable working on abstract problems across functional areas of responsibility
Demonstrated skills in data management, data analysis, software analytics deployment, call reporting metrics, and sales force sizing and alignment management is preferred
Direct experience with budgeting, sales forecasting, sales operations, marketing, T&E management and overall financial management is required
People management experience is preferred
Demonstrated management of vendors and contracts is preferred
This role is located in Jacksonville, FL and may require up to 15% domestic travel.
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