Director, Commercial Analytics and Sales Compensation

Capsa Healthcare; Região Geográfica Imediata do Rio de Janeiro; On-site; BRL 934,000 - 1,194,000; Full time

Benefits offered by this job

Paid time off

Paid holidays

Health insurance (Medical, dental and視

Parental leave

401(k) match

Life & Disability

Identity Theft Protection

EEO Employer

Job summary

Capsa Healthcare seeks a Director of Commercial Analytics to lead analytics, forecasting, and incentive compensation for the commercial organization. The role owns sales forecasting, pipeline analysis, territory and quota planning, and compensation design.

This position offers remote work with preference to states Capsa already employs; requires strong leadership and strategic advisory capabilities. The incumbent will build and lead a team of analysts, partner with Finance and IT, and drive

Qualifications

• Bachelor's degree in Business, Finance, Economics, Statistics, or related field required; MBA or advanced degree preferred
• 10+ years of experience in sales analytics, sales operations, or incentive compensation, including 3+ years leading and developing analyst teams
• Proven track record designing and implementing sales compensation plans, quota methodology, and territory models for a B2B sales organization; experience with capital equipment or healthcare technology sales preferred
• Expert proficiency in Microsoft Excel and Salesforce, with demonstrated experience in ERP systems (e.g., SAP, Oracle, or similar enterprise platforms) and business intelligence tools (e.g., Tableau or Power BI)
• Experience with incentive compensation management software preferred
• Demonstrated ability to influence senior stakeholders and present financial and analytical insights to executive leadership
• Strong leadership, change management, and cross-functional collaboration skills, with experience partnering across Commercial, Finance, and Operations teams

Responsibilities

• Own sales compensation strategy, including plan design, quota methodology, and incentive structures aligned with company revenue, margin, and growth objectives
• Lead the annual compensation and quota planning cycle, from modeling and executive approval through plan documentation and field rollout
• Evaluate plan performance and cost of sales on an ongoing basis; recommend changes that improve ROI and support sales team motivation and retention
• Oversee accurate, timely monthly and quarterly commission payouts; establish controls, audit procedures, and a formal dispute resolution and exception process in partnership with Finance
• Own the company sales forecasting process and deliver forecast, pipeline, and performance insight to executive leadership
• Partner with sales leadership and Finance on territory design, capacity planning, headcount modeling for sales coverage, and quota allocation
• Define and govern the KPI framework for individual reps, teams, channels, and overall commercial performance
• Direct strategic analyses on pricing, product mix, customer segmentation, win/loss, and market opportunity to inform go-to-market strategy
• Set and execute the commercial reporting and business intelligence roadmap, standardizing reporting across sales, marketing, and customer success
• Partner with IT and Finance on data architecture, Salesforce and ERP integration, and data governance to maintain a single source of truth for commercial metrics
• Hire, lead, and develop a team of sales and compensation analysts; set priorities, manage performance, and build analytical capability as the team grows
• Serve as a strategic advisor to the VP of Commercial Operations; present findings and recommendations to the executive team and cross-functional leaders
• Manage the department budget and evaluate, select, and oversee analytics and incentive compensation tools and vendors
• Lead process improvement and change management initiatives that drive adoption of reporting, forecasting, and compensation processes across the commercial organization
• Ensure compensation plans and payout processes adhere to company policy, internal controls, and audit requirements
• Cooperatively provides hands-on job function training to co-workers as needed.
• Must understand and comply with Safety, 5S, ISO, and other corporate programs, initiatives and procedures.
• Dependable and consistent attendance is critical for team performance and productivity.
• Other duties or special projects as assigned.

Skills

Sales analytics

Forecasting

Incentive compensation

Executive collaboration

Excel

Salesforce

ERP systems

BI tools

Education

Bachelor's degree in Business, Finance, Economics, Statistics, or related field

MBA or advanced degree preferred

Tools

Excel

Salesforce

ERP SAP/Oracle

Tableau/Power BI

Job description

At Capsa Healthcare, we are more than just a healthcare company. We are a team dedicated to engineering better care and empowering healthcare professionals with innovative solutions. Come join us in our mission to shape the future of healthcare and make a difference alongside your colleagues who are proud to be Capsa team members! We are a global company with emphasis on work-life balance. Capsa’s innovative and reliable solutions elevate the performance of healthcare delivery. To view our products, visit www.capsahealthcare.com.

We are seeking a full-time Director, Commercial Analytics and Sales Compensation who will lead the analytics, forecasting, and incentive compensation function for the commercial organization. This position owns the strategy, governance, and team behind sales forecasting, pipeline and performance reporting, territory and quota planning, and sales compensation design and administration.

This position offers the flexibility of working remotely, however, preference will be given to states where Capsa already employs.

As the Director of Commercial Analytics your contributions to the team will include:

• Own sales compensation strategy, including plan design, quota methodology, and incentive structures aligned with company revenue, margin, and growth objectives
• Lead the annual compensation and quota planning cycle, from modeling and executive approval through plan documentation and field rollout
• Evaluate plan performance and cost of sales on an ongoing basis; recommend changes that improve ROI and support sales team motivation and retention
• Oversee accurate, timely monthly and quarterly commission payouts; establish controls, audit procedures, and a formal dispute resolution and exception process in partnership with Finance
• Own the company sales forecasting process and deliver forecast, pipeline, and performance insight to executive leadership
• Partner with sales leadership and Finance on territory design, capacity planning, headcount modeling for sales coverage, and quota allocation
• Define and govern the KPI framework for individual reps, teams, channels, and overall commercial performance
• Direct strategic analyses on pricing, product mix, customer segmentation, win/loss, and market opportunity to inform go-to-market strategy
• Set and execute the commercial reporting and business intelligence roadmap, standardizing reporting across sales, marketing, and customer success
• Partner with IT and Finance on data architecture, Salesforce and ERP integration, and data governance to maintain a single source of truth for commercial metrics
• Hire, lead, and develop a team of sales and compensation analysts; set priorities, manage performance, and build analytical capability as the team grows
• Serve as a strategic advisor to the VP of Commercial Operations; present findings and recommendations to the executive team and cross-functional leaders
• Manage the department budget and evaluate, select, and oversee analytics and incentive compensation tools and vendors
• Lead process improvement and change management initiatives that drive adoption of reporting, forecasting, and compensation processes across the commercial organization
• Ensure compensation plans and payout processes adhere to company policy, internal controls, and audit requirements

• Cooperatively provides hands-on job function training to co-workers as needed.
• Must understand and comply with Safety, 5S, ISO, and other corporate programs, initiatives and procedures.
• Dependable and consistent attendance is critical for team performance and productivity.
• Other duties or special projects as assigned.

What we ask of you:

• Bachelor's degree in Business, Finance, Economics, Statistics, or a related field required; MBA or advanced degree preferred
• 10+ years of experience in sales analytics, sales operations, or incentive compensation, including 3+ years leading and developing analyst teams
• Proven track record designing and implementing sales compensation plans, quota methodology, and territory models for a B2B sales organization; experience with capital equipment or healthcare technology sales preferred
• Expert proficiency in Microsoft Excel and Salesforce, with demonstrated experience in ERP systems (e.g., SAP, Oracle, or similar enterprise platforms) and business intelligence tools (e.g., Tableau or Power BI)
• Experience with incentive compensation management software preferred
• Demonstrated ability to influence senior stakeholders and present financial and analytical insights to executive leadership
• Strong leadership, change management, and cross-functional collaboration skills, with experience partnering across Commercial, Finance, and Operations teams

Capsa Healthcare offers an exciting growth opportunity to those who are passionate about the industry and their career development. You will also enjoy a solid compensation and benefits package.

Commensurate salary

Paid time off

Paid holidays

Medical, dental and vision insurance

Paid parental leave

401(k) with company match

Company-paid Life, AD&D and Long-term disability insurance

Voluntary Short-term disability, Supplemental Life, AD&D, Identify Theft Protection, Accidental Injury and Hospital Indemnity insurance

EEO Employer, including Veterans and Individuals with Disabilities