Director, Commercial Analytics & Sales Incentives

Capsa Healthcare; Canal Winchester (OH); Remote; USD 180,000 - 260,000; Full time

Benefits offered by this job

Paid time off

Paid holidays

Medical insurance

Dental insurance

Vision insurance

Paid parental leave

401(k) with company match

Life Insurance

AD&D

Job summary

Capsa Healthcare is seeking a full-time Director of Commercial Analytics and Sales Compensation. You will lead analytics, forecasting, and incentive compensation for the commercial organization, owning sales forecasting, pipeline insights, and quota planning.

This role also governs KPIs, pricing analyses, and market opportunity studies to inform go-to-market strategy. You will hire, lead, and develop a team of analysts, partner with Sales and Finance on territory design, and ensure timely

Qualifications

• 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 with 3+ years leading analyst teams
• Proven track record designing and implementing sales compensation plans, quota methodology, and territory models for B2B sales; healthcare tech or capital equipment is a plus
• Excel and Salesforce proficiency; ERP systems (SAP/Oracle) and BI tools (Tableau/Power BI) experience
• Experience with incentive compensation management software; ability to influence senior stakeholders and present insights

Responsibilities

• Own sales compensation strategy, including plan design and quota methodology
• Lead the annual compensation and quota planning cycle from modeling to rollout
• Oversee monthly/quarterly commission payouts with controls and dispute resolution
• Own the company sales forecasting process and deliver insights to executives
• Partner with Sales and Finance on territory design, headcount modeling, and quota allocation
• Define and govern KPI framework for reps and channels
• Lead go-to-market analyses on pricing, product mix, and market opportunities
• Set and execute commercial BI roadmap across sales, marketing, and customer success
• Collaborate with IT on data architecture, Salesforce/ERP integration, and data governance
• Hire and develop a team of analysts; mentor and manage performance
• Advise VP of Commercial Operations; present findings to executives
• Manage department budget and evaluate tools/vendors
• Lead process improvements for reporting, forecasting, and compensation adoption
• Ensure compliance with company policies and audit requirements
• Provide on-the-job training as needed
• Support safety and ISO programs and maintain attendance discipline
• Other duties as assigned

Skills

Sales analytics

Forecasting

Leadership

Cross-functional collaboration

Executive presentation

Education

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

MBA or advanced degree preferred

Tools

Excel

Salesforce

Tableau

Power BI

SAP

Oracle

Job description

Capsa Healthcare is seeking a full-time Director of Commercial Analytics and Sales Compensation. You will lead analytics, forecasting, and incentive compensation for the commercial organization, owning sales forecasting, pipeline insights, and quota planning.

This role also governs KPIs, pricing analyses, and market opportunity studies to inform go-to-market strategy. You will hire, lead, and develop a team of analysts, partner with Sales and Finance on territory design, and ensure timely