Sales Analytics & Performance Lead

Owens & Minor; Mechanicsville (VA); On-site; USD 110,000 - 120,000; Full time

Benefits offered by this job

Healthcare plan

Educational assistance

Employer-paid life insurance

Disability coverage

Parental leave

401(k)

Paid leave

Well-being programs

Job summary

Owens & Minor is seeking a Sales Analytics Leader to drive sales effectiveness by delivering actionable insights, optimizing pipelines, and enabling data‑driven decision‑making across the commercial organization. This role will manage a team that provides performance analysis, reporting, and process optimization to maximize productivity and profitability across the sales teams.

The ideal candidate has 5–8+ years in sales operations or analytics, with advanced Excel, Power BI, and Salesforce

Qualifications

• 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 and expertise to use platforms to inform data‑driven decisions for leadership.
• Strong communication and relationship‑building skills with ability to collaborate cross‑functionally.
• Proven ability to lead team of analysts in complex organizational structure.
• Ability to build out processes for sales leadership to effectively manage pipeline, customer accounts, and sales reps for growth.
• Understanding of healthcare environment (GPOs).
• Ability to travel (up to 20%).

Responsibilities

• Drive sales effectiveness and performance by delivering actionable insights, optimizing pipeline, and enabling data‑driven decision‑making across the commercial organization.
• Lead a team that provides performance analysis, reporting, and process optimization to maximize productivity and profitability across the sales teams.
• Own development of Account Planning processes and tracking of measurable outcomes.
• Manage Bi‑Monthly scorecards and stack ranking of reps including ride‑along progress report processes.
• Produce Key Strategic Product Performance rankings by sales rep and by customer dashboards.
• Create monthly KPI review formats with insights around performance and scorecard management.
• Oversee Pipeline Management reviews with trends, gaps, and opportunities.
• Recommend actions to improve pipeline or sales productivity and identify underperformance focus areas.
• Inform Sales Leadership of performance trends, risks, and forecast gaps; inform Product leadership of roadmaps and growth.

Skills

Sales analytics

Forecasting

KPI reporting

Excel

Power BI

Salesforce

Cross-functional collaboration

Team leadership

Communication

Travel willingness

Education

Bachelor’s degree

Tools

Power BI

Salesforce

Job description

Owens & Minor is seeking a Sales Analytics Leader to drive sales effectiveness by delivering actionable insights, optimizing pipelines, and enabling data‑driven decision‑making across the commercial organization. This role will manage a team that provides performance analysis, reporting, and process optimization to maximize productivity and profitability across the sales teams.

The ideal candidate has 5–8+ years in sales operations or analytics, with advanced Excel, Power BI, and Salesforce