Sales Performance & Forecast Director

Owens & Minor; Richmond (VA); On-site; USD 170,000 - 180,000; Full time

Benefits offered by this job

Comprehensive Healthcare Plan

Educational Assistance

Employer-Paid Life Insurance

Voluntary Supplemental Programs

Adoption assistance

401(k) and HSA

Paid Leave

Well-Being programs

Job summary

Owens & Minor is seeking an enterprise Sales Operations Leader to drive strategy, governance, and operating disciplines that ensure consistent sales execution and profitable growth across the commercial organization. You will establish the sales performance management framework and direct KPI governance, forecasting, scorecards, and productivity analysis.

As a strategic advisor to field leadership, you will translate insights into actionable routines, ensure accountability, and partner with

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 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 healthcare environment (GPOs).
• Reports directly to VP, Sales Operations (solid line).
• Works in close partnership and collaboration with Area Sales Directors and Region Vice Presidents (dotted line collaboration).
• 3 Direct Reports supporting analytics and reports to conduct deep-dive analyses on sales performance and provide insights.
• Ability to travel up to 20%.

Responsibilities

• 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.
• Consistent sales performance review and coaching routines, including defined actions when performance falls below established quota-attainment thresholds.
• Timely and consistent weekly and monthly forecast packages that improve visibility to risk, opportunity, and expected results.

Skills

Analytical skills

Pipeline analysis

Forecasting

KPI reporting

Leadership of analysts

Collaboration across functions

Excel

Power BI

Salesforce

Education

Bachelor's degree

Tools

Excel

Power BI

Salesforce

Job description

Owens & Minor is seeking an enterprise Sales Operations Leader to drive strategy, governance, and operating disciplines that ensure consistent sales execution and profitable growth across the commercial organization. You will establish the sales performance management framework and direct KPI governance, forecasting, scorecards, and productivity analysis.

As a strategic advisor to field leadership, you will translate insights into actionable routines, ensure accountability, and partner with