Sales Performance Manager

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

Job Description

This role is responsible for driving sales effectiveness and performance by delivering actionable insights, optimizing pipeline managing, and enabling data‑driven decision‑making across the commercial organization. This leader will manage a team that provides performance analysis, reporting, and process optimization to maximize productivity and profitability across the sales teams.

The anticipated salary range for this position is $110,000 - 120,000 annually plus 10% AIP eligibility. The actual compensation offered may vary based on job‑related factors such as experience, skills, education and location. The ideal candidate will reside in central or east coast of the US.

Core Responsibilities

• Account Plan Effectiveness - % of Account Plan objectives achieved and delivered on‑time
• Forecast Accuracy and Reliability
• Quota attainment and sales productivity metrics
• Achievable, margin accreditive opportunity roadmaps for all key accounts

Owns

• Development of Account Planning process that incorporates customer value strategy and execution along with tracking of measurable outcomes
• Bi‑Monthly scorecard and stack ranking of reps including ride‑along progress report processes and tracking
• Key Strategic Product Performance rankings by sales rep and by customer dashboards
• Monthly KPI review formats with insights around performance and scorecard management
• Pipeline Management review formats including identification of trends, gaps, and opportunities

Recommends

• Actions and changes in order to improve pipeline or sales productivity
• Focus areas for underperformance regions or reps
• Opportunities for margin improvement and growth at account

Informs

• Sales Leadership of performance trends, risks, and region / area‑level shortfalls
• Product leadership of roadmaps and anticipated opportunity growth
• Gaps or opportunities to financial forecast metrics

Qualifying Experience

• 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 collarborate 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%)

Benefits

• Comprehensive Healthcare Plan‑Medical, dental, and vision plans start on day one of employment for full‑time teammates.
• Educational Assistance‑We offer educationalassistanceto all eligible teammates enrolled in an approved, accredited collegiate program.
• Employer‑Paid Life Insurance and Disability‑We offer employer‑paid life insurance and disability coverage.
• Voluntary Supplemental Programs – We offer additional options to secure your financial future including supplemental life, hospitalization, critical illness, and other insurance programs.
• Support for your Growing Family – Adoption assistance, fertility benefits (in medical plan) and parental leave are available for teammates planning for a family.
• Health Savings Account (HSA)and401(k)-We offer these voluntary financial programs to help teammates prepare for their future, as well as other voluntary benefits.
• Paid Leave‑In addition to sick days and short‑term leave, we offer holidays, vacation days, personal days, and additional types of leave – including parental leave.
• Well‑Being – Also included in our offering is a Teammate Assistance Program (TAP), Calm Health, Cancer Resources Services, and discount programs – all at no cost to you.

Equal Opportunity Employer

Owens & Minor is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, national origin, sex, sexual orientation, genetic information, religion, disability, age, status as a veteran, or any other status prohibited by applicable national, federal, state or local law.