Note: The job is a remote job and is open to candidates in USA. Owens & Minor is a global healthcare solutions company providing essential products, services and technology solutions. The Sales Performance Manager is responsible for driving sales effectiveness and performance by delivering actionable insights, optimizing pipeline management, and enabling data-driven decision-making across the commercial organization.
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
- 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
- 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
- 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
Skills
- 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%)
Benefits
- Comprehensive Healthcare Plan - Medical, dental, and vision plans start on day one of employment for full-time teammates.
- Educational Assistance - We offer educational assistance to 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) and 401(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.
Company Overview