Sales Systems and Analytics Manager

The Sales Systems & Analytics Manager serves as a strategic business partner within the Commercial Operations organization, responsible for developing, implementing, and optimizing the systems, reporting capabilities, and analytical frameworks that drive revenue growth, field effectiveness, and organizational performance. Working cross-functionally with Sales Leadership, Marketing, Finance, Operations, and Executive Leadership, this individual translates commercial business needs into actionable insights, scalable reporting solutions, and strategic recommendations. The role supports sales compensation design, sales target and quota setting, commercial planning, territory strategy, executive and board reporting, sales operations, and marketing effectiveness.

Critical Competencies

• Commercial & Strategic Acumen: Understands how sales strategy, compensation, targets, territory design, marketing activity, resource allocation, and operational decisions influence commercial performance. Identifies business needs and translates them into meaningful performance measures, analytical solutions, and practical recommendations.
• Business-First Analytical Thinking: Approaches analytical challenges by first understanding the business problem, identifying key performance indicators, and determining what information will drive better decisions. Evaluates trends, identifies root causes, and develops actionable recommendations rather than focusing solely on technical reporting.
• Systems Development & Reporting Strategy: Demonstrates the ability to design, build, implement, and optimize commercial reporting frameworks, dashboards, and sales systems. Establishes scalable analytical capabilities that support field execution, management visibility, and strategic decision-making.
• Executive Communication & Storytelling: Translates complex commercial information into clear, concise narratives for operational leaders, executives, and board audiences. Communicates not only what the data shows, but why it matters and what actions should follow.
• Cross-Functional Partnership: Builds productive relationships across Sales, Marketing, Finance, Operations, and Executive Leadership to understand business requirements, align priorities, solve problems, and implement commercial solutions.
• Business Planning & Problem Solving: Approaches ambiguous commercial challenges with curiosity, sound judgment, and a solution-oriented mindset. Demonstrates the ability to establish processes and analytical capabilities where limited infrastructure currently exists.
• Quality, Ownership & Execution: Maintains strong attention to detail while managing multiple strategic and recurring priorities. Takes ownership of initiatives from initial business assessment through solution design, implementation, and ongoing optimization.

Essential Job Duties & Responsibilities

Sales Systems, Reporting & Analytics Development

• Lead the design, development, implementation, and ongoing optimization of commercial reporting systems, dashboards, and analytical tools.
• Partner with Sales Leadership and cross-functional stakeholders to identify business needs, establish meaningful KPIs, and determine reporting requirements that support commercial performance.
• Build reporting frameworks that provide Territory Managers and sales leaders with actionable visibility into territory performance, prescriber trends, referral activity, ordering history, account opportunities, and sales productivity.
• Evaluate existing reporting capabilities, identify gaps, and develop scalable solutions that improve commercial visibility and decision-making.
• Partner with technical and data resources to translate business requirements into functional reporting solutions, ensuring data accuracy, consistency, usability, and adoption.
• Support the implementation, integration, and optimization of CRM, business intelligence, and commercial analytics platforms.

Sales Compensation & Incentive Strategy

• Support the design, modeling, evaluation, and ongoing optimization of sales compensation and incentive plans.
• Develop scenario models to evaluate plan mechanics, payout curves, thresholds, accelerators, and potential financial and behavioral impacts.
• Analyze compensation effectiveness, productivity, attainment, and payout trends to identify opportunities for improvement.
• Partner with Sales Leadership and Finance to ensure compensation plans align with commercial objectives, financial expectations, and desired field behaviors.
• Support commission reporting, plan communication, and recommendations for future compensation plan changes.

Sales Targets, Quotas & Commercial Planning

• Support annual and quarterly sales target and quota-setting processes across territories, regions, and sales teams.
• Analyze historical performance, market opportunity, growth expectations, and organizational priorities to inform target recommendations.
• Develop territory opportunity assessments and commercial growth analyses to support business planning.
• Assist leadership with resource allocation, market prioritization, and performance expectation decisions.
• Monitor performance against targets and business plans and recommend corrective actions or adjustments when appropriate.

Commercial Strategy & Business Partnership

• Partner with Sales, Marketing, Finance, Operations, and Executive Leadership to evaluate commercial performance, identify growth opportunities, and establish analytical priorities.
• Assess business challenges, define analytical requirements, and develop solutions that address operational needs and support commercial objectives.
• Conduct ad hoc business analyses that help leadership understand performance drivers, risks, tradeoffs, and strategic options.
• Develop recommendations that connect commercial data to business actions rather than relying solely on historical reporting.
• Support strategic initiatives, operating reviews, and cross-functional projects impacting sales effectiveness and revenue growth.
• Evaluate the potential commercial impact of organizational, market, process, or strategy changes.

Executive & Board Reporting

• Develop executive and board-level reporting packages that clearly communicate commercial performance, trends, risks, opportunities, and recommended actions.
• Establish and maintain recurring commercial performance reviews, quarterly business reviews, and strategic planning materials.
• Build clear narratives around performance results, connecting key metrics to business context and organizational priorities.
• Partner with leadership to define the most meaningful measures, performance indicators, and insights for executive decision-making.
• Present findings and recommendations in a concise, business-oriented manner appropriate for senior leadership audiences.

Sales Operations & Territory Strategy

• Support territory alignment, territory optimization, and field coverage initiatives.
• Evaluate geographic coverage, referral density, provider concentration, market opportunity, and field productivity.
• Develop territory-level reporting and analytical tools that enable sales teams to identify growth opportunities, monitor account performance, and prioritize field activities.
• Conduct white-space, target account, dormant account, and market opportunity analyses.
• Support territory realignment recommendations and monitor performance following organizational or structural changes.
• Identify opportunities to improve sales processes, field effectiveness, resource deployment, and commercial operating rhythms.

Marketing & Commercial Effectiveness

• Partner with Marketing and Sales Leadership to evaluate targeting strategies, referral generation, campaign effectiveness, provider opportunity, and market penetration.
• Analyze the effectiveness of commercial initiatives and recommend changes to improve reach, conversion, productivity, or return on investment.
• Support alignment between sales targeting, marketing strategy, and field execution.
• Use AcuityMD and other commercial intelligence platforms to identify provider, account, and market opportunities.
• Monitor adoption and effectiveness of commercial tools and initiatives and recommend improvements.

Analytics, Forecasting & Decision Support

• Perform quantitative and qualitative analyses necessary to support compensation, target setting, territory strategy, forecasting, and commercial planning.
• Support monthly, quarterly, and annual forecasting activities and evaluate forecast accuracy.
• Analyze performance trends, productivity indicators, referral activity, order volume, and other commercial metrics to identify meaningful business insights.
• Establish and maintain accurate recurring reports, scorecards, and analytical tools that support commercial decision-making.
• Identify opportunities to automate reporting, improve data accessibility, and enhance the effectiveness of commercial analytics.
• Partner with technical and data resources to improve reporting capabilities, data quality, and access to commercial information.

Minimum Qualifications

Required

• Bachelor’s Degree in Business, Finance, Economics, Marketing, Analytics, Information Systems, or a related field.
• Minimum of 5 years of progressive experience in Commercial Operations, Sales Operations, Revenue Operations, Sales Strategy, Commercial Analytics, Sales Systems, or a related role supporting a complex sales organization.
• Demonstrated experience designing, building, implementing, or significantly enhancing sales reporting capabilities, commercial dashboards, analytical frameworks, or business intelligence solutions.
• Proven ability to independently assess business needs, identify meaningful KPIs, translate requirements into reporting solutions, and deliver actionable commercial recommendations.
• Experience supporting one or more of the following: sales compensation, quota or target setting, commercial planning, territory strategy, executive reporting, or sales performance management.
• Advanced Microsoft Excel skills and the ability to build and interpret financial, compensation, performance, and scenario models.
• Experience working with CRM platforms, business intelligence tools, or commercial reporting systems, including developing reporting solutions or supporting system enhancements.
• Strong business acumen with the ability to connect data and analysis to commercial strategy and operational recommendations.
• Experience preparing materials, analyses, or presentations for senior leadership or executive audiences.
• Strong written and verbal communication skills, including the ability to simplify complex information and develop clear business narratives.
• Demonstrated ability to independently lead initiatives, manage multiple priorities, and collaborate effectively across functions.

Preferred

• Experience supporting healthcare, medical device, DME, pharmaceutical, or B2B field sales organizations.
• Experience building or expanding commercial analytics and reporting capabilities within a growing or evolving organization.
• Experience with sales compensation plan design, modeling, or administration.
• Experience with territory planning, quota setting, forecasting, or commercial business planning.
• Experience partnering with Sales, Marketing, Finance, and Operations in a commercial environment.
• Experience developing executive or board-level reporting and presentation materials.
• Experience implementing, configuring, or optimizing Salesforce, AcuityMD, or similar CRM and commercial intelligence platforms.
• Experience developing dashboards or reporting solutions using Power BI, Tableau, or similar business intelligence tools.
• Working knowledge of SQL, data modeling, or advanced data-query techniques.
• Master’s Degree preferred but not required.

Tagged as: Compensation Design, Excel, Forecasting, Power BI, Project Management, Quota Setting, Salesforce, SQL, Tableau, Territory Planning