Sales Performance Manager

Owens & Minor

Owens & Minor is a global healthcare solutions company providing essential products, services and technology solutions that support care delivery in leading hospitals, health systems and research centers around the world. For over 140 years, Owens & Minor has delivered comfort and confidence behind the scenes, so healthcare stays at the forefront, helping to make each day better for the hospitals, healthcare partners, and communities we serve. Powered by more than 14,000 teammates worldwide, Owens & Minor exists because every day, everywhere, Life Takes Care.

Global Reach with a Local Touch

• 140+ years serving healthcare
• Over 14,000 teammates worldwide
• Serving healthcare partners in 80 countries
• Manufacturing facilities in the U.S., Honduras, Mexico, Thailand and Ireland
• 40+ distribution centers
• Portfolio of 300 propriety and branded product offerings
• 1,000 branded medical product suppliers
• 4,000 healthcare partners served

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.

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 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%)

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.