Commercial Analytics Lead

Owens & Minor • Tallahassee, FL

17h • $120,000 - $140,000 • Remote

About The Position

The Commercial Analytics Lead is the trusted-data and insight engine of the commercial organization and serves as the owner of customer master data “lighthouse” attributes and of the calculation methodology behind the metrics that direct where the commercial team focuses to sell. The role has a sequenced mandate: 1. establish a single, governed source of customer master data including market data, customer data and GPO data as core inputs while fixing the methodology behind core commercial metrics (share-of-wallet, penetration, and potential-vs-actual value); 2. translate that foundation into a redefined set of Commercial KPIs aligned to new ELT strategy and value proposition work that redirect RVP and rep focus toward where value actually is, rather than reporting the activity metrics of the past. This position will work upstream the ops-data analytics team, reporting to the VP of Sales Operations, and partnering closely with the VP of Commercial Transformation to ensure all commercial initiatives are measurable and traceable to North Star EBITDA and drive a change from backward-looking reporting to forward-looking transparency and accountability. The scope of this role is expected to expand to the product master data lighthouse as the foundation matures and has a path to leading the full data team if candidate performs well.

Requirements

• Advanced degree in a quantitative discipline (statistics, data science, economics, engineering, or similar) or equivalent experience
• 5-10+ years in commercial/sales analytics, data science, or master data management — distribution, healthcare, or med-surg strongly preferred
• Working command of master data management, with a clear grasp of the difference between master, reference, and derived data (share-of-wallet and penetration are computed methodologies, not tables)
• Demonstrated ability to define a calculation methodology and defend it to both Finance and commercial leaders
• Strong SQL and analytics tooling; fluency with the modern data stack; PowerBI for last-mile reporting
• The judgment to design KPIs that change behavior rather than simply report it — technical depth paired with commercial acumen
• Ability to lead and influence upstream of an analyst team without direct authority, across commercial, ops-data, IT, and Finance
• Ability to travel up to 25% of the time.

Nice To Haves

• Understanding of healthcare procurement, GPO/IDN dynamics, and med-surg distribution economics preferred
• Familiarity with third-party healthcare market data (e.g., Definitive Healthcare) a plus

Responsibilities

• Trusted customer master (the customer lighthouse): a single, governed customer master that includes IDN → member facility → service-line hierarchy, with GPO affiliation (primary and aggregation group), and identifiers integrated with market data
• Fixed, codified metric methodology that serves as one trusted source of truth: a documented, defensible calculation methodology for share-of-wallet, penetration, and addressable/potential value (built on market and GPO data)
• Redefined KPI framework: a smaller, value-based set of leading indicators that measurably changes where RVPs and reps spend their time and holds them accountable to execution
• Initiative tracking linked to EBITDA: a live tracking model where every transformation initiative is linked to its EBITDA impact (calculation owned by Finance) and rolls up to the North Star
• Phase 2 Lighthouse Expansion to the Product Lighthouse: a single, product master data methodology stood up on the same governed model
• Owns: Customer master data methodology and governance: hierarchy logic, GPO affiliation, identity-resolution rules, identifier crosswalks, and integration of market data into the customer lighthouse
• Owns: Calculation, methodology, and source of truth for derived commercial metrics (share-of-wallet, penetration, potential/addressable value)
• Owns: Design of Commercial KPIs including what is measured, how it is defined, and how it drives focus and accountability
• Owns: Initiative tracking model: tracking commercial transformation initiatives and linking each to its EBITDA impact
• Owns: The Definitive Healthcare (market-data) relationship, including managing scope changes within an approved budget
• Recommends: Where RVPs and reps should focus from data-driven insights to surface highest value whitespace and penetration opportunities from the trusted data for sales leadership and CVM to act on
• Recommends: Data, pipeline, and tooling requirements to the ops-data organization focusing on the upstream demand that governs their build
• Recommends: Sequencing of the lighthouse roadmap (customer → product) and the associated stewardship-ownership decisions
• Informs: Regional and rep-level performance transparency through the redefined KPI set
• Informs: Cross-functional and Finance leadership on data-quality gaps, unowned stewardship, and methodology changes that affect reported numbers

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.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior