Director of Sales Performance & Analytics

Community Financial System, Inc.•Latham, NY

1d•Onsite

About The Position

A strategic leader responsible for advancing enterprise-wide revenue performance through data-driven insights, referral optimization, and commercial performance governance. This role serves as the central driver of a disciplined, analytics-led sales culture—integrating referral strategy, performance measurement, and incentive alignment to improve cross-line-of-business collaboration, increase conversion outcomes, and accelerate revenue growth. The position owns the Community Connect referral platform and partners across business lines, Finance, HR, and leadership teams to deliver actionable insights, enhance sales effectiveness, and align performance with strategic objectives.

Requirements

Bachelor’s degree in Business, Finance, Analytics, or a related field.
8–12+ years of experience in Commercial Banking, Sales Strategy, Analytics, or Business/Program Management.
Demonstrated success leading cross-functional initiatives across multiple business lines.
Experience with CRM systems, referral platforms, and performance or incentive analytics.
Proven track record delivering executive-level reporting and actionable performance insights.
Strong strategic thinking with the ability to translate data into business outcomes.
Exceptional stakeholder management and influence across senior leadership and frontline teams.
Advanced analytical and problem-solving capabilities.
Excellent communication skills, including executive presentations and storytelling with data.
High proficiency in Microsoft Excel, PowerPoint, and reporting tools; experience with data visualization platforms preferred.
Strong attention to detail, governance discipline, and ability to manage multiple priorities.
Results-oriented mindset focused on revenue growth, performance improvement, and client outcomes.
Understanding of data governance, internal controls, and regulatory considerations.

Nice To Haves

experience with data visualization platforms preferred

Responsibilities

Serve as the business owner for the Community Connect program, positioning it as a core driver of revenue growth and cross-line-of-business collaboration.
Lead the strategy and execution of referral initiatives across Community Bank, BPAS, OneGroup, and Nottingham Financial Group.
Enable frontline teams and Regional Business Partners with tools, insights, and best practices to drive pipeline activity and referral conversion.
Identify and scale successful referral behaviors through structured communication, playbooks, and success storytelling.
Facilitate alignment across business lines on priority opportunities, client strategies, and coordinated go-to-market execution.
Own the end-to-end referral platform, including workflows, data standards, governance, and system enhancements.
Establish and enforce consistent processes for referral quality, ownership, routing, and service-level expectations.
Drive platform adoption, user engagement, and data integrity through ongoing monitoring and targeted interventions.
Partner with Technology and Operations to enhance system functionality, improve user experience, and expand CRM integration.
Continuously optimize referral processes to improve speed, efficiency, and conversion performance.
Develop and deliver enterprise-wide reporting and dashboards that provide clear visibility into pipeline health, referral activity, and revenue contribution.
Monitor and analyze key performance indicators, including referral volume, conversion rates, cross-sell effectiveness, and line-of-business collaboration.
Translate complex data into actionable insights that inform sales strategy, resource allocation, and performance improvement initiatives.
Identify trends, coverage gaps, and growth opportunities to support proactive decision-making.
Expand self-service reporting capabilities and data visualization tools for business partners and leadership.
Lead the design, governance, and execution of Commercial Banking scorecards and performance measurement frameworks.
Ensure consistency and integrity in metrics, data sources, and methodologies across regions and segments.
Oversee end-to-end performance reporting, including validation, audit readiness, and transparency of incentive outcomes.
Partner with Finance and HR to align incentive plans with strategic objectives, regulatory expectations, and business performance.
Deliver executive-level insights that clearly connect performance results to incentive outcomes and behavioral drivers.
Build strong, trusted relationships across business lines to drive alignment, adoption, and sustained engagement.
Lead enterprise communication efforts related to revenue performance, referral outcomes, and strategic priorities.
Support complex, multi-line-of-business client opportunities through coordination and internal alignment.
Design and implement recognition programs that reinforce collaboration, accountability, and high-performance behaviors.
Act as a catalyst for cultural transformation toward a more data-driven, performance-focused sales organization.
As an integral member of CFSI, this position is responsible to provide assistance wherever necessary to help the Company in achieving our goals.