Director, Sales Effectiveness

Owens & Minor • Remote - Virginia, VA

2d • $170,000 - $180,000 • Hybrid

About The Position

This role provides enterprise leadership for the strategy, governance, and operating disciplines that drive consistent sales execution and profitable growth across the commercial organization. This leader establishes the sales performance management framework and directs KPI governance, forecasting, performance scorecards, rep performance reviews, and sales productivity analysis. As a strategic advisor to execute and field sales leadership, this role drives commercial and financial priorities into actionable insights, standardized management routines, and clear accountability across the sales organization.
The anticipated salary range for this position is $170,000 - 180,000 annually plus 20% AIP eligibility. The actual compensation offered may vary based on job related factors such as experience, skills, education and location.

Requirements

• 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 collarborate 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)
• Reports directly to VP, Sales Operations (solid line)
• Works in close partnership and collaboration with Area Sales Directors and Region Vice Presidents (dotted line collaboration)
• 3 Direct Reports supporting analytics and reports to conduct deep-dive analyses on sales performance and provide insights
• Ability to travel up to 20%

Responsibilities

• Improve forecast accuracy and reliability at enterprise, region, area, and rep-levels
• Standardize monthly performance scorecards with clear visibility to quota attainment, strategic product mix, pipeline health, and productivity
• Consistent sales performance review and coaching routines, including defined actions when performance falls below established quota-attainment thresholds
• Timely and consistent weekly and monthly forecast packages that improve visibility to risk, opportunity, and expected results
• Sales KPI framework, definitions, targets, governance, calculation standards, reporting cadence, and change-control process.
• Weekly and monthly forecasting process, package standards, review cadence, assumptions, risk and opportunity visibility, and forecast-accuracy reporting.
• Monthly performance scorecards for sales representatives, managers, areas, and regions.
• Standard operating process for representative and manager performance reviews, including consistent performance-improvement deliverables and actions when results fall below established thresholds.
• Sales productivity analysis and scorecards, including quota attainment, pipeline, opportunity progression, strategic product mix, customer activity, and other approved productivity measures.
• Measurement of sales incentive effectiveness and recommendations to improve alignment between incentive design and commercial priorities.
• Quarterly coaching assessment reporting and visibility to completion, quality, and follow-through.
• Opportunity reporting and analysis, including pipeline quality, aging, conversion, gaps, risks, and growth opportunities.
• Performance governance and reporting for customer and account set-up, including timeliness, completeness, backlog, and issue escalation.
• Recommends corrective actions, operating changes, and leadership interventions to improve forecast accuracy, quota attainment, pipeline execution, productivity, and strategic product performance.
• Recommends performance-improvement actions and escalation paths for sustained underperformance.
• Recommends enhancements to KPIs, dashboards, CRM reporting, sales processes, and incentive measures.
• Informs executive and sales leadership of performance trends, forecast risks, opportunity gaps, productivity drivers, and areas requiring action.
• Informs Finance, Compensation, Product, CRM, Customer Master, and Sales Operations partners of insights and process requirements that affect commercial performance.

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: Manager