Senior Manager, Commercial Finance Performance & Analytics

Artivion, Inc.•Kennesaw, GA

About The Position

The Senior Manager, Commercial Performance & Analytics leads global sales incentive compensation strategy, sales force effectiveness, territory planning, and commercial performance analytics while overseeing the Sales Reporting team. The role strengthens the company’s ability to evaluate commercial performance, align field incentives with business priorities, and deploy sales resources effectively across geographies. Combining hands-on analysis, commercial partnership, and people leadership, the Senior Manager develops compensation and territory analyses, supports decisions about representative performance and productivity, and ensures recurring sales reporting, reconciliation, and compensation processes are accurate, timely, and controlled. The role works closely with Commercial leadership, Human Resources, Finance, and regional partners to promote consistent global methodologies while accommodating local commercial models and market requirements.

Requirements

Bachelor’s degree in Finance, Accounting, Business, Economics, Analytics, or a related field.
At least 8 years of progressive experience in Commercial Finance, Sales Operations, Sales Force Effectiveness, Commercial Analytics, incentive compensation, or related roles.
At least 2 years of people leadership experience, including coaching, managing performance, and ensuring accurate delivery of recurring operational work.
Demonstrated experience designing, financially modeling, evaluating, or governing sales incentive compensation programs.
Strong experience analyzing sales representative productivity, territory effectiveness, account alignment, performance KPIs, and commercial investments.
Ability to lead global or cross-regional initiatives and influence Commercial leaders and functional partners with sound analytical judgment.
Advanced Excel and financial modeling skills, including the ability to perform detailed analysis and synthesize findings for executive decisions.

Nice To Haves

MBA or another relevant advanced qualification.
Experience beyond routine commission administration in sales incentive compensation.
Experience with reporting tools, CRM or ERP environments, sales compensation platforms, and business intelligence tools such as Power BI or similar systems.

Responsibilities

Lead the evaluation, design, financial modeling, and ongoing improvement of global Commercial incentive compensation structures.
Partner with Commercial leadership, Human Resources, and Finance to align incentive programs with company growth, profitability, strategic product priorities, and desired selling behaviors.
Model commission rates, thresholds, accelerators, payouts, cost of sales, and earnings distributions to assess financial impacts and plan effectiveness.
Evaluate incentive outcomes against sales attainment, productivity, product mix, and other performance measures, and recommend evidence-based changes.
Oversee commission calculation processes, validation, controls, and timely administration with responsible stakeholders.
Develop actionable global representative, territory, account, and regional performance analytics, including attainment, growth, productivity, mix, and commercial return on investment.
Analyze representative books of business, account concentration, customer activity, sales trends, and opportunities to improve commercial performance.
Establish consistent KPI definitions and reporting methodologies across geographies while reflecting local business differences.
Develop analytical models and recommendations to support Commercial leadership’s performance and investment decisions.
Partner with Revenue & Demand Planning and regional Finance teams to connect sales performance insights with financial results and strategic priorities.
Partner with regional and global Commercial leaders to evaluate territory design, representative alignment, customer assignments, account coverage, and sales force deployment.
Develop models to assess territory potential, representative capacity, productivity, market opportunity, and investment in additional field resources.
Provide analytical support for realignments, headcount requests, organizational changes, and new product commercial strategies.
Promote scalable and consistent approaches to territory effectiveness, sales crediting, and performance measurement across geographies.
Lead, coach, and develop the Sales Reporting team, initially with two direct reports, establishing priorities, accountability, performance feedback, and opportunities to build analytical capabilities.
Ensure accurate and timely completion of recurring sales reports, close-related reporting, commissions support, reconciliations, and other required deliverables.
Establish documented ownership, reporting calendars, validation controls, escalation procedures, and backup coverage for critical activities.
Oversee the integrity of sales reporting outputs and resolution of reporting exceptions, including those affecting financial or management reporting.
Evaluate report usage and business requirements, and eliminate, simplify, consolidate, or standardize work where appropriate while preserving necessary controls.
Build team capacity for proactive analysis and insights as reporting processes and tools improve.
Establish consistent business rules for representative, territory, customer, and account relationships used in sales reporting and incentive compensation.
Work with Commercial stakeholders and system owners to ensure accurate alignments, assignment effective dates, historical changes, and sales crediting.
Oversee reporting validation, reconciliations, exception management, and timely resolution of underlying data quality issues.
Define business requirements and controls for trustworthy, comparable global sales performance information.
Identify opportunities to improve reporting accuracy, efficiency, and consistency without assuming ownership of underlying enterprise technology platforms.
Serve as a trusted partner to global and regional Commercial leadership on incentives, performance, territory planning, and sales force resource decisions.
Collaborate with Commercial Finance Revenue & Demand Planning, OpEx & Business Partnership, Human Resources, regional Finance, and other stakeholders.
Present analyses, recommendations, and emerging risks clearly to senior leadership and challenge assumptions effectively.
Improve recurring processes, operating procedures, documentation, and coordination while maintaining day-to-day reporting continuity.
Operate independently while balancing hands-on analysis with leadership of a geographically distributed team.