Director, Sales Effectiveness

Owens & Minor

. Provide enterprise leadership for the strategy, governance, and operating disciplines driving consistent sales execution and profitable growth .

Posted 10/6/2026full-timeRemote • United StatesLead💰 $170,000 - $180,000 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in sales performance management, including KPI governance, forecasting, and performance analysis. Proven ability to lead teams and drive actionable insights for sales growth in a complex organizational structure.

Highest-signal resume keywords

Sales Operations ManagementKPI GovernanceForecasting ExpertiseSalesforce ProficiencyAnalytical Skills

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Sales Performance ManagementPipeline AnalysisKPI ReportingForecast AccuracySales Productivity AnalysisPerformance ScorecardsData-Driven Decision MakingProcess ImprovementSales Incentive EffectivenessCoaching Assessment Reporting

Soft Skills

Strong Communication SkillsRelationship-BuildingCross-Functional CollaborationTeam LeadershipAnalytical Thinking

Tools & Technologies

ExcelPower BISalesforce

Industry Keywords

Healthcare EnvironmentGPOsSales AnalyticsSales OperationsPerformance Improvement

About the role

Key responsibilities & impact

Provide enterprise leadership for the strategy, governance, and operating disciplines driving consistent sales execution and profitable growth
Establish the sales performance management framework
Direct KPI governance, forecasting, performance scorecards, representative performance reviews, and sales productivity analysis
Drive commercial and financial priorities into actionable insights, standardized management routines, and clear accountability
Improve forecast accuracy and reliability at enterprise, region, area, and representative levels
Standardize monthly performance scorecards covering quota attainment, strategic product mix, pipeline health, and productivity
Establish consistent sales performance review and coaching routines, including actions for performance below quota-attainment thresholds
Deliver weekly and monthly forecast packages showing risk, opportunity, and expected results
Own the sales KPI framework, definitions, targets, governance, calculation standards, reporting cadence, and change-control process
Own weekly and monthly forecasting processes, package standards, review cadence, assumptions, risk and opportunity visibility, and forecast-accuracy reporting
Own monthly performance scorecards for sales representatives, managers, areas, and regions
Own standard operating processes for representative and manager performance reviews, including performance-improvement deliverables and actions
Own sales productivity analysis and scorecards covering quota attainment, pipeline, opportunity progression, strategic product mix, customer activity, and other approved measures
Measure sales incentive effectiveness and recommend improvements aligning incentives with commercial priorities
Provide quarterly coaching assessment reporting and visibility into completion, quality, and follow-through
Lead opportunity reporting and analysis, including pipeline quality, aging, conversion, gaps, risks, and growth opportunities
Govern and report on customer and account setup performance, including timeliness, completeness, backlog, and issue escalation
Recommend corrective actions, operating changes, leadership interventions, performance-improvement actions, escalation paths, KPI enhancements, dashboard improvements, CRM reporting enhancements, sales-process changes, and incentive-measure enhancements
Inform executive and sales leadership about performance trends, forecast risks, opportunity gaps, productivity drivers, and areas requiring action
Inform Finance, Compensation, Product, CRM, Customer Master, and Sales Operations partners of relevant insights and process requirements
Lead three direct reports conducting deep-dive sales performance analyses and providing insights

Requirements

What you’ll need

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
Expertise using Excel, Power BI, and Salesforce to inform data-driven leadership decisions
Strong communication and relationship-building skills with ability to collaborate cross-functionally
Proven ability to lead a team of analysts in a complex organizational structure
Ability to build processes for sales leadership to manage pipeline, customer accounts, and sales representatives for growth
Understanding of the healthcare environment, including GPOs
Ability to travel up to 20%
Reports directly to the VP, Sales Operations
Works in close partnership with Area Sales Directors and Region Vice Presidents
Three direct reports supporting analytics and reports

Benefits

Comp & perks

Comprehensive healthcare plan including medical, dental, and vision plans starting on day one for full-time teammates
Educational assistance for eligible teammates enrolled in an approved, accredited collegiate program
Employer-paid life insurance and disability coverage
Voluntary supplemental life, hospitalization, critical illness, and other insurance programs
Adoption assistance
Fertility benefits included in the medical plan
Parental leave
Health Savings Account (HSA)
401(k)
Paid sick days, short-term leave, holidays, vacation days, personal days, and additional leave
Teammate Assistance Program (TAP)
Calm Health
Cancer Resources Services
Discount programs
20% AIP eligibility