Senior Manager, Commercial Analytics & Performance Management

Position Summary

Reporting to the Executive Director, Commercial Analytics & Performance Management Optimization, the Senior Manager, Performance Management will play a strategic creator, influencer, and connector on all commercial performance data points (marketing, field sales, inside sales, and customer service) to optimize targeting revenue generating motions to maintain and grow a healthy and sustainable commercial pipeline for the future.

In this newly created leadership role, you will work closely with senior Sales & Marketing leadership to build key performance indicator scorecards to analyze market and performance data for our Regions and Verticals. Your role will involve information analysis and intelligence to provide actionable insights to enhance business performance and drive growth along with critical thinking and communication skills. Your ability to communicate creatively and holistically, while keeping your proposals grounded in solid quantitative and financial analytics, will be essential. You will partner with Sales & Marketing leadership to drive adoptable change management practices, value proposition consultation and accountability tracking to ensure the sales, marketing and customer services teams are rationalizing their time in the right places, on the right opportunities, using the right sales approaches. This agile, real time performance management framework is instrumental in putting accountability back to the Sales leaders by giving visibility to the right metrics to ensure teams are making progress toward achieving growth outcomes.

Job Description

• Establish partnerships and cadences with Sales leaders and Revenue Operations leaders to drive decision making and actions from insights to increase seller productivity
• Partner with Regional Revenue Operations leaders to operationalize Key Performance Indicators
• Improve sales effectiveness and efficiency via the implementation of optimal sales motions
• Identify areas of underperformance and work with leadership to develop actions to address them
• Work closely with departmental managers to implement performance improvement initiatives
• Monitor & drive the progress of initiatives and make necessary adjustments to optimize outcomes
• Develop strategic recommendations to improve business performance and achieve objectives
• Coordinate with IT teams to ensure data integrity, system integration, and effective reporting tools
• Partner with Revenue leaders Operations to develop Business IT Roadmap & prioritization process

Key Competencies for Success

• Experience serving, collaborating with, and influencing Sales & Marketing leaders.
• Strong and proven leadership and change management capability with proven adoption.
• Strategic business acumen of commercial levers, with experience identifying key actions that account to trackable KPI data points for performance monitorization.
• People management, including the ability to build new capabilities within existing team and bring in new talent to drive rigor and deliver a data driven service delivery model.
• Success in building relationships with diverse skill sets (from technical to strategic resources) in a direct or matrixed organization.
• Ability to cultivate strong cross-functional relationships and communicate effectively with internal teams and external partners in person and virtually across the globe, while navigating culture and politics across multiple functions.
• Ability to translate business objectives into data generating revenue goals and metrics across all three operations functions (sales, marketing, and customer success).
• Project management and multitasking; influence without authority across the globe.
• Ability to manage multiple non-connected projects and prioritize time/activities.
• Strong interpersonal skills as well as excellent verbal communication and presentation skills.

Core Competencies to Drive Impact

• Bachelor’s degree required; MA/MS/MBA or other advanced degree preferred.
• 10+ years of experience in Revenue Operations, Sales Operations, Marketing Operations, or Commercial Analytics roles.
• Strong analytical, problem-solving, and quantitative skills with expertise in the tools of secondary data analysis and forecasting.
• Knowledge of various sales strategies, as well as broad base business acumen.
• Ability to operationalize and drive new sales strategies, build business cases, gain internal/external support, and drive change management in transformation efforts
• Significant track record of successfully leading a team and coaching direct reports.
• Ability to influence others to achieve success while properly managing time.
• Proficient in Microsoft Excel, Word, & especially, PowerPoint.
• Experience with CRM and data visualization tool; Salesforce and PowerBI strongly preferred.
• Strong understanding of data management principles and working with IT.
• Experience in manufacturing, sciences or tech industries preferred.
• The ability and willingness to travel globally as required (up to 25%).