Lead Sales Operations Analyst

The Lead Sales Operations Analyst partners with sales leadership to drive field performance through data‑driven insights, operational excellence, and strategic program development. This role collaborates closely with Breast & Skeletal Health (BSH) Sales and Marketing leadership, Strategic Sales, National Accounts, and Commercial Analytics to design and implement best‑in‑class processes, tools, and programs that support a high‑performing sales organization.

While the role has primary responsibility for supporting a specific division, the position also collaborates across divisions when business needs require cross‑functional operational support.

• Partner with sales leadership to define, track, and analyze key performance indicators (KPIs) for the sales organization.
• Develop timely, accurate, and actionable reports that provide visibility into sales performance, incentive attainment, and key business trends.
• Produce monthly divisional performance reports and weekly sales forecast reporting.
• Provide ad hoc reporting and analysis as needed to support leadership decision‑making.
• Support the preparation and analysis of materials for Quarterly Business Reviews (QBRs).

• Develop data‑driven models to assess workload distribution and sales potential across territories.
• Recommend optimized territory structures and alignment strategies to maximize market coverage and sales effectiveness.
• Conduct regular evaluations of territory performance, market potential, and workload balance to identify opportunities for realignment.
• Analyze customer distribution, account potential, travel efficiency, and market coverage to inform territory design.
• Partner with sales leadership to implement territory changes and communicate updates effectively to the field organization.
• Support onboarding and ramp planning for new territories or newly hired sales representatives.
• Maintain territory hierarchy and alignment data within CRM and reporting systems to ensure data accuracy.
• Monitor post‑alignment performance to assess impact and recommend adjustments when necessary.

• Design, implement, and maintain predictive quota‑setting methodologies to ensure fair, accurate, and performance‑aligned quotas for the field sales organization.
• Continuously evaluate and refine quota methodologies to improve accuracy, fairness, and performance distribution.
• Analyze historical sales performance, market trends, and territory potential to inform quota recommendations.
• Develop territory‑level and representative‑level quota allocations that align with corporate revenue targets.
• Build and maintain models that incorporate factors such as seasonality, growth targets, pipeline health, and product mix.
• Partner with Finance and Sales leadership to validate quota assumptions and ensure alignment with business objectives.
• Perform scenario modeling to evaluate the impact of quota adjustments on attainment distribution and compensation payouts.

• Sales
• Commercial Analytics
• Sales Excellence
• Information Technology (IT)
• Human Resources (HR)
• Marketing

• Bachelor’s degree in a quantitative discipline required; Master’s degree preferred.
• Minimum of 3 years of experience in an analytical, sales operations, or business support role.