Sales Performance and Analytics Director

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Summary:

In this role, the Sales Performance & Analytics Director serves as the strategic leader responsible for forecasting, performance management, pipeline governance, sales analytics, CRM governance, and operational insights for the Spend Management Sales organization. This role partners closely with the Sales team, Finance, Revenue Operations, Marketing, and business leaders to establish a data-driven sales operating model that improves forecast accuracy, enhances seller productivity, and drives achievement of revenue and growth objectives. The Director transforms complex business data into actionable insights, develops performance frameworks, and ensures sales leaders have the information needed to make informed strategic and operational decisions. This role serves as a trusted advisor to the AVP, Sales Operations and helps drive organizational accountability through consistent measurement, reporting, and performance management practices.

Responsibilities:

• Oversee established sales performance metrics, dashboards, and executive reporting.

• Analyze sales productivity, attainment, pipeline conversion, and revenue performance to identify trends and opportunities.

• Accountable for forecasting processes, pipeline governance, and reporting rhythms across the Spend Management Sales team.

• Partner with the AVP, Sales Operations and Finance team members to identify risks, opportunities, and revenue projections.

• Monitor pipeline health, forecast accuracy, and sales performance trends to improve commercial outcomes.

• Lead weekly pipeline reviews and forecasting discussions, ensuring accountability and follow-through.

• Deliver strategic insights and recommendations that support business planning and decision-making.

• Lead performance reviews and business reporting for sales leadership.

• Establish governance standards for CRM utilization, pipeline management, and data integrity.

• Partner with Revenue Operations and technology teams to optimize reporting capabilities, system adoption, and process compliance.

• Ensure data quality and consistency to support forecasting accuracy and business insights.

• Identify opportunities to improve operational efficiency and seller productivity.

• Develop performance models and analyses that support sales planning and growth initiatives.

• Serve as the primary analytics and performance management partner for Sales, Finance, Revenue Operations, and Business Unit leadership.

• Applies advanced AI fluency to improve business strategy, complex analysis, stakeholder communications, and decision-making; evaluates and refines AI-generated outputs for accuracy, relevance, and business impact while promoting effective and responsible AI use across functional activities.

Qualifications:

• Bachelor's degree in Business, Analytics, or related field preferred.

• 7+ years of experience in Sales Operations, Business Analytics, Revenue Operations, Commercial Excellence, or related functions required.

• Experience leading forecasting, sales analytics, pipeline management, and performance reporting functions.

• Demonstrated success partnering with senior sales leaders and executive stakeholders.

• Strong analytical, financial modeling, and business intelligence capabilities.

• Demonstrates deep knowledge of AI tools, capabilities, outputs, and limitations and applies AI effectively in complex business situations. Leverages AI to improve productivity, analysis, decision-making, and innovation; critically evaluates AI-generated content and serves as a resource to others in the effective and responsible use of AI solutions

• Experience developing executive dashboards, scorecards, and performance management frameworks.

• Advanced proficiency with CRM systems, reporting platforms, and analytics tools.

• Exceptional communication, presentation, and stakeholder management skills.

• Proven ability to lead cross-functional initiatives and influence organizational decisions.

• Strong experience leveraging AI-enabled analytics and forecasting tools.

• Experience within healthcare, supply chain, spend management, SaaS, or complex B2B sales environments preferred.

• Familiarity with Salesforce, Power BI, Tableau, or similar business intelligence platforms.

Career Framework:

Professional - Lead Associate (P4)

Estimated Hiring Range:

At Vizient, we consider skills, experience, and organizational needs in our compensation approach. Geographic factors may adjust the range estimate and hires typically fall below the top range. Compensation decisions are tailored to individual circumstances. The current salary range for this role is $102,400.00 to $179,000.00.

This position is also incentive eligible.

Vizient has a comprehensive benefits plan! Please view our benefits here:

http://www.vizientinc.com/about-us/careers