Sales Analytics Manager

Overview

Reporting to the Director of Sales Operations, the Sales Analytics Manager is responsible for delivering the analytics, business intelligence, and operational insights that enable data-driven decision-making across the sales organization. This role serves as the primary administrator for Salesforce CRM and is accountable for sales reporting, dashboard development, territory and account data management, healthcare market intelligence, and sales process governance.

The Sales Analytics Manager partners closely with Sales Leadership, Territory Sales Managers, Regional Sales Managers, Key Account Managers, Marketing, Customer Care, and other cross-functional stakeholders to improve sales effectiveness through high-quality analytics, optimized business processes, and accurate CRM data. This position transforms data into actionable insights that improve forecasting, identify growth opportunities, strengthen pipeline management, and support strategic business decisions.

Key Responsibilities

Sales Analytics & Business Intelligence

Lead the development and delivery of analytics that provide visibility into sales performance, business trends, and revenue opportunities.

Responsibilities include:

• Develop, maintain, and distribute recurring sales performance reports and executive dashboards.
• Produce reporting including:
  • Sales Results
  • Pipeline Health
  • Forecast Accuracy
  • Win/Loss Analysis
  • Regional Sales Trends
  • Activity & Productivity
  • Customer Experience (CXD) Activity
  • Trade Show Performance
  • Key Account Performance
  • Major Account Performance
  • Quarterly Business Reviews for Key Accounts
• Analyze sales performance to identify trends, risks, and opportunities.
• Present actionable insights and recommendations to Sales Leadership.
• Support strategic planning through business analytics and KPI reporting.

Salesforce CRM Administration & Data Governance

Serve as the primary Salesforce administrator responsible for maintaining a reliable, scalable, and user-friendly CRM environment.

Responsibilities include:

• Administer Salesforce to support the commercial organization.
• Maintain CRM data integrity and governance standards.
• Eliminate duplicate accounts and standardize account records.
• Manage Parent/Child account relationships.
• Maintain approved Salesforce email templates.
• Develop and maintain dashboards and reports.
• Retire obsolete reports and streamline reporting processes.
• Develop Salesforce automations that improve efficiency.
• Deliver regular system enhancements to improve user productivity.
• Improve Salesforce Mobile functionality and user experience.
• Support CRM governance, user adoption, and best practices.

Territory, Account & Market Intelligence

Maintain accurate territory structures and market intelligence that support effective sales coverage and strategic account management.

Responsibilities include:

• Maintain territory alignment across the sales organization.
• Manage ZIP Code assignments and territory mapping.
• Support territory redesign and optimization initiatives.
• Maintain Key Account and Major Account assignments.
• Support strategic account planning through data analysis.
• Provide analytical support to Key Account Managers.
• Manage Definitive Healthcare integration.
• Maintain current health system data
• Research new hospitals, healthcare facilities, and expansion opportunities.
• Support future Salesforce and enterprise system integrations.

Sales Process Optimization & Compliance

Ensure Salesforce accurately reflects sales activity while supporting consistent execution of established sales processes.

Responsibilities include:

• Develop Pipeline Compliance reporting.
• Monitor Salesforce adoption and process compliance.
• Audit opportunity quality and pipeline accuracy.
• Ensure forecast data integrity.
• Identify process gaps and recommend operational improvements.
• Improve consistency in CRM utilization across the sales organization.
• Partner with Sales Leadership to enhance sales processes and operational efficiency.

Cross-Functional Partnership & Continuous Improvement

Collaborate across departments to improve business processes, reporting capabilities, and organizational effectiveness.

Responsibilities include:

• Build collaborative relationships with Sales, Marketing, Customer Care, Finance, and other business partners.
• Support sales enablement initiatives through data and analytics.
• Recommend process improvements that increase productivity and reporting accuracy.
• Leverage technology and automation to improve operational efficiency.
• Continuously evaluate reporting, systems, and workflows to identify opportunities for improvement.