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Job description
Active - Exempt full-time Full time Field or Remote Only, Canal Winchester, OH, US
Salary Range: $125,000.00 To $150,000.00 Annually
Director, Commercial Analytics and Sales Compensation
We are seeking a full-timeDirector, Commercial Analytics and Sales Compensation who will lead the analytics, forecasting, and incentive compensation function for the commercial organization. This position owns the strategy, governance, and team behind sales forecasting, pipeline and performance reporting, territory and quota planning, and sales compensation design and administration.
This position offers the flexibility of working remotely, however, preference will be given to states where Capsa already employs.
As the Director of Commercial Analytics your contributions to the team will include:
Own sales compensation strategy, including plan design, quota methodology, and incentive structures aligned with company revenue, margin, and growth objectives
Lead the annual compensation and quota planning cycle, from modeling and executive approval through plan documentation and field rollout
Evaluate plan performance and cost of sales on an ongoing basis; recommend changes that improve ROI and support sales team motivation and retention
Oversee accurate, timely monthly and quarterly commission payouts; establish controls, audit procedures, and a formal dispute resolution and exception process in partnership with Finance
Own the company sales forecasting process and deliver forecast, pipeline, and performance insight to executive leadership
Partner with sales leadership and Finance on territory design, capacity planning, headcount modeling for sales coverage, and quota allocation
Define and govern the KPI framework for individual reps, teams, channels, and overall commercial performance
Direct strategic analyses on pricing, product mix, customer segmentation, win/loss, and market opportunity to inform go-to-market strategy
Set and execute the commercial reporting and business intelligence roadmap, standardizing reporting across sales, marketing, and customer success
Partner with IT and Finance on data architecture, Salesforce and ERP integration, and data governance to maintain a single source of truth for commercial metrics
Hire, lead, and develop a team of sales and compensation analysts; set priorities, manage performance, and build analytical capability as the team grows
Serve as a strategic advisor to the VP of Commercial Operations; present findings and recommendations to the executive team and cross-functional leaders
Manage the department budget and evaluate, select, and oversee analytics and incentive compensation tools and vendors
Lead process improvement and change management initiatives that drive adoption of reporting, forecasting, and compensation processes across the commercial organization
Ensure compensation plans and payout processes adhere to company policy, internal controls, and audit requirements
Cooperatively provides hands-on job function training to co-workers as needed.
Must understand and comply with Safety, 5S, ISO, and other corporate programs, initiatives and procedures.
Dependable and consistent attendance is critical for team performance and productivity.
Other duties or special projects as assigned.
What we ask of you:
Bachelor's degree in Business, Finance, Economics, Statistics, or a related field required; MBA or advanced degree preferred
10+ years of experience in sales analytics, sales operations, or incentive compensation, including 3+ years leading and developing analyst teams
Proven track record designing and implementing sales compensation plans, quota methodology, and territory models for a B2B sales organization; experience with capital equipment or healthcare technology sales preferred
Expert proficiency in Microsoft Excel and Salesforce, with demonstrated experience in ERP systems (e.g., SAP, Oracle, or similar enterprise platforms) and business intelligence tools (e.g., Tableau or Power BI)
Experience with incentive compensation management software preferred
Demonstrated ability to influence senior stakeholders and present financial and analytical insights to executive leadership
Strong leadership, change management, and cross-functional collaboration skills, with experience partnering across Commercial, Finance, and Operations teams
Capsa Healthcare offers an exciting growth opportunity to those who are passionate about the industry and their career development. You will also enjoy a solid compensation and benefits package.
Paid time off
Paid holidays
Medical, dental and vision insurance
Paid parental leave
401(k) with company match
Company-paid Life, AD&D and Long-term disability insurance
Voluntary Short-term disability, Supplemental Life, AD&D, Identify Theft Protection, Accidental Injury and Hospital Indemnity insurance
EEO Employer, including Veterans and Individuals with Disabilities
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Worksite address
workfromhome, OH, 43110, US
Who can apply
Review the original listing for work authorization, qualifications and employer requirements.