Title: Lead Sales Analytics & Reporting Analyst
Location: This position is based in our Campbell, California offices. This position is on-site, full-time

What You'll Do
The Lead Sales Analytics & Reporting Analyst is responsible for commercial analytics, reporting, and decision support for the Commercial organization. This role partners closely with Commercial Leadership, IT and Finance to transform commercial data into actionable insights that improve sales performance, forecasting, territory effectiveness, and operational decision-making.
As a trusted analytical advisor to Commercial Leadership, this individual develops scalable reporting, advanced analytics, and business intelligence solutions utilizing modern analytics platforms and AI-enabled technologies. The Lead Analyst delivers timely insights, identifies trends, and provides analytical recommendations that enable informed business decisions across the commercial organization.
As the senior individual contributor for Commercial Analytics & Reporting within Sales Operations, this role owns commercial analytics, reporting, forecast modeling, statistical analysis, territory inputs, pipeline analytics, and business intelligence reporting while operating within enterprise data governance standards.
Commercial Analytics & Strategic Insights

• Serve as a trusted analytical advisor to Commercial Leadership by providing objective analysis and actionable business insights.
• Develop analytical models and perform quantitative analyses that improve commercial decision-making.
• Analyze sales performance, customer trends, physician adoption, market opportunities, and commercial productivity to identify risks and opportunities.
• Translate complex analytical findings into concise recommendations that support business decisions.
• Operate within enterprise data governance standards while ensuring the accuracy and integrity of analytical outputs.

Reporting, Business Intelligence & AI

• Design, develop, and maintain Commercial dashboards, Sales reporting, Territory reporting, Performance reporting, and self-service reporting solutions utilizing Salesforce, Tableau, SQL, Excel, AWS, and other business intelligence platforms.
• Develop reporting using established commercial KPIs and metrics.
• Develop and maintain business intelligence reporting that supports commercial planning and operational decisions.
• Leverage AI-enabled analytics tools to improve reporting efficiency, automate routine analyses, identify business trends, and increase organizational productivity.
• Partner closely with Business Intelligence, IT, and Data Engineering teams to improve reporting capabilities, data quality, and user adoption.
• Operate within enterprise reporting and data governance standards while ensuring reporting accuracy and consistency.

Commercial Planning & Sales Operations

• Provide analytical support for territory alignment, quota planning, product launches, market expansion initiatives, and annual operating planning.
• Deliver business intelligence and reporting that supports commercial planning and operational decisions.
• Recommend process improvements that improve reporting efficiency and commercial decision-making.

Forecasting & Commercial Analytics

• Own forecast models supporting commercial forecasting.
• Perform statistical analysis to improve forecast accuracy.
• Manage territory inputs that support forecast development.
• Analyze pipeline trends, opportunity movement, and sales performance to support forecasting activities.
• Provide analytical support for territory effectiveness and commercial performance.

Cross-Functional Leadership

• Partner with Sales, Marketing, Finance, Operations, IT, Clinical Affairs, and Executive Leadership to understand business needs and deliver analytical solutions.
• Build collaborative relationships across the commercial organization.
• Mentor analysts and business users on reporting tools, analytical methodologies, and reporting best practices.
• Promote adoption of reporting solutions and continuous improvement in commercial analytics.

• Build strong cross-functional relationships and serve as a trusted analytical advisor.

What You'll Bring

• Bachelor's degree in related field required and a minimum of 8 years of experience in Sales Analytics, Sales Operations, Commercial Excellence, Business Intelligence, Commercial Strategy, or related analytical roles; or an equivalent combinations of education and experience
• Advanced degrees/certificates encouraged.
• Medical device industry experience strongly preferred; experience supporting biotechnology, healthcare, pharmaceutical, or other highly regulated commercial organizations will also be considered.
• Demonstrated experience partnering directly with Vice Presidents, Executive Commercial Leadership, and cross-functional business leaders.
• Proven success delivering executive-level reporting, strategic analyses, and actionable business insights that influence commercial decisions.
• Experience supporting sales organizations through forecasting, pipeline management, territory design, quota setting, sales performance analytics, and commercial planning.
• Experience working in high-growth, rapidly evolving commercial organizations preferred.
• Advanced proficiency with Salesforce CRM, Tableau and/or Power BI, SQL, Microsoft Excel (including advanced modeling, Power Query, and Power Pivot preferred), AWS, Snowflake, or cloud-based analytics platforms, Microsoft Office Suite
• Experience utilizing AI-enabled analytics platforms and generative AI technologies, including Microsoft Copilot, ChatGPT Enterprise, or similar enterprise AI tools to improve reporting, automate analysis, and enhance business insights.
• Strong understanding of Commercial KPIs, Sales performance measurement, Forecasting methodologies, Territory optimization, CRM analytics, Dashboard development, Data visualization, Business intelligence architecture.
• Exceptional analytical problem-solving skills.
• Ability to influence business decisions through objective analysis and data-driven recommendations.

Employee Benefits include a stake in our collective success with stock options, bonus, competitive salaries, a 401k plan, health benefits, generous PTO, and a parental leave program.

Salary Range: $145,000 - 165,000/annually
Please note that the salary information is a general guideline only. Imperative Care considers factors such as scope and responsibilities of the position, candidate's work experience, education/training, key skills, and internal equity, as well as location, market and business considerations when extending an offer.
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