Position Objective:The Senior Manager, Commercial Performance & Analytics leads global sales incentive compensation strategy, sales force effectiveness, territory planning, and commercial performance analytics while overseeing the Sales Reporting team. The role strengthens Artivion's ability to evaluate commercial performance, align field incentives with business priorities, and support effective deployment of sales resources across geographies.
The position combines direct analytical execution, commercial business partnership, and people leadership. The Senior Manager personally develops compensation and territory analyses, supports decisions about representative performance and productivity, and ensures that critical recurring sales reporting, reconciliation, and compensation processes remain accurate, timely, and well controlled.
Working closely with Commercial leadership, Human Resources, Finance, and regional partners, the role promotes consistent global methodologies while maintaining appropriate flexibility for local commercial models and market requirements.
Responsibilities:Global Sales Incentive Compensation Strategy- Lead the evaluation, design, financial modeling, and ongoing improvement of incentive compensation structures across the global Commercial organization.
- Partner with Commercial leadership, Human Resources, and Finance to align incentive programs with company growth, profitability, strategic product priorities, and desired selling behaviors.
- Model commission rates, thresholds, accelerators, payouts, cost of sales, and earnings distributions to assess financial impacts and plan effectiveness.
- Evaluate incentive outcomes against sales attainment, productivity, product mix, and other performance measures; recommend changes based on evidence.
- Provide oversight of commission calculation processes, validation, controls, and timely administration in partnership with responsible stakeholders.
Sales Force Performance and Commercial Analytics- Lead development of actionable global representative, territory, account, and regional performance analytics, including attainment, growth, productivity, mix, and commercial return on investment.
- Analyze representative books of business, account concentration, customer activity, sales trends, and opportunities for improved commercial performance.
- Establish consistent KPI definitions and reporting methodologies across geographies while reflecting local business differences.
- Personally develop analytical models and concise recommendations that enable Commercial leadership to make informed performance and investment decisions.
- Partner with Revenue & Demand Planning and regional Finance teams to connect sales performance insights with financial results and strategic priorities.
Territory Planning and Sales Force Effectiveness- Partner with regional and global Commercial leaders to evaluate territory design, representative alignment, customer assignments, account coverage, and sales force deployment.
- Develop models to assess territory potential, representative capacity, productivity, market opportunity, and investment in additional field resources.
- Provide analytical support for realignments, headcount requests, organizational changes, and new product commercial strategies.
- Promote scalable and consistent approaches to territory effectiveness, sales crediting, and performance measurement across geographies.
Sales Reporting Team Leadership and Operational Oversight- Lead, coach, and develop the Sales Reporting team, initially with two direct reports, providing clear priorities, accountability, performance feedback, and opportunities to build analytical capabilities.
- Ensure accurate and timely completion of business-critical recurring sales reports, close-related reporting, commissions support, reconciliations, and other required deliverables.
- Establish documented ownership, reporting calendars, validation controls, escalation procedures, and appropriate backup coverage for critical activities.
- Oversee the integrity of sales reporting outputs and effective resolution of reporting exceptions, including those affecting financial or management reporting.
- Evaluate report usage and business requirements; eliminate, simplify, consolidate, and standardize work where appropriate while preserving necessary controls.
- Build team capacity for more proactive analysis and insights as reporting processes and tools improve.
Sales Performance Data Governance and Reporting Integrity- Establish consistent business rules for representative, territory, customer, and account relationships used in sales reporting and incentive compensation.
- Work with Commercial stakeholders and system owners to ensure accurate alignments, assignment effective dates, historical changes, and sales crediting.
- Oversee reporting validation, reconciliations, exception management, and timely resolution of underlying data quality issues.
- Define the business requirements and controls needed to produce trustworthy, comparable global sales performance information.
- Identify opportunities to strengthen reporting accuracy, efficiency, and consistency without assuming ownership of underlying enterprise technology platforms.
Global Business Partnership and Continuous Improvement- Serve as a trusted partner to global and regional Commercial leadership on incentives, performance, territory planning, and sales force resource decisions.
- Work collaboratively with Commercial Finance Revenue & Demand Planning, OpEx & Business Partnership, Human Resources, regional Finance, and other stakeholders.
- Present analyses, recommendations, and emerging risks clearly to senior leadership and effectively challenge assumptions.
- Improve recurring processes, operating procedures, documentation, and coordination while maintaining day-to-day reporting continuity.
- Operate independently and balance hands-on analysis with leadership of a geographically distributed team
Qualifications:- Bachelor's degree in Finance, Accounting, Business, Economics, Analytics, or a related field required. MBA or another relevant advanced qualification preferred.
- Minimum of 8 years of progressive experience in Commercial Finance, Sales Operations, Sales Force Effectiveness, Commercial Analytics, incentive compensation, or related roles.
- At least 2 years of people leadership experience, including coaching, managing performance, and ensuring accurate delivery of recurring operational work.
- Demonstrated experience designing, financially modeling, evaluating, or governing sales incentive compensation programs; experience beyond routine commission administration strongly preferred.
- Strong experience analyzing sales representative productivity, territory effectiveness, account alignment, performance KPIs, and commercial investments.
- Ability to lead global or cross-regional initiatives and influence Commercial leaders and functional partners with sound analytical judgment.
- Advanced Excel and financial modeling skills, including the ability to personally perform detailed analysis and synthesize findings for executive decisions.
- Experience with reporting tools, CRM or ERP environments, sales compensation platforms, and business intelligence tools such as Power BI or similar systems preferred.
