Principal Sales Operations Analyst, NM

Principal Sales Operations Analyst, NM

The Principal Sales Operations Analyst is a strategic, data-driven leader responsible for optimizing commercial performance through territory design, quota setting, and advanced sales analytics. This highly visible role partners cross-functionally with sales leadership, marketing, finance, and product teams to ensure sales resources are deployed effectively, performance targets are grounded in market realities, and decisions are informed by rigorous analytics.

Operating in a complex medical device environment, this role balances geographic, clinical, and market dynamics to drive sustainable revenue growth, salesforce productivity, and operational efficiency.

Your responsibilities will include:

• Design, implement, and continuously optimize sales territories to balance workload, revenue potential, and market coverage.
• Incorporate geographic factors (e.g., travel time, regional differences), healthcare infrastructure (e.g., hospital systems, provider density), and market segmentation (e.g., hospitals, clinics, outpatient centers).
• Align territories to product strategies, differentiating between high-value capital products and high-volume consumables.
• Analyze competitive landscape, market share, and growth opportunities to identify underserved or high-potential regions.
• Partner with sales leadership to align territories with sales rep capabilities, experience, and specialization.
• Regularly review and adjust territories based on performance data, market changes, organizational shifts, and field feedback.

• Develop and manage sales quotas that are realistic, challenging, and aligned with corporate targets, territory potential, managerial input, and market realities.
• Ensure quota methodologies reflect differences in geography, customer mix, product portfolio, and sales role scope.
• Monitor sales performance against quotas to identify trends, risks, and opportunities.
• Proactively adjust quota assumptions as market conditions, product focus, or organizational priorities evolve.
• Partner with sales leadership and finance to ensure quotas support predictable revenue growth and effective capacity planning.

• Analyze complex sales, market, and customer data to generate actionable insights for leadership and field teams.
• Develop accurate short- and long-term sales forecasts informed by historical performance, market trends, and external factors (e.g., reimbursement changes, healthcare regulations).
• Define, track, and evolve key performance indicators (KPIs) that measure sales effectiveness, productivity, and operational efficiency.
• Build and maintain advanced dashboards and reporting tools that clearly communicate insights, trends, and risks to stakeholders.
• Provide strategic recommendations related to territory design, pricing, customer segmentation, sales tactics, and resource allocation.
• Integrate external market signals, competitive intelligence, and healthcare policy developments into analyses.

• Serve as a trusted advisor to sales leadership, marketing, finance, and product teams on commercial strategy, processes, and execution.
• Ensure alignment between territory design, quotas, analytics, and broader business objectives.
• Support major initiatives such as product launches, market expansion, and organizational redesign with data-driven planning and analysis.
• Partner with IT to troubleshoot systems, data, and processes to ensure optimal utilization of available tools.

Qualifications:

Required qualifications:

• Minimum of 7 years' experience in sales operations, commercial analytics, or related functions.
• Proven track record of designing territories and managing quota setting in a complex or matrixed organization.
• Strong analytical and data visualization skills, with proficiency in tools such as Excel, Tableau, Power BI, or equivalent.
• Demonstrated experience working cross-functionally with sales, marketing, finance, and product teams.
• Strong communication skills with the ability to present complex data insights to executive stakeholders.

Preferred qualifications:

• Experience in the medical device, healthcare, or life sciences industry.
• Familiarity with CRM platforms (e.g., Salesforce), ERP systems, and advanced analytics tools.
• Master's degree in Business, Analytics, or a related field.