Senior Commercial Operations Analyst

Job Description

Senior Commercial Operations Analyst

The Senior Commercial Operations Analyst serves as a strategic business partner within the Commercial Operations organization, supporting the design and execution of sales strategies that drive revenue growth, field effectiveness, and organizational performance. Working cross-functionally with Sales Leadership, Marketing, Finance, Operations, and Executive Leadership, this individual provides strategic and analytical support across sales compensation design, sales target and quota setting, commercial planning, territory strategy, executive and board reporting, sales operations, and marketing effectiveness.

Critical Competencies

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• Commercial & Strategic Acumen: Understands how sales strategy, compensation, targets, territory design, marketing activity, resource allocation, and operational decisions influence commercial performance. Connects analysis to broader business objectives and practical recommendations.
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• Analytical Thinking & Decision Support: Evaluates business performance, identifies meaningful trends and root causes, tests assumptions, and develops actionable recommendations. Uses data as a tool to support decisions rather than treating reporting as the end product.
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• Executive Communication & Storytelling: Translates complex commercial information into clear, concise narratives for operational leaders, executives, and board audiences. Communicates not only what the data shows, but why it matters and what actions should follow.
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• Cross-Functional Partnership: Builds productive relationships across Sales, Marketing, Finance, Operations, and Executive Leadership to align priorities, solve business problems, and advance commercial initiatives.
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• Business Planning & Problem Solving: Approaches ambiguous commercial challenges with curiosity, sound judgment, and a solution-oriented mindset. Balances quantitative analysis with business context when developing recommendations.
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• Quality, Ownership & Execution: Maintains strong attention to detail while managing multiple strategic and recurring priorities. Produces accurate, timely work and takes ownership from initial analysis through recommendation and follow-through.
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ESSENTIAL JOB DUTIES & RESPONSIBILITIES

Sales Compensation & Incentive Strategy

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• Support the design, modeling, evaluation, and ongoing optimization of sales compensation and incentive plans.
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• Develop scenario models to evaluate plan mechanics, payout curves, thresholds, accelerators, and potential financial and behavioral impacts.
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• Analyze compensation effectiveness, productivity, attainment, and payout trends to identify opportunities for improvement.
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• Partner with Sales Leadership and Finance to ensure compensation plans align with commercial objectives, financial expectations, and desired field behaviors.
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• Support commission reporting, plan communication, and recommendations for future compensation plan changes.
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Sales Targets, Quotas & Commercial Planning

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• Support annual and quarterly sales target and quota-setting processes across territories, regions, and sales teams.
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• Analyze historical performance, market opportunity, growth expectations, and organizational priorities to inform target recommendations.
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• Develop territory opportunity assessments and commercial growth analyses to support business planning.
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• Assist leadership with resource allocation, market prioritization, and performance expectation decisions.
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• Monitor performance against targets and business plans and recommend corrective actions or adjustments when appropriate.
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Commercial Strategy & Business Partnership

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• Partner with Sales, Marketing, Finance, Operations, and Executive Leadership to evaluate commercial performance and identify growth opportunities.
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• Conduct ad hoc business analyses that help leadership understand performance drivers, risks, tradeoffs, and strategic options.
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• Develop recommendations that connect commercial data to business actions rather than relying solely on historical reporting.
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• Support strategic initiatives, operating reviews, and cross-functional projects impacting sales effectiveness and revenue growth.
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• Evaluate the potential commercial impact of organizational, market, process, or strategy changes.
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Executive & Board Reporting

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• Develop executive and board-level reporting packages that clearly communicate commercial performance, trends, risks, opportunities, and recommended actions.
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• Prepare recurring commercial performance reviews, quarterly business reviews, and strategic planning materials.
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• Build clear narratives around performance results, connecting key metrics to business context and organizational priorities.
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• Partner with leadership to identify the most meaningful measures and insights for executive decision-making.
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• Present findings and recommendations in a concise, business-oriented manner appropriate for senior leadership audiences.
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Sales Operations & Territory Strategy

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• Support territory alignment, territory optimization, and field coverage initiatives.
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• Evaluate geographic coverage, referral density, provider concentration, market opportunity, and field productivity.
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• Conduct white-space, target account, dormant account, and market opportunity analyses.
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• Support territory realignment recommendations and monitor performance following organizational or structural changes.
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• Identify opportunities to improve sales processes, field effectiveness, resource deployment, and commercial operating rhythms.
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Marketing & Commercial Effectiveness

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• Partner with Marketing and Sales Leadership to evaluate targeting strategies, referral generation, campaign effectiveness, provider opportunity, and market penetration.
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• Analyze the effectiveness of commercial initiatives and recommend changes to improve reach, conversion, productivity, or return on investment.
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• Support alignment between sales targeting, marketing strategy, and field execution.
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• Use AcuityMD and other commercial intelligence platforms to identify provider, account, and market opportunities.
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• Monitor adoption and effectiveness of commercial tools and initiatives and recommend improvements.
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Analytics, Forecasting & Decision Support

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• Perform quantitative and qualitative analyses necessary to support compensation, target setting, territory strategy, forecasting, and commercial planning.
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• Support monthly, quarterly, and annual forecasting activities and evaluate forecast accuracy.
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• Analyze performance trends, productivity indicators, referral activity, order volume, and other commercial metrics to identify meaningful business insights.
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• Maintain accurate recurring reports, scorecards, and analytical tools needed to support commercial decision-making.
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• Partner with technical and data resources as needed to improve reporting capabilities, data quality, and access to commercial information.
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MINIMUM QUALIFICATIONS

Required

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• Bachelor's Degree in Business, Finance, Economics, Marketing, Analytics, or a related field.
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• Minimum of 3-5 years of experience in Commercial Operations, Sales Operations, Revenue Operations, Sales Strategy, Commercial Finance, Sales Compensation, or a related role supporting a complex sales organization.
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• Demonstrated experience supporting one or more of the following: sales compensation, quota or target setting, commercial planning, territory strategy, executive reporting, or sales performance management.
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• Advanced Microsoft Excel skills and the ability to build and interpret financial, compensation, performance, and scenario models.
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• Strong business acumen with the ability to connect data and analysis to commercial strategy and operational recommendations.
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• Experience preparing materials, analyses, or presentations for senior leadership or executive audiences.
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• Strong written and verbal communication skills, including the ability to simplify complex information and develop clear business narratives.
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• Demonstrated ability to work independently, manage multiple priorities, and collaborate effectively across functions.
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Preferred

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• Experience supporting healthcare, medical device, DME, pharmaceutical, or B2B field sales organizations.
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• Experience with sales compensation plan design, modeling, or administration.
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• Experience with territory planning, quota setting, forecasting, or commercial business planning.
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• Experience partnering with Sales, Marketing, Finance, and Operations in a commercial environment.
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• Experience developing executive or board-level reporting and presentation materials.
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• Experience working with Salesforce, AcuityMD, or similar CRM and commercial intelligence platforms.
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• Working knowledge of Power BI, Tableau, or similar business intelligence tools.
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• SQL or other advanced data-query experience is a plus but not required.
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• Master's Degree preferred but not required.
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