Sales Effectiveness Lead - Technology and Analytics

Sales Effectiveness Lead – Technology & Analytics

Dechra is a growing, global specialist within the world of veterinary pharmaceuticals. Our expertise is in the development, manufacture, marketing and sales of high quality products exclusively for veterinarians worldwide. Our values are embedded within our culture and thrive within our family of almost 2000 colleagues globally: Destination, Enjoyment, Courage, Honesty, Relationships, and Ambition.

The Opportunity

The Sales Effectiveness, Technology & Analytics Lead is responsible for driving the strategy, execution, and optimization of sales programs, systems, and analytics across the commercial organization.

• Lead end-to-end design, launch, and scaling of sales effectiveness programs that improve rep performance, onboarding, retention, and productivity.
• Manage the full lifecycle of strategic initiatives—scoping to rollout, measurement, and continuous improvement.
• Standardize sales processes, tools, and best practices across Inside Sales, Field Sales, Sales Management, and Commercial Leadership.
• Track and manage program milestones, risks, and change‑management plans to ensure full adoption and business impact.
• Support and partner with key stakeholders to assess territory mapping, account segmentation, and incentive planning initiatives based on data and research.
• Evaluate, select, and implement sales technology platforms (e.g., CRM, enablement tools, coaching platforms, analytics solutions).
• Partner with the Commercial Analytics team to optimize system integrations, workflows, and user experience.
• Maintain governance of the sales tech stack, ensuring tools align with strategy and deliver measurable impact.
• Train sales teams on new systems and tools, building repeatable enablement processes.
• Administer and optimize daily use of sales tools and platforms, including Salesforce CRM and analytics dashboards.
• Partner with internal stakeholders, especially the Salesforce team, to implement new tools or enhancements that support sales productivity.
• Create Salesforce dashboards, scorecards, and KPIs that measure sales performance, productivity, and program ROI.
• Provide actionable insights and recommendations to sales leadership using quantitative analysis and root‑cause problem solving.
• Develop forecasting, pipeline, and capacity models to support strategic decisions.
• Align on data sources, definitions, and reporting standards with Finance, Marketing, and Analytics teams.
• Translate complex sales data into actionable insights to support decision‑making.
• Develop KPI and performance dashboards to track salesforce effectiveness.
• Conduct deep‑dive analyses of sales performance trends, customer coverage, and sales behaviors to highlight opportunities and strengths.
• Leverage and scale the SFE framework across the salesforce to drive consistent sales processes (territory planning, call planning, opportunity management).
• Develop clear, compelling business cases to secure executive alignment, funding, and prioritization for key initiatives.
• Present insights, recommendations, and program outcomes to senior commercial leadership.
• Influence decisions related to territory design, incentive strategy, headcount planning, and sales process improvements.
• Support sales managers with insights and reporting tools to drive performance and accountability.
• Assist in coordinating and delivering training initiatives, particularly for new tool rollouts.
• Monitor usage and adoption of tools and content; recommend improvements based on data and feedback.
• Track and visualize KPIs that measure sales effectiveness and training adoption.
• Act as a connector between the sales and commercial analytics team to ensure alignment of tools and workflows.
• Seek feedback from field and inside sales teams, bringing back insights to improve tools and training.
• Collaborate with Sales, Training, Marketing, Commercial/Salesforce Analytics, HR, and Finance for seamless execution of sales effectiveness strategies.
• Lead stakeholder meetings, steering committees, and project roadmaps.

• Bachelor’s degree in Business, Sales, Marketing, or related field—or a mix of education and experience.
• Minimum of 5 years…