Sales Leadership Insights & Execution Director

ROLE SUMMARY

The Sales Leadership Insights & Execution Director owns translating multiple data sources into actionable insights, recommendations, and execution priorities that drive action helping Sales Leadership power decision-making. Operating within Commercial Services, this stand-alone director level position transforms data and analytics into actionable intelligence identifying gaps, trends, risks, opportunities, in both sales opportunities, business planning, and plan execution leveraging the sales data and analysis made available by the Enablement function, generating macro and micro-level analysis that gives the Sales Lead, Regional Business Directors (RBDs), and Area Business Managers (ABMs) clear, fast, actionable direction, ready to use coachable insights, and strategic execution.

Deliver prioritized, current NDC-by-account opportunity intelligence and performance analysis reports to the Sales Lead, RBDs, and ABMs at National, Regional, and District levels, so leaders can direct attention where it produces growth.

Compress the cycle from "we have a number to hit" to "here is where to invest leadership attention" by turning provided sales data into analysis that defines positive and negative trends, identifies opportunities, risks, gaps and successes, as well as supports top-down deployment, bottom-up escalation, and collaborative planning.

The Sales Leadership & Insights Director consumes the data that Enablement provides and builds the analytical, interpretive, and decision-support layer on top of it for the field sales leadership chain. Where Enablement produces and aligns the data, this role harvests, analyzes, and converts it into leadership direction and ready-for-delivery direction and coaching insights and analysis.

• Own and maintain prioritized NDC-by-account opportunity intelligence at National, Regional, and ABM levels, delivering a unified, current, and ranked view of all planned and unplanned opportunities for every level of the sales leadership chain.
• Convert the sales data and dashboards provided by enablement into macro-level insights and analysis for the Sales Lead and RBDs and micro-level insights and analysis for ABMs, providing both high-level and detail-level direction.
• Accurately and quickly define positive and negative trends, identify gaps, and surface successes so leaders can capture growth and act on market emerging signals.

• Develop and maintain ready-to-execute reports on National, Regional, Area and Territory performance that facilitate coaching development and business planning, strategy decisions, and reviews trends by default.
• Provide RBDs and ABMs with the analysis needed to spend less time creating analysis and reports and more time coaching and managing pipeline.
• Equip ABMs to come to 1:1s with reps with sharper, evidence-based opportunity guidance. Placing the ABMs in a position to proactively lead coaching conversations and performance enhancement.

• Own clear on-plan vs. off-plan classification of every meaningful opportunity within the Veeva business plan.
• Eliminate ambiguity about which opportunities are inside the Veeva business plan and which require escalation for inclusion.
• Give reps clarity on which of their pursuits are inside the Veeva business plan and which need escalation.

• Build the analytical foundation for top-down deployment decisions made by Sales Leadership.
• Enable bottom-up opportunity escalation from ABMs and reps with shared, structured data rather than competing views.
• Support collaborative top-to-bottom planning sessions between leaders, ABMs, HSDs and reps.

• Actively observe and participate in customer-facing calls and team calls alongside ABMs, and reps to identify best practices and points of friction firsthand, then translate those observations into practical solutions that improve the efficiency and effectiveness of the customer-facing team.
• Partner with Sales…