Senior Sales Operations and Analytics Lead

POSITION SUMMARY

The Senior Analytics \& Sales Operations Lead drives data\-informed decision\-making and sales performance across ImpediMed. The role combines data strategy and analytics with commercial sales operations, working cross\-functionally to surface insights, optimise processes, and scale the business through automation.

PRIMARY DUTIES \& RESPONSIBILITIES (Essential Functions of the Position) include but are not limited to the following. Other duties may be assigned.

* Sales Operations \& Process Excellence

• Manage all aspects of field sales and SOZO measurement performance reporting, including data collection/stewardship, business intelligence and visualization design.
• Manage opportunity \& quote tracking along with related system development utilizing enterprise CRM platform.
• Drive sales team productivity through reporting, process design, change management, and staff training.
• Lead customer segmentation and KAE call planning; track pipeline performance metrics.
• Collaborate with IT, Marketing, Manufacturing, Customer Service, and R\&D to continuously improve commercial operations.
• Implement AI automation (e.g. lead scoring, call planning, CRM summarization) to reduce admin burden on the sales team.

* Reporting, Dashboards \& BI

• Design and maintain field sales and SOZO performance dashboards and reports for all audience levels.
• Lead development of standard reporting SOPs; ensure processes are automated and scalable.
• Implement AI\-powered BI features (e.g. Power BI Copilot) to enable self\-serve insights.

* Data Strategy \& Vision

• Own the ImpediMed data strategy and model, aligned with business priorities.
• Champion a data\-driven culture and oversee the data model implementation roadmap.
• Evaluate and embed AI/ML tools to accelerate insight generation and reduce manual processing.

* Business Insights \& Decision Support

• Analyze data to develop performance metrics and deliver actionable insights across commercial, finance, and product functions.
• Support strategic initiatives with data\-driven recommendations, scenario modelling, and experimentation

* Data Management \& Governance

• Develop and optimize data pipelines, warehouse, and integrations; ensure data quality and HIPAA/GDPR compliance.
• Manage Microsoft Dynamics 365 CRM including opportunity tracking and data stewardship.

* Cross\-Functional Collaboration

• Partner with Sales, Marketing, Finance, Product, and CPS to drive revenue growth, process improvement, and cost optimisation.
• Other duties as assigned.

SUPERVISORY RESPONSIBILITIES

• Responsible for the Sales operations employees and overall direction and function of team’s work responsibilities to have an effective organization.
• Foster a diverse workplace that enables all participants to contribute to their full potential in pursuit of organizational objectives.
• Interviewing, hiring, and training employees; planning, assigning, and directing work; rewarding and disciplining employees; addressing complaints and resolving problems to support strong employee relations throughout the organization in line with the ImpediMed core values.
• Set performance goals and project deadlines that align with the company’s larger plans.
• Conduct performance reviews, track progress, and provide constructive feedback. Motivate team members, create strategies to boost productivity and provide guidance and direction to assist employees in their personal and professional development.
• Carry out supervisory responsibilities in accordance with ImpediMed’s policies and applicable laws and ensure employees adhere to company policies and legal regulations.
• Serve as a link between team members and upper management.

QUALIFICATION GUIDELINES

Typical Knowledge, Skills, \& Abilities:

• Proven ability to derive actionable business insights and drive data\-informed decision\-making in a commercial setting.
• Strong commercial acumen; strategic thinker who can also execute at a detailed, hands\-on level.
• Hands\-on BI expertise (Power BI, Quicksight) and proficiency in SQL, ETL, and cloud platforms (AWS, Azure).
• Experience with Microsoft Dynamics 365 CRM and data governance/compliance (HIPAA, GDPR, FDA QSR, ISO 13485\).
• Practical knowledge of AI and automation tools for workflow improvement.
• Superior communication and presentation skills; able to simplify complex data for any audience.
• Strong project management, critical thinking, and problem\-solving skills; action\-oriented and detail\-focused.
• Highly collaborative self\-starter; thrives in fast\-paced, ambiguous environments.
• Desirable: statistical analysis, predictive modelling, and experimentation expertise.

Must Be Proficient in the Following Software or Systems:

• Microsoft Office Suite (Excel — intermediate to expert; PowerPoint — intermediate)
• Microsoft Dynamics 365 CRM, Power BI (incl. Copilot), SharePoint
• SQL and cloud platforms (AWS, Azure)
• AI productivity and automation tools (e.g. Microsoft Copilot, generative AI assistants, IPA platforms)

MINIMUM EDUCATION, EXPERIENCE OR CERTIFICATIONS

• Bachelor’s degree in Business Administration, Computer Science, Engineering, or related field. MBA preferred.
• 5\+ years in a sales operations and/or analytics role; medical device industry experience required.
• Experience in commercial\-stage life sciences or diagnostics companies preferred; outside sales experience desirable.

WORK ENVIRONMENT \& PHYSICAL REQUIREMENTS

* Travel: Up to 20% domestic and international. Valid driver’s licence and passport required.

* Remote Work: As required in Carlsbad office.

* Physical Demand: Low

* Mental Demand: Moderate to high concentration required.

This position may require access to patient Protected Health Information (PHI) and electronic Protected Health Information (ePHI). Those in this position are required to comply with all final regulations including HIPAA.

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