1+ months

Senior Sales Operations Analyst - Structural Heart

Santa Clara, CA

At Abbott, we're committed to helping people live their best possible life through the power of health. For more than 125 years, we've brought new products and technologies to the world -- in nutrition, diagnostics, medical devices and branded generic pharmaceuticals -- that create more possibilities for more people at all stages of life. Today, 99,000 of us are working to help people live not just longer, but better, in the more than 150 countries we serve.

Main Responsibilities

The Sales Operations Analyst is the lead liaison for business process reviews with all of the senior managers of the US Commercial Operations sales force.

This includes Divisional Vice Presidents, National Sales Directors, Area Directors, Directors of National / Strategic Accounts, Regional Managers, and Corporate Sales Executives within Structural Heart's sales teams.

This position is responsible for the preparation and execution of large scale projects focused on developing compensation plans, allocating quarterly quota targets, designing sales geographies, identifying personnel / revenue efficiencies, and implementing long-range strategy planning for these groups.

Additional Main Responsibilities

Leads working groups / project teams and manages resources for Sales Incentive Design and Sales Planning & Analysis tasks.

Works to structure and focus the resources and internal support from cross-functional departments (Strategic Planning, Human Resources, Sales, Finance, Marketing, etc).

Additionally, acts as a business advisor to the senior managers of the field sales force.

Directs, leads, and executes projects surrounding the sales incentive compensation programs by targeting resources to:

Cull and analyze sales reporting by product, customer, and geography (e.g. account, territory, region, area, and nation).

Identify key sales metrics to measure sales performance, goal obtainment, and revenue development.

Gather perspective from sales managers on details, applications, and performance of sales compensation plans.

Utilizes that information to structure improved compensation plans in future iterations.

Manage the efficiency review for the annual long-range planning process.

Develop and run the relevant statistical models to determine the compensation rates of future incentive plans.

Other core projects provide support for the Sales Planning and Analysis teams, sales channels, and internal cross-functional departments (Finance, Marketing, etc) through data analysis and ad-hoc queries.

Develops and structures quota models to determine the proper quota target assigned to every geography in the nation.

This includes monitoring and maintaining the sales force territory alignments to ensure optimal sales coverage of the installed customer base and to drive geographic efficiencies.

Support senior sales leadership in various efforts to define, analyze, and recommend solutions to address sales concerns based on an understanding of our current business processes and future business needs.

Support senior sales managers in preparing for meetings with internal sales force personnel, business unit representatives, external customers, and Abbott Structural Heart management.


Acts as a resource to the US Commercial Operation sales force, Structural Heart Business Unit, Business Development team, and Divisional Senior Management by providing strategic insights into the operations and performance of the US-based sales organization.

This includes, but is not limited to, revenue / market share analysis, key competitor and environmental information, strategy and technological insights.


Note: This job description is not to be considered an exhaustive statement of duties, responsibilities or requirements and does not limit the assignment of additional duties for this role.

Bachelor's degree plus a minimum of 8-10+ years of related work experience with a strong understanding of specified functional areas, or an equivalent combination of education and work experience. MBA or comparable Master’s degree strongly preferred.   The role requires strong analytic, computer, communication, and presentation skills. Prefer a minimum of three years experience in sales reporting and analysis in Medical Devices, Consumer Sales, or similar field. Experience as a project lead or group lead is preferred.
Job Family: Sales Support & Administration
Division: SH Structural Heart
Travel: Yes, 15 % of the Time
Medical Surveillance: Yes
Significant Work Activities: Continuous sitting for prolonged periods (more than 2 consecutive hours in an 8 hour day)


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Senior Sales Operations Analyst - Structural Heart

Santa Clara, CA

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