Head of Sales Analytics and Strategic Programs

At National Business Furniture (NBF), we believe in the power that inspiring spaces can have to help people achieve big things. We have worked with hundreds of thousands of businesses across the country - from startups to Fortune 500 companies - to equip their workspaces with beautiful, comfortable, and functional furniture for nearly 50 years. Named one of the 2023 Top Places to Work in Southeast, WI by Top Workplaces and the Journal Sentinel.

We're presenting an exciting opportunity for a Head of Sales Analytics and Strategic Programs! This is a pivotal leadership role focused on accelerating sales performance and driving commercial excellence. We're looking for a strategic, data-driven leader to lead key initiatives across sales analytics, territory optimization, segmentation, and business development.

Here's a General Overview of What You'll be Doing:

Sales Strategy & Execution

• Partner closely with Sales and Commercial Leadership to drive key strategic initiatives including territory optimization, segmentation, and coverage models.
• Develop scalable business development programs targeting new customer segments or verticals, including defining KPIs, compensation plans, and go-to-market strategies.
• Lead pilots and experiments-such as pricing strategies and new GTM models-to test and scale innovative approaches that enhance growth and efficiency.
• Serve as a strategic advisor, leveraging data to shape sales strategy and support transformation across the sales organization.

• Build and maintain dashboards, reports, and forecasting models to evaluate performance, pipeline health, and growth opportunities.
• Provide clear, actionable insights by identifying trends, performance gaps, and key drivers of sales outcomes.
• Develop frameworks for performance tracking, quarterly business reviews, and goal alignment across teams.
• Collaborate with Finance to improve forecast accuracy, refine modeling tools, and support budget planning processes.

• Launch and scale strategic programs to improve sales productivity, coverage, and pipeline growth.
• Establish onboarding journeys, capability frameworks, and enablement plans in collaboration with Sales Enablement & Excellence.
• Lead the development of playbooks, process documentation, and best practices to ensure consistent execution and scalability.
• Act as a change agent-guiding transformation efforts through structured planning, data-driven communication, and influence.

• Work cross-functionally with Marketing, Sales Enablement, Finance, and Category Management to align on initiatives and drive execution.
• Ensure alignment of digital tools and CRM platforms with sales processes, promoting adoption and optimizing performance.
• Co-lead strategic planning sessions, QBRs, and sales initiatives such as product launches and sales plays.
• Support lead quality and conversion initiatives by partnering with Marketing and Business Development.

• Support annual sales planning, quota setting, and compensation modeling efforts.
• Analyze the effectiveness of incentive programs and recommend improvements to align behavior with strategic goals.
• Ensure visibility into performance metrics and ROI to guide leadership decisions.

• 10+ years of experience in sales strategy, analytics, or operations
• Bachelor's degree required; MBA or relevant graduate degree preferred
• Strong analytical and problem-solving skills; able to translate data into actionable insights
• Proven ability to lead cross-functional initiatives and align stakeholders
• Experience designing and executing scalable programs with clear KPIs
• Comfortable driving change and adopting new tools and processes
• Results-driven, with a focus on measurable impact and accountability
• Deep understanding of sales processes, CRM systems, and productivity tools