Summary
The Senior Sales Strategy and Operations Analyst supports all sales strategy, operations, and pricing execution for the department. This role is responsible for activities such as: implementation of account segmentation, sales coverage models, sales capacity, compensation models, and overall performance analytics. This role assists in defining market competitive pricing strategies / tactics that maximize value proposition and ensure appropriate margin requirements are met across all client segments and product areas. The Senior Sales Analyst works closely with a number of internal departments such as Sales, Affiliates, Operations, Product and Finance.

Responsibilities

• Analyze trends and establish departmental policies, practices, and procedures that have a significant impact on sales process, sales operations, forecasting, revenue, sales targets and other financial analysis efforts
• Implement and communicate best practices based on relevant business analysis for sales and pricing strategies (win/loss, close rates, renewal rather, etc.)
• Implement reporting and operating cadence to measure and manage all facets of new business generation from lead to deal closure to deal post mortems
• Partner with senior leadership and field sales team to forecast new business and deliver against this forecast based on analytics and rigorous deal inspection
• Contribute to the strategic planning, direction, and goal setting for the department or function in collaboration with senior leadership for:
  • Account segmentation
  • Sales coverage
  • Territory planning
  • Sales capacity
  • Incentive compensation
• Serve as a subject matter expert to departments on sales, operations and pricing best practices
• Provide leadership, coaching and/or mentoring to junior team members
• Foster a positive team environment
• Ensure confidentiality of internal and external data
• Require general coaching and supervision
• Perform ad-hoc projects and other duties as assigned

   Professional Skills

These are the professional skills we would expect from an individual fully established in this role.

• Verbal Communication - Advanced
• Written Communication- Advanced
• Teamwork - Advanced
• Analysis - Advanced
• Problem Solving - Advanced
• Relationships - Advanced
• Team Work- Advanced
• Prioritization- Advanced

People Management Skills

• Advanced proficiency in all people management processes, including recruitment, performance management and reward

• Advanced proficiency in building, growing and developing a team; including department structure design and resourcing
• Advanced proficiency in coaching and developing individual team members to reach their potential
• Proficient in engaging multiple teams through communication, processes, personal impact and influence

Role Specific Skills

• Computer Skills: Proficiencies in Microsoft Word, Excel, PowerPoint, Outlook required
• System Experience: Tableau, SQL preferred
• Proficient project management skills with the ability to organize and manage multiple projects simultaneously from origin through execution

Qualifications

    Minimum Qualifications

• Bachelor’s Degree required
• At least 3 years of sales strategy, sales operations or strategy consulting (with relevant B2B sales support experience) experience; ideally has worked with technology or tech-enabled business services companies
• Extensive experience with the concepts and principles of one or more related fields or departments required
• Understanding of CRM’s and sales reporting required

    Other Relevant Qualifications

• Bachelor’s Degree and exemplary undergraduate performance required
• MBA preferred