Commercial Process Analyst

Commercial Process Analyst

Requirements

• Bachelor’s degree in Engineering, Business Administration, or Marketing. MBA preferred.
• Proven ability to work effectively within complex decision making and organizational structures
• Sales or sales management experience
• Demonstrated success being a sales system champion, ensuring adoption of the system and supporting analytics
• Experience with consultative, technical sales processes and long-cycle sales processes
• Experience with one or more leading CRM and MAP apps
• Experience managing sales compensation programs
• Strong negotiation and analytical skills
• Excellent problem-solving and communication skills
• Skilled in building presentations for senior executives
• Experience with Power BI
• Proficient with Microsoft Office Products (Excel, PowerPoint, Outlook, etc.)

Responsibilities

• Facilitate the standardization and centralization of strategic and tactical Commercial Activities
• Leverage technology and systems (IFS / Power BI) to automate processes and capture important data
• Facilitate sales/marketing processes and tools, including management of forecasting, orders pipeline, and performance tracking; work with commercial leaders to ensure compliance
• Drive sales/marketing effectiveness initiatives with the various teams maximizing sales and overall productivity
• Develop and deploy new tools and processes that help sellers to be more efficient and increase bookings/revenue per seller across all lines of business
• Develop and deploy processes for gathering and organizing commercial documentation and provide training to ensure compliance
• Provide meaningful analysis of pipeline, customer, and margin health to make recommendations to drive results
• Monitor, analyze, and evaluate the effectiveness of the sales organization and provide insights into seller productivity, opportunity pipeline and conversion rates, and customer / market penetration
• Develop scalable automated management level reports and dashboards to provide benchmarking and progress against key goals and enable decision making
• Ensure quality of sales data by investigating conflicting sources of truth, conducting data audits/mapping, and assessing the value, breadth, and depth of new data sources
• Work closely with leadership to drive accountability across the organization and evaluate overall sales performance through the development and implementation of new, meaningful methods of data analysis
• Analyze, measure, report and make recommendations on the sales incentive program, and execute sales incentive initiatives under direction of the Sales Executives
• Own the sales process, continuously improving alignment to customer buying processes and driving adherence of sellers
• Lead projects and initiatives as required for broad execution across the commercial team and assume appropriate roles to ensure successful completion of the projects and initiatives
• Lead the Sales Enablement function to develop commercial training content and sales development programs to deploy across the organization and to improve the capabilities and consistency of sales colleagues across processes
• Train users to drive adoption of processes, tools, and reporting

Preferred Qualifications

• MBA preferred