Strategic Business Intelligence Specialist

The Sales Planning and Reporting Analyst plays a pivotal role in driving the success of the sales team by providing data-driven insights, developing sales plans, and generating regular reports to help streamline operations, optimize performance, and achieve sales targets.

This role requires a strong analytical mindset, attention to detail, and the ability to communicate findings effectively to key stakeholders.

The Sales Planning and Reporting Analyst collaborates closely with sales leadership, as well as other cross-functional teams, to ensure that sales strategies align with the overall business goals.

Key Responsibilities include:

• Sales Planning

1. Collaborate with leadership and sales teams to develop sales plans and strategies that align with organizational objectives.
2. Assist in coordination of annual budget process & ongoing forecasting reviews.
3. Analyze and recommend adjustments in account segmentation to drive alignment across regions/territories.

1. Analyze sales performance metrics, such as historical sales data, market trends, quotas, conversion rates, and sales pipeline data to identify opportunities and challenges.
2. Generate actionable insights to improve sales strategies and tactics.
3. Collect and consolidate sales data from various sources, including CRM systems, databases, and spreadsheets.

1. Work with sales leaders to set achievable sales targets and quotas.
2. Collaborate with sales teams to develop accurate sales forecasts, considering historical data, in-year performance, market trends, and other relevant factors.
3. Monitor forecast accuracy and make adjustments as needed to ensure alignment with sales goals.

1. Define and track key performance indicators (KPIs) to evaluate sales team performance and identify areas for improvement.
2. Create and maintain reports and dashboards using reporting tools like Tableau, Alteryx.
3. Develop automated reporting processes to ensure timely and accurate delivery of sales reports to stakeholders.

1. Provide regular reports and updates on KPIs to management and sales teams.
2. Communicate insights and performance updates to sales leadership and other relevant stakeholders through clear and concise reports and presentations.
3. Provide feedback and recommendations to improve sales team performance.

1. Stay up-to-date with total addressable market, industry trends, competitor activities, and market dynamics.
2. Conduct competitive analysis to identify opportunities and threats in the market.
3. Use market insights to make proactive recommendations for sales strategies and tactics.

1. Work closely with cross-functional teams, including marketing, finance, and product operations, to ensure alignment of sales strategies.
2. Provide regional pricing support.
3. Work with Finance and the Sales teams to provide assistance with sales incentive and commissions compensation administration on an as-needed basis.

1. Define data-sourcing strategy and manage the integration processes of sales data from various sources, including CRM systems, spreadsheets, and databases.
2. Conduct regular data audits to critically evaluate information gathered from multiple sources, reconcile conflicts to ensure data accuracy and integrity.
3. Troubleshoot and resolve data-related issues as they arise.

1. Conduct ad hoc analyses as requested by the sales leadership team.
2. Provide support to the sales team by answering data-related inquiries and offering training as necessary.

1. Identify process inefficiencies in sales processes and recommend improvements to increase productivity and effectiveness.
2. Work with cross-functional teams to implement process enhancements and monitor their impact.
3. Support the operational implementation of acquisitions into standard process, driving for process optimization continuously.

Required Qualifications:

• Bachelor's degree in business, finance, or a related field.
• 5+ years proven experience in sales analytics, planning, or related roles.
• Proficiency in data analysis tools and software (e.g., Tableau, Alteryx, Excel, SQL, data visualization tools).
• Strong analytical and problem-solving skills with a keen attention to detail and an ability to work independently and as part of a team.
• Knowledge of sales processes, CRM systems (strongly preferred), and sales methodologies and best practices.
• Excellent communication and presentation skills to convey complex data findings in a clear and understandable manner.
• Ability to work with complex data sets to create impactful reports for data-driven conversations and decision-making.
• Ability to work independently and collaborate effectively with cross-functional teams.
• A high degree of adaptability to changing business needs and priorities.