Sales Operations Analyst

Purpose

The Sales Operations Analyst plays a highly visible and critical role at EHOB. The purpose of this role is to support and optimize the sales organization by providing data-driven insights, streamlining processes, and ensuring the tools and systems used by the sales team are effective and aligned with business goals.

Essential Duties & Responsibilities

This position is dedicated to the development and implementation of streamlined sales processes, sales reporting, accurate sales forecasts, and management of Salesforce.com.  The Sales Operations Analyst ensures that our sales team is equipped with the knowledge and skills required to consistently meet and exceed their targets. This role is pivotal to EHOB’s growth, revenue generation, and overall success.

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.

Key Responsibilities:

Sales Operations:

•    Sales Team Quota – Work with the Director of sales to develop yearly sales quotas.
o    Research, collaborate, analyze, and interpret sales reports to generate accurate sales forecasts and performance metrics.
•    Salesforce.com Management - Maintain the Salesforce.com platform, ensuring accurate data, user access, and system functionality.
o    Provide training and support to sales teams in using Salesforce.com effectively.
•    Sales Process Development - Collaborate with the sale team, Corporate Accounts and Regional Managers to develop and document efficient sales processes.
o    Continuously optimize and refine sales processes to increase productivity and revenue.
•    Sales Reporting - Provide insights and recommendations based on report analysis to improve sales strategies.
•    Reporting and Communication - Prepare regular reports and dashboards for sales leadership to track key performance metrics and key performance indicators.
o    Communicate sales performance insights to the leadership team, helping to drive strategic decisions.

•    Cross-Functional Collaboration - Collaborate with other departments, (i.e., Marketing, Finance, and the Product team) to align sales operations with broader company goals and objectives.
•    Territory Alignment - Assists in market qualification process to determine which markets represent the highest sales opportunities, help prioritize to achieve desired market penetration.  
•    Lead Management – Collaborate with Marketing Events Manager and IT to effectively upload new leads into Pardot.  Track lead conversions via Salesforce and report to Events Marketing Manager to establish ROI for tradeshows and events. 
•    Project Management – Collaborate with Field Sales, Operations, Marketing and Customer Service to support resource allocation and needs for Product Evaluations and Product Conversions

Education and/or Experience Preferences

•    Bachelor’s degree from a four-year college or university (MBA is preferred)
•    Minimum three years related experience and/or training; or equivalent combination of education and experience.
•    Proven experience in sales operations or a similar role.
•    In-depth knowledge of Salesforce.com or other CRM systems.
•    Strong analytical and problem-solving skills with proficiency in data analysis tools.
•    Excellent communication and interpersonal skills.
•    Process-oriented with a keen eye for detail.
•    Leadership and project management experience.

Competencies

•    Drive for Results: Sets challenging goals and works persistently to achieve them.
•    Customer Focus: Anticipates customer needs and provides effective solutions.
•    Effective Communication: Provides updates and feedback to the team and management clearly and articulately.
•    Adaptability: Adapts sales strategies to market trends and customer needs. Utilizes new technologies and tools to enhance sales effectiveness.
•    Problem Solving: Identifies and analyzes sales-related challenges. Develops creative solutions and resolves issues.
•    Influencing and Collaboration: Uses effective techniques to drive sales and gain buy-in. Collaborates with internal stakeholders to achieve objectives.
•    Teamwork and Support: Actively contributes to the success of the team.
•    Product Knowledge: Demonstrates in-depth understanding of product features and benefits. Stays updated on industry trends and developments.
•    Planning and Organization: Develops effective sales plans and strategies. Monitors sales activities and adjusts plans as needed.