Position Summary/Objective
The Senior Sales & Operations Analyst supports sales and operations leadership by preparing sales forecasts and collecting and analyzing data to evaluate current organizational KPI goals. This position will research and evaluate current economic conditions that may affect the organization's ability to sell and service its products or services in the marketplace. They will also serve as a lead to provide training and coaching to other Data and Analytics team members.
Essential Functions
- ▪ Lead the Data and Analytics team members to include:
- Train new team members
- Be the first escalation point of contact to handle issues and involve direct manager as needed
- Monitor team coverage, make sure back-ups are in place and redistribute work to cover when others are out
- Monitor staffing and equipment needs
- Provide manager feedback for performance reviews
- Identify account trends and insights to ensure account management excellence to support business objectives.
- Serve as member of the cross-functional forecasting team partnering with sales, operations, finance and marketing in forecasting accuracy and order fulfillment and inventory planning.
- Provide regular updates and analysis of customer information, including lead conversion insights, to sales leadership.
- Turn existing dashboards into actionable insights at the sales, customer, rep, product and pricing level.
- Collect and disseminate competitive intelligence, market share and item performance data and insights through use of consumption and other data sources.
- Provide SKU/product rationalization/discontinuation analysis.
- Create meaningful analysis of client product consumption and contract profitability.
- Create product launch analysis for sales leadership.
- Review price/promotion data strategy and provide recommendations.
- Recommend changes to current sales techniques, procedures or promotional efforts based on market research.
- Maintain sales system data integrity, manage sales tools, report upkeep and enhancements requests.
- Work with IS to develop and improve systems and tools needed to efficiently provide business analysis and reporting.
- Develop and integrate Salesforce data and visuals for sales teams’ usability.
- Maintain, update and deliver monthly scorecards to include new item tracking, distribution, pricing, promotion and competitive activity.
- Develop and populate customer scorecards by category, territory and by rep.
- Assist sales team with budget tracking and reporting.
- Provide historical data for S&OP historical inputs.
- Support the QBR data development and enhancements for Enterprise copier and Managed IT customers.
- Synthesize sales data, channel intelligence and analytical insights into account-specific presentations that drive volume through increased distribution, effective promotions and pricing recommendations.
- Development of fact-based selling stories for new item introductions.
- Act as a subject matter expert for utilization of Salesforce, Microsoft Power BI, Marco internal systems and any other external data systems used.
- Attend Required Company And Department Meetings.
- Act in accordance with Marco policies and procedures as set forth in the Employee Handbook.
- Perform other related duties as assigned.
Qualifications
Education and Experience
- 5+ years of category management and/or sales analysis experience in an IT, SaaS or Print B2B environment.
- Experience with Microsoft Office Suite, Salesforce and Microsoft Power BI preferred.
- Bachelor’s degree in business administration, finance or related field preferred.
Required Skills
- Strong analytical skills and in-depth knowledge of tools, models and methodologies. The ability to turn data into insights and fact-based selling stories.
- Project management skills and the ability to apply those skills to manage multiple projects.
- Problem-solving skills and experience turning data into insights and presenting recommendations to management.
- Ability to evaluate and apply sound judgment in making critical decisions.
- Excellent administrative skills including attention to detail and follow-up.
- Demonstrated excellent oral and written communications skills.
- High orientation for continuous improvement.
- Strong collaborative and interpersonal skills - ability to maintain strong relations with internal and external customers.
- Demonstrated ability to work well in a cross-functional team environment.
