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Sales Operations Analyst

Description

LOCATION: CAN BE REMOTE This position will be responsible for helping provide commercial insights and reporting for sales team performance analytics, sales incentive compensation reporting, sales territory alignments, and other tasks and duties related to the sales team and other commercial effectiveness efforts

PRIMARY RESPONSIBILITIES AND ESSENTIAL DUTIES

  • Incentive Compensation
  • Ensures cohesive incentive compensation plans are in place and continually monitors compensation models for overall outcomes, equity, and ROI
  • Performs regular QA of commission calculations and source system data
  • Develops comprehensive SOPs for all commercial commission plans
  • Creates easy to understand commission plan documentation for plan participants
  • Partners with Accounting to ensure timely and accurate deliverables of payouts and estimations
  • Runs scenarios/simulations for any commission plan changes or new contests

  • Territory Alignment Maintenance
  • Helps ensure territory sizes and opportunities are optimized
  • Manages changes to territory alignments in territory alignment software and in Salesforce.com
  • Creates and updates maps of geographies using multiple layers for all stakeholders
  • Has oversight and management of the territory alignment process.  This includes zip code alignments, account alignments, and running of sales force sizing and optimization scenarios using territory alignment software
  • Integration of targeting data through 3rd party vendors to create and evaluate territories based on potential and workload balancing

  • Ad hoc Reporting/Analysis
  • Fulfills ad hoc reporting requests from all stakeholders with an ability to identify what requests should be automated
  • Develops and produces of sales and marketing reports for all necessary levels of the organization. This includes timely deliverables such as monthly sales reports, contest standings, and executive level reports
  • Proactively identifies opportunities or issues through analysis of the data
  • Uses Tableau to create dynamic and automated reporting

  • Data (MDM-lite) Cleansing and Management
  • MDM=Master Data Management. This position will help to clean-up databases where there are duplicate accounts, misspellings of names or account names, for example.
  • Works with internal stakeholders to establishes and execute standardized QC processes on all sales reports and data warehouse maintenance
  • Works with other departments and or vendors to ensure proper file formats and methods. 

EXPERIENCE AND CHARACTERISTICS

  • Bachelor's degree required
  • 3-5+ years in an analytics or sales operations, management consulting, or other related role
  • Working in an analytics or sales ops capacity supporting a Life Sciences sales team of 10+ outside sales representatives where the sales team is calling on Drs face to face (pharma, lab, biotech, med device), highly preferred
  • Having experience creating reports and running ad hoc analysis from Business Intelligence such as Tableau or MicroStrategy preferred
  • Ability to utilize basic statistics such as multivariable regression in analysis preferred
  • Experience managing sales or marketing databases or large lists is required
  • Strong analytic capabilities and enjoys thinking rigorously about systems and data
  • Desire to use new tools to innovate, drive efficiencies
  • Proactive data analysis and data exploration nature, with ability to synthesize data and make assessments with recommendations
  • Detail-oriented, proactive, flexible and able to handle multiple projects simultaneously
  • Strong PC skills, including Microsoft Office (Word, Excel, Access, and PowerPoint)
  • Strong written and oral communication skills a must
  • Candidate should possess strong analytical skills, ability to analyze data while presenting results and recommendations.
  • Strong communication and collaboration skills are a must.

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