Sales Analytics And Sales Excellence Specialist

Reporting To:

Head – Sales

Job Summary:

We are seeking a data-driven and process-oriented professional to join our team as a Sales & Business Analytics | Sales Excellence Specialist. This role combines strong analytical acumen with business insight to drive sales performance, streamline processes, and support data-backed decision-making across the organization. The ideal candidate will serve as the bridge between data, strategy, and execution, helping the sales and leadership teams achieve operational and growth objectives.

Key Responsibilities:

• Sales & Business Analytics
• Build and maintain reports/dashboards to monitor sales KPIs, customer trends, pipeline velocity, and forecasting accuracy.
• Conduct deep-dive analysis to identify revenue drivers, market opportunities, and cost efficiencies.
• Partner with finance and product teams for business performance reporting (P&L, revenue trends, profitability, etc.).
• Develop ad-hoc and regular business reports to support strategic initiatives and executive decision-making.
• Sales Excellence & Process Optimization
• Analyze current sales workflows, identify inefficiencies, and drive automation and process improvements.
• Support the design and implementation of standard operating procedures (SOPs) for sales operations.
• Monitor sales productivity, quota attainment, and funnel health; recommend corrective actions where needed.
• Drive performance reviews and establish benchmarks across regions and segments.
• Tools, CRM & Systems Enablement
• Manage and enhance the usage of CRM systems (e.g., Salesforce, Zoho) and business analytics platforms.
• Ensure data accuracy, hygiene, and integration across tools.
• Train sales teams and stakeholders on CRM and analytics tools for effective adoption.
• Strategic Business Support
• Support strategic planning activities such as territory alignment, market segmentation, and go-to-market (GTM) strategy.
• Collaborate with cross-functional teams (marketing, product, supply chain) to align data insights with business goals.
• Contribute to annual planning, budgeting, and target-setting exercises with actionable insights.
• Sales Enablement & Reporting
• Coordinate sales enablement initiatives – training, onboarding, and knowledge sharing.
• Ensure the availability and proper usage of sales tools, presentations, product documentation, and collateral.
• Provide insights and support for influencer/partner incentive schemes, commissions, and ROI tracking of engagement activities.
  
  

• Tool enablers
• Incentive and recognition
• Gap identification and correction
• Pre & post-sales support.
• Channel info
• Info and process flow in the sales value chain.
  
  

• Degree in Business Analytics,
• 0-3years of experience in Sales Analytics, Business Analytics, Sales Excellence, or Business Operations.
• Advanced proficiency in Excel, Power BI/Tableau, and working knowledge of CRM platforms.
• Strong analytical mindset with experience turning data into business insights.
• Excellent communication and presentation skills for data storytelling and stakeholder alignment.
• Proven experience working cross-functionally and handling multiple priorities in a fast-paced environment.
  
  

• Industry experience in building materials, FMCG, manufacturing, or B2B/C sales.
• Familiarity with SQL, Python, or other analytics tools is a plus.
• Experience with sales incentive and performance frameworks.