Key Responsibilities
- Lead sales forecasting and planning activities to support business and operational planning.
- Monitor actual performance against forecasts and budgets, identifying risks and recommending adjustments.
- Improve forecasting accuracy by implementing better processes, tools, and reporting systems.
- Develop dashboards and reports that provide visibility into sales performance and forecast accuracy.
- Present meaningful insights and variance analyses to stakeholders
- Design, implement, and optimise end-to-end sales processes across the customer lifecycle.
- Drive automation and scalability of commercial processes through CRM systems and technology.
- Ensure strong CRM data governance, including pipeline hygiene, naming conventions, and data quality.
- Promote adoption of sales tools and continuously identify opportunities for process improvements.
- Work with regional and cross-functional teams to enhance sales systems and workflows.
- Analyse sales performance, customer trends, and market data to identify opportunities and performance gaps.
- Develop dashboards and reports to monitor key sales metrics and recommend actionable improvements.
- Partner with Sales Leadership to design commission structures, incentive programmes, and commercial frameworks.
- Provide customer lifetime value (CLTV), churn, and profitability insights to support retention and upselling strategies.
- Develop pricing guardrails and commercial principles that protect business margins while supporting growth.
- Cross-functional Collaboration
- Partner with Sales, Marketing, Finance, and Operations to ensure alignment on commercial objectives.
- Support strategic planning by providing accurate data, insights, and recommendations.
- Foster strong relationships with stakeholders to drive continuous process improvement and operational excellence.
1.Sales Planning & Forecasting
2. Sales Operations & Process Improvement
3. Business Performance & Revenue Optimisation
Requirements
- 3–5 years of experience in Sales Operations, Sales Planning, Business Operations, Commercial Excellence, or Process Improvement.
- Proven experience in sales forecasting, pipeline reporting, dashboard creation, and performance analysis.
- Must have experience with SQL is an added advantage. Strong analytical and problem-solving capabilities, with advanced proficiency in Microsoft Excel (PivotTables, XLOOKUP, Dynamic Arrays, and Financial Modelling).
- Experience working closely with cross-functional teams including Sales, Marketing, Finance, and Operations.
- Demonstrated ability to influence stakeholders and drive process improvements without direct authority.
- Strong analytical and problem-solving skills with the ability to interpret large datasets.