Sales Operations Analyst

API Heat Transfer • Full-time • Buffalo, NY, US • 3w ago

As a global leader in the design and manufacture of a wide range of specialty heat exchangers and heat transfer solutions, API Heat Transfer has a legacy of industry-leading performance that can be traced back more than 140 years. Throughout our history, we’ve built a corporate culture based on reliability and superior performance - from our innovative technologies to the people behind them. Experience has taught us that design and engineering expertise, supported by professionals who have a passion for their work, can bring about only one result: the ability to provide the right solutions for our customers.

Sales Operations Analyst

Position Summary

The Sales Operations Analyst supports the sales organization by ensuring data accuracy, opportunity visibility, and actionable insights that enable effective pipeline management and revenue growth. This role owns Salesforce opportunity hygiene, prepares and analyzes data for sales pace calls, and proactively identifies and qualifies new sales opportunities using external market intelligence tools before handing them off to the sales team.

This role sits at the intersection of data, process, and sales execution and is critical to helping the sales team focus on the highest-value opportunities.

At API we take our culture transformation seriously! To help find the best fit for our positions and organization, we ask that you complete our 10-minute Culture Index Survey. Simply follow the link after submitting your application to help us use our interview time to dive deeper into your job behaviors and work history. https://surveys.cultureindex.com/s/7Y0awCvsZZ/91889

What You Will Do:

Salesforce & Opportunity Management

Own the accuracy, completeness, and timeliness of opportunity data in Salesforce.com
Ensure opportunities are properly staged, forecasted, and updated in advance of sales pace calls
Enforce CRM standards and best practices for opportunity management and data quality
Develop and maintain dashboards and reports in CRM tools to track follow-up activities and customer engagement
Partner with sales reps to design and execute structured post-sale follow-up processes, ensuring timely outreach and personalized communication.
Monitor customer feedback and escalate insights to sales, marketing, and product teams for continuous improvement.
Partner with sales leadership to continuously improve Salesforce processes and reporting

Sales Reporting & Pace Call Preparation

Prepare weekly and monthly sales pace call materials, including pipeline, bookings, and forecast analysis
Analyze trends in pipeline health, conversion rates, deal velocity, and close probability
Highlight risks, gaps, and opportunities in the pipeline for sales leadership
Provide ad hoc analysis to support decision-making and prioritization

Market Intelligence & Opportunity Identification

Use tools such as IIR, Hoovers, and other market intelligence platforms to:
Identify target companies, projects, and market segments aligned with company solutions
Research accounts and projects to assess fit, timing, and potential value
Qualify identified opportunities based on defined criteria (e.g., scope, budget, timing, decision-makers)
Package and hand off qualified opportunities to the appropriate sales representatives with clear context and supporting data

Sales Team Enablement

Act as a trusted analytical partner to the sales team
Support pipeline management by ensuring accurate data entry, follow-up task tracking, and timely updates.
Collaborate with the Sales Team to define and align follow-up strategies and assist with corresponding customer communications .
Support Sales Team with account insights, data requests, and opportunity research
Help standardize opportunity qualification and pipeline discipline across the sales organization

Outbound Customer Follow Up

Recommend process enhancements and automation opportunities to improve follow-up efficiency and consistency.

What You Bring:

Bachelor’s degree in Business, Finance, Analytics, or a related field (or equivalent experience)
2-5 years of experience in sales operations, sales analytics, business analysis, or a related role
Strong working knowledge of Salesforce.com (opportunity management, reporting, dashboards)
Experience using market intelligence tools such as IIR, Hoovers, or similar platforms
Strong analytical skills with the ability to translate data into clear insights and recommendations
High attention to detail and strong data discipline
Ability to work cross-functionally with sales leadership and frontline sales teams

Key Skills

Salesforce reporting and data management
Pipeline and forecast analysis
Market and account research
Opportunity qualification frameworks
Excel / Google Sheets (advanced)
Clear written and verbal communication
Ability to prioritize and manage recurring deadlines (e.g., pace calls)

Success Metrics (First 6-12 Months)

Improved accuracy and timeliness of Salesforce opportunity data
Increased confidence in pipeline and forecast reporting
Consistent, high-quality pace call preparation
Number and quality of qualified opportunities identified and handed off to sales
Positive feedback from sales leadership and sales reps on data and insights

Physical Requirements

Ability to sit, stand, and walk within both office and production floor environments.
Occasional lifting of up to 20 lbs.
Visual acuity for screens and documents.
Ability to wear PPE on the shop floor.
Frequent use of hands for typing and document handling.

What We Offer You:

Opportunity to learn from and contribute to a premier, global engineering team!

Be part of leading-edge technology for the heat transfer industry

Ability to impact customers across multiple industries

Full health & welfare benefits, 401(k), PTO, and developmental opportunities!

Salary: $65,000-$85,000 annually based upon education and experience

Equal Employment Opportunity Statement

We are an Equal Opportunity Employer and comply with all applicable federal, state, and local fair employment practices laws. We do not discriminate based on any protected status.

INDZ