Brief Description
Position Summary
The Malco Group is seeking a Sr. Sales Operations Analyst (Revenue Analyst), who is responsible for improving the effectiveness, visibility, and scalability of the sales organization through real-time data, reporting, systems, and process automation. This role provides sales leadership with actionable insights into customer activity, account health, category performance, rep group performance, product sales, launch results, budgets, bookings, shipping activity, and other key commercial metrics.
This individual will lead the development of timely, category-specific and channel-specific sales snapshots that enable leaders to better understand customer and market performance before and during branch visits, sales management meetings, and strategic planning discussions. A key focus of this role is moving the organization from lagging, historical reporting to more real-time, accessible data that supports faster decisions and sharper commercial execution.
The ideal candidate is highly analytical, technologically savvy, and systems-oriented, with the ability to connect data across multiple sources including: CRM (future), ERP, customer support, incoming call activity, and other business systems, to provide meaningful insight and help automate and optimize the sales process.
Key Responsibilities
Sales Data, Reporting & Real-Time Insights
- Develop, maintain, and continuously improve dashboards, scorecards, and reports that provide real-time or near real-time visibility into sales performance, account activity, opportunity pipelines, hit rates, product sales, bookings, shipping activity, and customer trends.
- Create category-specific sales snapshots that provide clear visibility into performance across key dimensions, including:
- Budget vs. actual
- Year-over-year comparisons
- Shipping activity
- Bookings and order trends
- Product/category performance
- Product launch performance
- Deliver concise, actionable reporting that equips sales and branch leaders with the information needed to understand where accounts stand, where performance is trending, and where attention is needed.
- Improve reporting speed and accessibility by helping transition the business from delayed, prior-week reporting to more current, live data visibility.
- Support branch visits, sales leadership meetings, customer reviews, and business planning with timely insights and performance summaries.
Customer & Opportunity Intelligence
- Consolidate and analyze data from multiple business systems, including CRM, ERP, customer support, call activity, and other internal tools, to provide a more complete view of customer and account performance.
- Improve visibility into opportunity data, account status, customer engagement, and conversion trends.
- Use customer support and incoming call data to identify patterns, service concerns, sales opportunities, and follow-up needs.
- Help define meaningful customer, account, and opportunity health indicators that allow leadership to proactively manage business performance.
- Provide comparative insights across customers, categories, branches, and sales channels to highlight risks, opportunities, and areas for growth.
Rep Group Performance & Channel Insights
- Develop reporting and dashboards to track third-party rep group performance across assigned territories, product lines, and customer segments.
- Provide visibility into key rep group metrics, including:
- Sales performance vs. budget
- Year-over-year growth
- Bookings and order trends
- Shipping activity
- Product/category mix
- Hit rates and opportunity conversion
- Create rep group scorecards and snapshots that identify top performers, underperforming territories, and areas requiring additional focus or support.
- Partner with sales leadership to help prioritize travel, coaching, follow-up, and account management efforts based on rep group performance data.
- Support more fact-based, data-driven performance conversations with rep groups to strengthen accountability and drive improved results.
CRM, Systems & Process Optimization
- Serve as the primary owner and subject matter expert for CRM data, structure, reporting, and usage across the sales organization.
- Evaluate current CRM capabilities and lead efforts to enhance, optimize, or implement systems that improve sales visibility, opportunity tracking, and reporting.
- Ensure CRM data is accurate, consistent, and structured to be actionable and easily utilized by internal regional sales leaders and third-party rep groups.
- Design and implement CRM workflows, dashboards, and reporting that drive adoption, accountability, and real-time insight.
- Assess sales processes, systems, workflows, and reporting cadence to identify gaps, inefficiencies, and opportunities for improvement.
- Recommend and implement tools, technologies, and system capabilities that enhance data quality, process efficiency, and commercial visibility.
- Establish effective system architecture and data flows to support real-time sales intelligence and decision-making.
- Identify and implement automation opportunities to reduce manual processes, improve consistency, and eliminate reporting delays.
- Partner with sales leadership to ensure systems and reporting align with business operations and decision-making needs.
- Collaborate with IT and cross-functional teams to improve integrations, reporting infrastructure, and data accessibility.
- Identify gaps in data capture or usability and implement solutions to improve data quality and practical application.
- Support training and adoption efforts to ensure sales teams and rep groups effectively use CRM tools and data in their daily work.
Cross-Functional Collaboration
- Partner closely with Sales, Customer Support, Marketing, Product Management, Finance, and IT to align reporting needs and improve visibility into commercial performance.
- Act as a bridge between business needs and technical solutions, translating operational challenges into practical system and reporting improvements.
- Ensure leaders and teams have access to relevant, timely, and useful sales information that supports decision-making and execution.
Qualifications
- Bachelor’s degree in Business, Analytics, Information Systems, Finance, Marketing, or a related field preferred.
- 7+ years of experience in sales operations, commercial operations, business analytics, CRM administration, business systems, or a similar role.
- Strong experience working with sales data, reporting tools, dashboards, and CRM systems.
- Proven ability to analyze data from multiple sources and translate findings into actionable business insights.
- Strong understanding of sales processes, pipeline management, opportunity tracking, and performance measurement.
- Experience working with ERP, CRM, BI/reporting platforms, customer support systems, and related business tools preferred.
- Technologically savvy with the ability to assess systems, identify data/reporting gaps, and recommend practical solutions.
- Experience with workflow improvement, process automation, and/or systems implementation strongly preferred.
- Advanced Excel skills required; experience with Power BI, Tableau, Salesforce reporting, HubSpot, or similar tools preferred.
- Strong communication skills with the ability to present data clearly and effectively to leaders and cross-functional teams.
- Highly organized, detail-oriented, and able to manage multiple priorities in a fast-paced environment.
