Job Title
Sales Operations Analyst
Location:
Calgary, Alberta or Remote
Department:
Commercial Planning
Reports to:
Director, Commercial Planning
Key Relationships:
Director, Commercial Planning, Regional Sales Managers, Territory Managers, Key Account Managers, Data Services/IT, Director, Portfolio Management, as required.
Role Summary:
A hybrid analytical and commercial role that gives the field sales team the objective information it needs to sell well. This role owns CRM tooling and data quality, and recommends which SKUs to pitch, trade spend optimization, which accounts to prioritize and when. The commercial planning team drives objective, data driven decision making for the field sales team to be more efficient and effective.
About us:
Decibel is a consumer-focused cannabis company focused on delivering products that delight customers through a commitment to robust innovation and product quality. Leading brands General Admission, Qwest and Standard Issue are among its portfolio sold both across Canada as well as internationally, creating a true global footprint. Decibel operates a processing and manufacturing facility in Calgary, Alberta, a cultivation facilities in Battleford, Saskatchewan and an EUGMP cultivation, processing and manufacturing facility in Chatham, Ontario.
Our culture:
A collaborative work environment that is supportive and encouraging. We don’t believe in the dated culture of a dog-eat-dog workplace – we’re all in this together and we fundamentally believe that success and learning are team accomplishments. We celebrate the collective and believe every role on the team is pivotal – regardless of years of experience.
Our current team is close knit. Anyone who joins the team will be a compliment to the positive, determined energy that flows through dB. You can expect to learn a lot quickly, from passionate and experienced individuals who are committed to supporting your growth.
We live by our “Actions to Live By”. We Grind (persistence and resourcefulness), We Craft (taking care in every detail) and We Care (inclusive and passionate about our business).
Key responsibilities:
- Own CRM administration, data structure, and reporting cadence; partner with Data Team, IT and field sales leaders on system enhancements and adoption across the field team.
- Consolidate and analyze key account and provincial board data with dashboarding to deliver insights and recommendations for target setting for sales variable compensation
- Deliver recommendations to Territory Managers and Key Account Managers through briefs and the CRM, in partnership with the Director, Commercial Planning.
- Design and maintain trade spend allocation frameworks and guardrails by account tier; track spend against budget and return.
- Build KPI dashboards tracking Territory Manager and Key Account Manager productivity, including call coverage, conversion, distribution, and rate of sale.
- Translate field execution data into inputs for demand forecasting and the S&OP process.
- Identify, test, and roll out AI enabled sales tools, such as route optimization, next best action, and predictive account scoring, to improve field efficiency.
- Partner with Portfolio Management, Marketing and sales managers on targeting and trade support for new SKU launches.
Key Competencies:
- Turns CRM and field data into clear, actionable recommendations.
- Builds credibility with sales leadership through accuracy and commercial judgment.
- Balances analytical precision with field realities.
- Takes ownership of data quality and adoption across the field team.
- Communicates recommendations clearly to non-analytical audiences.
Qualifications:
- 3 to 5 years in sales operations, revenue operations, or commercial analytics; CPG or regulated consumer product experience preferred.
- Direct field sales or key account experience is a strong asset; this role's recommendations need to be credible to the sales team, not just accurate.
- Proficiency with CRM administration (Salesforce, HubSpot, or similar) and BI tools such as Power BI.
- Strong Excel and data modeling skills.
- Comfortable building process in an environment where it doesn't fully exist yet.
