FP&A Analyst - Sales

Job Locations India-Gurgaon
ID
2020-6851

Introduction

EIU logo

 

As the research and analysis division of the Economist Group, The Economist Intelligence Unit (EIU) helps leaders prepare for opportunity, empowering them to act with confidence when making strategic decisions. The EIU is the global standard in providing quality, actionable intelligence to the public and private sector, assessing issues that impact the marketplace for over two hundred countries. 

 

The Sales analyst role will support many functions of the business from finance and management to sales and marketing, they will lead in ensuring a consistent view of Salesforce reporting and ensuring we are implementing a consistent view to allow for all relevant analysis to take place. The role will own the reported sales data and provide the “one voice of the truth” in terms of performance. They will also lead the commission payment process and will therefore need to be experienced in Salesforce Lightning reporting and have strong excel skills.

The successful candidate will need to be comfortable working across all layers of the organisation and will be able to communicate and lead the relevant changes and reporting of the sales data. They will have strong communication and influencing skills with an ability to take the business along on the journey with them without becoming an onerous control function.

Accountabilities

How you will contribute:

 

The purpose of this role is to ensure the data in the Salesforce system is robust and can be used for all functions and analysis to prepare a consistent and clear view of the business. This role will lead the monthly commissions processing with a high level of visibility and accuracy. You will do this by:

 

  • Acting as the guardian of the sales information in salesforce, ensuring consistency of input from the sales team and validity of data at all times.
  • Support the Finance Director and Finance Analysts in preparing analysis on the sales data from where a new deal has originated to a clear view on the renewal accounts.
  • Lead the payment of the monthly sales commissions including a detailed review of the sales versus targets and preparation of detailed sales commission reports for the sales team.
  • Lead on the reporting of sales activity and highlight any areas of concern to the sales leadership team.
  • Drive adoption of activity management, including tracking high-impact activities across the sales and marketing teams.
  • Develop a consistent view on pipeline momentum across all the business for review by the EIU ExCo and sales leadership.
  • Preparation of the weekly sales report.
  • Support the product team in reporting and analysis of customer behaviours, linking the feedback from the clients, product usage and sales data from salesforce and other related systems. 
  • Work closely with the Salesforce Development team to ensure best practices are implemented across the EIU sales team.
  • Working closely with the sales leadership to ensure all aspects of the sales cycle and how it is reported are clearly understood.
  • Partner with marketing, database, sales, account management, customer service and finance teams to reflect business requirements.
  • Work closely with key stakeholders to develop processes and controls to keep the database clean with accurate prospect and customer data.
  • Provide ongoing Salesforce training to new and existing users and evaluate its effectiveness

Experience, skills and professional attributes

The ideal skills for this role include:

 

  • Understanding and experience of a CRM system and its infrastructure such as Salesforce
  • Excellent business analysis and problem solving skills including advanced excel skills 
  • Proven experience at supporting senior leadership and strong influencing and communication skills.
  • Knowledge of B2B sales and marketing processes and the relevant supporting needs
  • Creativity, initiative, enthusiasm about the potential of Salesforce
  • The ability to inspire commercial teams and evangelise the potential of Salesforce
  • Good mix of technical and commercial acumen, ability to provide technical support and communicate complex concepts to a wide variety of stakeholders
  • Confident and highly communicative with excellent business insight and a willingness to challenge stakeholders and drive change
  • The ability to prioritise, multi-task and work with globally dispersed teams
  • Integrity and a strong sense of professionalism and confidentiality are required as this role will be exposed to sensitive salary information.

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