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Sales Operations Analyst


Requisition ID: 3210
Built on talent, technology, and trust, Grace is a leading global supplier of catalysts and engineered materials. The company's two industry-leading business segments-Catalysts Technologies and Materials Technologies-provide innovative products, technologies, and services that enhance the products and processes of our customers around the world. Grace employs approximately 3,900 people in over 30 countries.

Job Description
Work with the Director Sales Operations and Sales Management Team to support activities and functions essential to sales force effectiveness and productivity such as support sales planning & analysis.
  • Provides operational support to sales management; manages all sales related data and analytics
    • Tracks and analyzes key metrics - pipeline growth, quota attainment
    • Maintains information of sales activities that support sales performance metrics and sales process improvement
    • Develops processes and procedures to support the sales process and participates in the development of requirements for sales support systems
    • Plans and coordinates projects to improve the operational efficiency and effectiveness of the sales force
    • Supports sales teams in preparing and evaluating deal scenarios and contract terms
  • Delivers reports and data to support sales management cadence (ex. Quarterly Business Review templates)
    • Prepares and analyzes sales forecasts and results reports and presentations including analyses of variances versus budget forecasts; Collects, consolidates and generates weekly sales forecasts (month and quarter focus) and rolls up each week's numbers to Sales Management.
    • Monitors the accuracy and efficient distribution of sales reports and external intelligence essential to the sales organization. Recommends revisions to existing reports, or assists in the development of new reporting tools as needed
    • Collaborates with sales, IT and finance to develop, create and maintain reporting requirements and ensure that the revenue recognition and forecasting systems provide accurate and timely data
  • Conducts analysis to understand health of the sales pipeline
    • Develop presentations that analyze sales and marketing activities and achievements from Sales
    • Supports periodic sales revenue target setting and forecasting, and may conduct research to estimate market demand
  • Analyzes and presents sales data trends, issues, opportunities and forecast to support decisions and business management
    • Reporting and analysis for the Sales and Marketing departments, including executive reporting of sales and marketing results, key metrics and KPIs, campaign tracking and analysis, and ad hoc strategic analysis
    • Proactively analyzes win-loss data and reports on key findings to sales leadership
    • Compiles key pieces of information related to performance against sales objectives to be reviewed by Management and report approved plans to Finance for processing
  • Support the analysis, planning, design, implementation and evaluation of key projects
  • Support continuous improvement/optimization of processes/services, facilitate successful implementation of new services; promote the process toward an automated environment
  • Supports salesforce usage of Salesforce
  • Serves as system administrator for Salesforce


Required Skills
  • Highly proficient in Salesforce Sales Cloud, Salesforce Service Cloud, Lightening platform, Einstein Analytics, APEX language preferred
  • Highly proficient in Microsoft Office Excel, Access, Word. Must be able to perform complex functions within excel in order to manipulate and calculate data for analysis.
  • Exceptional analytical capabilities.
  • Excellent organizational, communication (verbal and written), collaborative and interpersonal skills.
  • Strong Process Mapping capabilities.


Required Experience
  • Bachelor's degree, or equivalent, in Information Management or Computer Science preferred or equal combination of education and experience
  • 2 years of prior experience in sales operations, business analysis, sales, operations, supply chain or S&OP implementation a plus


Preferred Qualifications
  • Master's in Business Administration (MBA) or equivalent preferred.
  • Certified Salesforce.com Salesforce Administrator preferred
  • Lean Six Sigma Trained (Black Belt Certification Ideal)


Grace is not accepting unsolicited assistance from search firms for this employment opportunity. Please, no phone calls or emails. All resumes submitted by search firms to any employee at Grace via email, the Internet or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of Grace. No fee will be paid in the event the candidate is hired by Grace as a result of the referral or through other means.

EOE Statement: W. R. Grace & Co. is committed to creating a diverse environment and is proud to be an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status or any other legally protected status.

If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation.

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  • Company: W. R. Grace & Co.
    (view all jobs of this company)
  • Location: Columbia
  • State: MD
  • Category: Sales
  • Posted on: Jul-16-2019
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