Key Responsibilities
1.Sales Planning & Forecasting
Lead sales forecasting and planning activities to support business and operational planning.
Monitor actual performance against forecasts and budgets, identifying risks and recommending adjustments.
Improve forecasting accuracy by implementing better processes, tools, and reporting systems.
Develop dashboards and reports that provide visibility into sales performance and forecast accuracy.
Present meaningful insights and variance analyses to stakeholders
2. Sales Operations & Process Improvement
Design, implement, and optimise end-to-end sales processes across the customer lifecycle.
Drive automation and scalability of commercial processes through CRM systems and technology.
Ensure strong CRM data governance, including pipeline hygiene, naming conventions, and data quality.
Promote adoption of sales tools and continuously identify opportunities for process improvements.
Work with regional and cross-functional teams to enhance sales systems and workflows.
3. Business Performance & Revenue Optimisation
Analyse sales performance, customer trends, and market data to identify opportunities and performance gaps.
Develop dashboards and reports to monitor key sales metrics and recommend actionable improvements.
Partner with Sales Leadership to design commission structures, incentive programmes, and commercial frameworks.
Provide customer lifetime value (CLTV), churn, and profitability insights to support retention and upselling strategies.
Develop pricing guardrails and commercial principles that protect business margins while supporting growth.
Cross-functional Collaboration
Partner with Sales, Marketing, Finance, and Operations to ensure alignment on commercial objectives.
Support strategic planning by providing accurate data, insights, and recommendations.
Foster strong relationships with stakeholders to drive continuous process improvement and operational excellence.
Requirements
3–5 years of experience in Sales Operations, Sales Planning, Business Operations, Commercial Excellence, or Process Improvement.
Proven experience in sales forecasting, pipeline reporting, dashboard creation, and performance analysis.
Must have experience with SQL is an added advantage. Strong analytical and problem-solving capabilities, with advanced proficiency in Microsoft Excel (PivotTables, XLOOKUP, Dynamic Arrays, and Financial Modelling).
Experience working closely with cross-functional teams including Sales, Marketing, Finance, and Operations.
Demonstrated ability to influence stakeholders and drive process improvements without direct authority.
Strong analytical and problem-solving skills with the ability to interpret large datasets.
