Sales Analyst, Lead

The Sales Analyst Lead is a strong technical resource in data and analytics with a passion for driving sales performance and optimizing sales channels. The Sales Analyst Lead combines advanced analytics, business acumen, and sales expertise to provide actionable recommendations to senior leadership and sales teams. This role is a key liaison between the Commercial Sales team, internal Business Insights and Analytics, Finance, and the Compensation department.

* Analyze and translate business needs through rigorous analysis of sales pipeline, sales programs, sales performance, and operations delivery
* Develop, deliver and disseminate key performance indicators (KPIs) for sales performance reports and dashboards including, but not limited to: inbound vs outbound leads, sales by program and/or customer, sales by revenue, territory performance, training occurrence vs cancellation, etc.
* Analyze sales and customer channels to identify trends, challenges, and opportunities for growth and improvement
* Support sales forecasting by refining models and collaborating with sales leadership to ensure alignment with business objectives
* Perform data-driven and root-cause analyses to uncover untapped sales opportunities and/or address sales challenges
* Drive sales optimization strategy using sales compensation analytics to influence key areas of focus and growth
* Analyze sales commission achievement(s) and leverage compensation analytics to evaluate innovating compensation structures to motivate the sales organization to achieve and exceed performance potential and delivery
* Regularly monitor and report on compensation KPIs, adjusting strategies based on data insights and feedback
* Lead the development of sales forecasts, quotas, and performance targets in collaboration with Sales, Finance, BI&A, and operations teams
* Partner closely with internal subject matter experts in sales leadership, operations leadership, finance, HR/compensation to understand sales strategies and compensation structures that reflect market trends in the aviation and training industry
* Collaborate across sales, marketing and operations to ensure consistent messaging and seamless customer experiences
* Present insights and recommendations to senior leadership, translating complex data, analysis and visualization into clear narratives and recommendations
* Conduct ad-hoc analyses to evaluate new sales opportunities and customer behaviors
* Conduct research and analysis on emerging industry trends, customer and OEM behaviors, and opportunities for new growth
* Exercise continuous improvement and optimization of sales reporting, data mining processes, analytics platforms, and dashboard delivery
* Participate as a subject matter expert in sales-related IT initiatives and projects such as CRM enhancements, ERP integrations, data architecture improvements, and overall data governance
* Travel as required

* Bachelor's degree in Business, Finance, Marketing, Statistics or related field of study, required.
* Advanced degree, a plus.
* Related certification(s) data analytics or business intelligence, a plus.

* 7+ years' of experience in data analysis, financial analytics, business intelligence or related field
* Experience in data analytics, trending and reporting
* Strong knowledge of PowerBI and data visualization techniques
* Strong understanding of sales processes, CRM systems (e.g., Salesforce), and sales performance metrics, a plus

* Excellent customer service and interpersonal skills
* Excellent organization and time management skills
* Proven ability to collaborate in a matrixed operating environment across a broad spectrum of key stakeholders and various levels of management in a professional manner
* Ability to adapt to changes rapidly and perform in a fast-paced work environment
* Results-oriented with high drive to independently achieve objectives and standards
* Solutions-oriented problem solver with a focus on continuous improvement
* Unique blend of demonstrated skills in sales compensation, sales performance analysis, and overall data analytics and visualization
* Serve as a change agent for critical initiatives driving company growth and delivery
* High regard and demonstration for ethics and confidentiality; compliance with all company policies and procedures
* Maintains regular and punctual attendance
* Proficient with Microsoft Office suite or related software, in particular Excel, Word, PowerPoint and Outlook
* Excellent communication and presentation skills, with the ability to translate complex data into actionable insights for non-technical stakeholders.

The physical demands and work environment described here are representative of those that must be met and/or encountered by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.