Senior Analyst Sales Operations

About Kennametal

With over 80 years as an industrial technology leader, Kennametal Inc. delivers productivity to customers through materials science, tooling and wear-resistant solutions. Customers across aerospace and defense, earthworks, energy, general engineering and transportation turn to Kennametal to help them manufacture with precision and efficiency. Every day approximately 8,700 employees are helping customers in nearly 100 countries stay competitive. Kennametal generated $2.1 billion in revenues in fiscal 2023. Learn more at www.kennametal.com. Follow @Kennametal: Twitter, Instagram, Facebook, LinkedIn and YouTube.

Senior Analyst Sales Operation

We are seeking a highly motivated and experienced Senior Sales Operations Analyst to join our team. In this role, you will play a pivotal role in optimizing our sales operations, driving efficiency, and ultimately enhancing our sales performance. You will leverage your data analysis, process improvement, and problem-solving skills to translate insights into actionable strategies that empower our sales team to close more deals, faster.

Responsibilities:

Data Analysis and Reporting:

• Collect, analyze, and interpret sales data to identify trends, opportunities, and areas for improvement.
• Develop and maintain comprehensive sales reports and dashboards to provide key stakeholders with actionable insights.
• Conduct competitor analysis and assess market trends to inform sales strategies.

Process Improvement and Automation:

• Identify and analyze existing sales processes to identify bottlenecks and inefficiencies.
• Design and implement process improvements to streamline workflows and increase efficiency.
• Automate manual tasks using tools and technologies to improve productivity and data accuracy.

Quota and Pipeline Management:

• Ensure alignment between quotas, compensation plans, and overall business objectives.
• Develop and implement a robust quota management process, including tools and reporting dashboards.
• Monitor progress to quota in real-time, identifying potential roadblocks and opportunities for improvement.
• Conduct insightful analysis of quota performance data to identify trends, areas for improvement, and best practices.
• Translate data into actionable insights and recommendations for sales leadership and individual reps.
• Monitor and manage the sales pipeline, identifying potential risks and opportunities.
• Collaborate with the sales team to ensure pipelines are healthy and on track to achieve targets.

Sales Tools and Technology:

• Identify and recommend ways to optimize the use of existing technology to improve sales effectiveness.

Sales Training:

• Design and develop engaging, relevant sales training programs for new and existing team members.
• Partner with external vendors to design impactful training sessions, utilizing various methods such as in-person workshops, online modules, and individual coaching.
• Assess training effectiveness through feedback mechanisms and data analysis.
• Identify and adapt training methods based on evolving industry trends and team needs.
• Collaborate with sales leadership to define training content and objectives.

Program Development:

• Conduct in-depth analysis to identify sales performance gaps and growth opportunities.
• Research and design new sales programs aligned with market trends, competitor analysis, and customer needs.
• Manage the execution of sales growth programs, including scheduling, logistics, and resource allocation.
• Partner with sales managers to ensure program adoption and implementation within the team.
• Generate reports and presentations to communicate program effectiveness to stakeholders.

Customer Service Integration:

• Understand workflows and ensure smooth coordination between different sales stages.
• Understand SAP functionalities to streamline order processing, invoicing, and reporting.
• Lead and manage small-scale customer service projects.
• Develop and maintain knowledge bases and resources for effective customer support.

Collaboration and Communication:

• Work closely with the sales team, management, and other departments to gather feedback, understand needs, and align initiatives.
• Effectively communicate insights and recommendations to diverse stakeholders in a clear and concise manner.
• Stay current on industry trends and best practices in sales operations.

Qualifications:

• Bachelors degree in Business Administration, Statistics, or related field (MBA preferred).
• Minimum 5+ years of experience in a sales operations role.
• Proven track record of success in data analysis, process improvement, and project management.
• Strong analytical and problem-solving skills with the ability to translate data into actionable insights.
• Excellent communication and presentation skills, both written and verbal.
• Excellent oral and written English language skills.
• Ability to lead, organize and implement sales operations initiatives in a truly international setting.
• Proficient in Microsoft Office Suite (Excel, Word, PowerPoint) and CRM software.
• Experience with data visualization tools (e.g.,Power BI) a plus.
• Strong understanding of sales methodologies and best practices.
• Ability to work independently and as part of a team.
• Highly motivated with a strong work ethic and a passion for continuous improvement.

Equal Opportunity Employer