Overview
Maintaining a healthy sales pipeline by ensuring all opportunities are accurately recorded, regularly updated, and purged of stale deals. This involves rigorous data quality checks (pipeline hygiene) and timely entry of deal information. Skill required to analyse, interpret and visualise data.
Responsibilities
- Analyzing sales data and pipeline trends to produce accurate sales forecasts and actionable insights. Proficiency with Excel (pivot tables and commonly used formulas), BI tools, and CRM analytics to interpret metrics (e.g. pipeline coverage, win rates) and model future outcomes. Identify performance gaps early and enable evidence-based adjustments to reinforce forecast discipline in the sales team.
- Establishing and driving a structured Rhythm of Business (ROB) – a recurring cadence of meetings and reviews (weekly pipeline calls, monthly/quarterly business reviews, etc.). Plan and facilitate sessions to monitor progress, review pipeline health, and hold teams accountable.
- Deep knowledge of Customer Engagement Methodology and the ability to enforce its use in day-to-day sales processes. Guide opportunities through defined stages and ensure each stage’s exit criteria are met. High proficiency with CRM software and analytics platforms (typically Dynamics 365 Sales (MSX) and related reporting tools).
- Demonstrated capability with working in a role where CRM has been a core part of the job. Understanding of customer data flow, tracking and updating sales activities, and using reporting to track pipeline metrics and sales performance.
Skills Required
- Forecasting & Data Analysis
- Operational Cadence Management (Rhythm of Business)
- Sales Methodology Adherence
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Seniority level
- Mid-Senior level
Employment type
- Contract
Job function
- Project Management, Sales, and Information Technology
- Industries
- Technology, Information and Media, Information Services, and Computer and Network Security
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