Channel Sales Operations Analyst

Work Schedule

Standard (Mon-Fri)

Environmental Conditions

Office

Job Description

Position Summary

The Channel Sales Operations Analyst plays a key role in driving the operational effectiveness of the Channel Sales organization by managing channel operations, Salesforce opportunities and pipeline, quotation-to-order processes, small dealer operations, and partner compliance requirements.

This role is responsible for managing small dealer sales activities, partner inquiries, business support, and third-party compliance requirements, including management of due diligence and compliance in alignment with the Third-Party Management (TPM) Policy, while driving channel onboarding, renewal, rationalization, and offboarding activities.

The position will work closely with Channel Sales, Commercial Excellence, Finance, Marketing, Compliance, Commercial Operations, and other cross-functional teams to improve pipeline visibility, forecast accuracy, partner performance, compliance adherence, and overall channel operational efficiency.

The successful candidate will combine strong analytical capability, hands-on commercial execution, partner management, and cross-functional communication skills to drive sustainable channel growth and operational excellence.

Responsibilities

1. Sales Performance & Business Analytics

• Create, update, and maintain sales opportunities in Salesforce based on inputs from the Sales team and relevant commercial information.
• Proactively monitor open opportunities and follow up with Sales representatives to to ensure opportunity records are accurate, complete, and up to date.
• Drive pipeline hygiene by identifying outdated, incomplete, duplicated, or inactive opportunities and coordinating required updates.
• Maintain accurate pipeline data to support forecasting, management reporting, and business reviews.
• Partner with Sales teams to improve forecast accuracy and pipeline visibility.
• Develop and maintain regular sales performance reports, dashboards, and KPI tracking tools.
• Support monthly, quarterly, and annual performance reviews with clear and accurate business analysis.

2. Sales Operations

• Manage and support the quotation-to-order process and coordinate with Sales, Commercial Operation, Finance, and other internal teams.
• Prepare and provide quotations to channel partners based on product configuration, pricing, discount, promotion, and approved commercial terms.
• Monitor quotation and order status and proactively follow up with relevant teams to support timely order processing.
• Address and resolve partner queries and issues promptly to maintain high levels of partner satisfaction.

3. Channel Management

• Drive sales follow-up and provide ongoing business support to small dealers, including sales inquiries, product and promotion-related communication, quotation support, and order coordination.
• Manage third-party due diligence and compliance requirements in alignment with the TPM Policy, including BSF/DDQ management.
• Maintain accurate dealer master data, account status, and compliance records across relevant systems.

Qualifications:

• Bachelor’s degree in Business Administration, Marketing, or a related field.
• 3+ years of experience in Sales Operations, Channel Management, Sales Support, or a similar role is preferred.
• Hands-on experience with Salesforce or other CRM systems is preferred.
• Strong analytical skills with the ability to interpret sales data and KPIs.
• Good understanding of sales processes, opportunity management, pipeline management, forecasting, and performance measurement.
• Experience with ERP, Power BI or other data visualization tools is preferred.
• Ability to coordinate effectively with both internal teams and external channel partners.
• Strong attention to detail, organization, and commitment to data accuracy.