Senior Analyst - Sales Intelligence

About the Role
We are hiring a Senior Analyst - Sales Intelligence (Mumbai) to strengthen sales performance through data, CRM governance, funnel analytics and AI-led productivity. The role converts CRM and business data into actionable insights for sales leadership and partners closely with Sales, Marketing, Technology, Finance and Operations.

**Key Responsibilities

1. Sales Intelligence & Business Analytics**- Design, develop and maintain dashboards covering MQL funnel, lead journey, TAT, campaign analysis, industry funnel, employee size funnel, stale leads and proposal tracking.

• Analyse sales and CRM data to identify bottlenecks, conversion gaps and improvement opportunities across the lead lifecycle.
• Publish daily, weekly and monthly reports giving sales leadership clear visibility on performance and governance metrics.

2. CRM Governance & Transformation

• Own CRM process improvement initiatives including requirement gathering, workflow design, field mapping, automation logic, testing and deployment support.
• Maintain CRM hygiene through data checks, validation rules, clean-ups and alignment across Leads, Deals, Accounts and reporting modules.
• Coordinate with technology partners and internal teams to raise, track and close CRM enhancement requests.

3. Lead Management & Funnel Optimisation

• Design and improve lead assignment rules, lead prioritisation, qualification workflows, follow-up processes and lifecycle tracking.
• Monitor turnaround time across lead stages and reduce delays through alerts, dashboards and process nudges.
• Support sales teams with better funnel visibility, lead intelligence and prioritised action points.

4. AI, Automation & Digital Productivity

• Identify and implement AI-enabled use cases for sales research, lead qualification, follow-up nudges, knowledge management and reporting productivity.
• Use Generative AI platforms such as Microsoft Copilot, Claude AI and ChatGPT to improve research speed, content creation, process documentation and decision support.
• Convert repetitive manual workflows into automated or semi-automated processes.

5. Market, Industry & Competitive Intelligence

• Create industry insights, competitor intelligence, market research summaries and conversation starters for consultative sales conversations.
• Build and maintain sales enablement repositories including case studies, blogs, podcast insights, battle cards and industry reports.

6. Sales Enablement, SOPs & Adoption

• Create SOPs, process documents, CRM usage guides and training material; conduct CRM, dashboard and process training sessions to improve adoption.
• Collect stakeholder feedback and continuously improve dashboards, reports and workflows.

7. Cross-Functional Issue Management

• Work with Sales, Marketing, Technology, Finance, Controlling and Operations teams to resolve open points and improve process alignment.
• Maintain trackers for business issues, CRM enhancements and reporting dependencies and drive structured closure.
• Act as a bridge between business users and technical teams.

Technical SkillsZoho CRM administration, Power BI & dashboarding, Advanced Excel & data modelling, sales analytics & funnel reporting, data visualisation, CRM workflow design, data governance & reporting frameworks, market & competitive intelligence, Generative AI applications, Microsoft Copilot, Claude AI, ChatGPT, prompt engineering, AI workflow automation, conversational AI, AI-powered sales research.

**Key Metrics (KPIs)**Dashboard adoption and stakeholder satisfaction; CRM data quality and process adherence; lead qualification TAT and funnel movement; lead assignment accuracy and follow-up compliance; reporting automation and time savings; closure rate of CRM enhancements and cross-functional open points; quality of market and competitive intelligence outputs; AI use cases implemented and productivity delivered.

Reporting To: Sales Leadership | Department: Sales / Sales Operations / Business Intelligence