Job Description
The Sales Enablement Analyst supports the Johnston Equipment Sales Management and Leadership team through providing value-add, data-based insights and campaign management to enhance Seller performance. This role will support revenue generation by ensuring the Sales team is equipped with the insights, data, resources, and tools to effectively sell Johnston Equipment’s full breadth of solutions through working collaboratively with Product Management, Marketing and other relevant stakeholders across the organization.
Key Work Activities:
Activity A Data Analytics & Mining - 40%
• Provide ongoing data analysis and reporting to drive business insights through regular reporting and follow-up with Sales Management
• Proactively provide analytical insights and guidance to support sales efforts based on Leadership directives
• Build in-depth knowledge of Sales territories and channels, allowing for recommendations on territory planning as well as account/prospect targeting and stratification
• Provide customer targeting insights based on product-mix and fleet age to drive share of wallet and revenue growth
• Drive implementation and execution of segmentation analysis through working closely with Product Management and Business Direction teams
Activity B Campaign Support & Management - 30%
• Support Sales Channels, LOBs and Regions by tracking executional effectiveness of Sales campaigns, include metrics such as: lead conversions, opportunity generation, and win rate,
• Monitor existing campaign progress and success while gathering insights to drive optimization i.e. improved targeting
• Equip Sales Management with campaign performance updates and make recommendations to enhance performance
• Work closely with Marketing and Training to ensure sellers are supported with collateral and tools (i.e. Sell Sheets, Talk Tracks) to effectively execute on campaigns
Activity C CRM Reporting & Analysis - 20%
• Provide and coordinate loading of leads into CRM on a timely basis, providing troubleshooting support when needed
• Prepare CRM reports on key clients and prospects, modifying existing reports and dashboards, and sharing findings with Sales Management to enable Seller performance
• Identifying and raising awareness of potential and current issues with the organization’s data integrity and accuracy
Activity D Corporate Initiatives - 10%
• Support identified action items through key initiatives (i.e. Everybody Sells) to enhance Sales support
• Delivery initiative updates to Leadership as requested
• Support the company’s pursuit of “Dealer of Distinction” status each year, through effective tracking of requirements