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Job Title: Commercial Analytics Manager, EMEA
Reports To: Vice-president & Commercial Leader, EMEA
Location: Germany - This role requires regular travel with the Vice-president and Commercial Leader across the EMEA region. Candidates should be located within reasonable travelling distance of Weinheim to attend regular meetings.
Languages: Fluent in English & German, French would be appreciated
Position Overview:
The Commercial Analytics Manager, EMEA will play a key role in driving strategic decision-making by providing data-driven insights that inform the company’s EMEA sales performance. This role will lead the development of sales effectiveness and commercial productivity metrics, support the VP & commercial leader in formulating and executing the sales strategy, work closely with Finance on sales forecasting processes, and collaborate cross-functionally with IT and data engineering teams to ensure the seamless integration of data and analytics tools. This role is responsible for creating and developing Power BI tools to support the sales team, senior leadership, and EMEA commercial operations.
Key Responsibilities:
1. Partner with VP & Commercial Leader, EMEA
- Partner with the Commercial Leader in formulating the sales strategy, leveraging data to optimize sales performance and drive revenue growth. Provide data-driven insights on sales performance and market trends to drive effective sales initiatives and improve overall sales effectiveness.
- Support the Commercial Leader in communicating sales strategy and data insights to Sales Teams and Leadership during monthly, quarterly and annual business reviews.
Power BI Tool Development & Sales Support:
- Contribute to the continuous improvement and development of Power BI dashboards and analytics tools to support sales leadership with real-time, actionable insights
- Collaborate with relevant stakeholders to support and train sales teams in the use of Power BI tools, enabling data-driven decision-making and optimised sales performance.
- Work closely with sales leadership to understand reporting needs and ensure tools address specific sales objectives, such as performance tracking, pipeline management, and growth opportunities.
Sales Effectiveness & Commercial Productivity Metrics:
- Define, develop, and implement key performance indicators (KPIs) and measurement tools to assess sales effectiveness and commercial productivity across regions and business units.
- Analyze sales data to identify trends, opportunities, and areas for improvement in sales processes, performance, and team productivity.
- Create reports and dashboards that track the efficiency of sales activities, including lead conversion rates, sales cycle time, customer acquisition costs, and revenue per salesperson.
- Conduct research to understand competitive landscape and identify market opportunity gaps
Sales Forecasting/Planning & Partnership with Sales Leadership Team and Finance:
- Partner with Sales and Finance teams to ensure alignment and accuracy across both short-term and long-term forecasting models.
- Develop and refine forecasting models using historical data, sales trends, and market insights, providing senior leadership with clear, actionable forecasts.
- Use forecasting data to proactively identify potential risks or opportunities in the sales pipeline and adjust strategies as needed.
- Gather metrics and analysis around expected growth by market. Closely work with Sales and Finance Leadership teams to ensure alignment on growth expectation and growth strategy.
Strategic Analytics & Reporting:
- Set analytics strategy, identify priority projects, and create alignment with other functions around strategy and timeline
- Provide senior leadership with comprehensive strategic insights and data-driven recommendations based on EMEA & global sales data, business performance, and market trends. Collect, analyze, and interpret large datasets to identify trends, patterns, and insights.
- Provide data-driven insights for key initiatives and ad-hoc business needs, working cross-functionally with departments such as Sales, Finance, Marketing, and Operations.
- Design and produce regular and ad-hoc reports that assess sales performance across different regions, identify growth opportunities, and inform strategic decisions for both short- and long-term planning.
- Create reports to measure the impact of sales strategies, initiatives, and campaigns, and communicate findings to relevant stakeholders.
Cross-Functional Collaboration with IT & Data Engineering:
- Partner with the IT team, particularly data engineering, to ensure that data is correctly integrated, cleaned, and structured for analytics purposes.
- Work cross-functionally to ensure the seamless flow of data across the business, ensuring that data infrastructure supports effective reporting and analytics.
Qualifications:
- Bachelor’s degree in Business, Economics, Finance, Data Analytics, Engineering or a related field (required); MBA or advanced degree (preferred).
- 3+ years of experience in business strategy, analytics, or a similar role, with a strong understanding of sales support, forecasting, and performance measurement.
- A sound understanding of how predictive modeling, data mining, and other advanced analytical techniques can be used to solve business problems
- Advanced proficiency in Power BI or similar business intelligence tools; experience in dashboard creation, data visualization, and reporting.
- Proficiency in Excel with extensive knowledge of Functions, Pivot Tables, OLAP
- Proficiency in SQL for data querying, data modeling, and database management. Ability to work with large, complex datasets, write queries, and optimize performance in large databases.
- Experience using Salesforce (SFDC) CRM platform navigating through customer data, sales pipelines, and reporting. Familiarity with SFDC reports, and dashboards.
- Experience in defining and creating measurement frameworks for sales effectiveness, productivity, and commercial success.
- Strong analytical and problem-solving skills, with the ability to extract actionable insights from complex data sets and communicate them effectively to stakeholders.
- Proven ability to work cross-functionally with IT teams, particularly data engineering, to ensure data integrity and seamless system integration.
- Strong project management skills, with experience leading cross-functional initiatives and managing competing priorities.
- Excellent communication skills, with the ability to present complex data and strategic insights to senior leadership and other stakeholders.
Key Metrics for Success:
- Accuracy and timeliness of sales forecasts and effectiveness of sales tools and Power BI adoption
- Successful development and implementation of sales effectiveness and commercial productivity metrics
- Highly capable problem solver, able to work on complex problems requiring strong analytical, conceptual, and quantitative ability
What we offer - more than just a job:
Exciting roles: Work with innovative, sustainable products – we want to see your creativity and initiative!
Attractive remuneration: As well as a fixed salary, you’ll benefit from a variable component
Time for yourself: Look forward to 30 days’ holiday a year to recharge your batteries. What’s more, 24 December and 31 December are public holidays here
A corporate culture that brings people together: You can expect an open, friendly working atmosphere here. Regular team events ensure we have fun and strengthen our team spirit
An attractive employer-funded company pension scheme and other benefits that prioritise you and your health: supplementary company health insurance with a generous allowance and a monthly contribution towards your gym membership
Job security and development: We are committed to long-term collaboration and support your personal and professional development through bespoke training programmes
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