KEY RESPONSIBILITIES
• Serve as the primary Business Analyst for Sales and Estimating application initiatives, partnering with commercial leaders, Finance, Operations, Marketing, and technology teams to understand priorities and desired business outcomes.
• Analyze current-state and future-state processes for lead management, opportunity management, account and contact data, estimating, pricing, approvals, proposal workflows, commercial handoffs, and related reporting.
• Translate business objectives into requirements, process flows, business rules, user stories, acceptance criteria, data definitions, integration requirements, and measurable success criteria.
• Perform functional analysis and support solution design across Salesforce, ZoomInfo, Microsoft Dynamics, estimating or quoting applications, and connected field-service, finance, and integration capabilities.
• Support commercial data governance by defining ownership, required fields, quality rules, duplicate-management practices, and consistent business definitions for pipeline, conversion, estimates, backlog, margin, and forecast information.
• Plan and coordinate user acceptance testing, regression testing, defect review, release readiness, training, communications, and adoption activities for Sales and Estimating application changes.
• Use advanced Microsoft Excel to transform and clean commercial data, build dynamic pipeline, pricing, estimating, margin, backlog, and forecast models, perform scenario analysis, reconcile information across systems, and present findings clearly to stakeholders.
• Analyze handoffs and integrations among CRM, estimating, ERP, field service, Finance, and reporting systems; identify breakdowns that create duplicate entry, missing information, delayed work, or inconsistent reporting.
• Maintain and prioritize the Sales and Estimating application backlog using business value, revenue impact, process risk, dependencies, effort, data readiness, and adoption capacity.
• Create and maintain process documentation, decision records, training materials, testing scenarios, release communications, and user guidance that support CRM adoption and consistent commercial processes.
EDUCATION AND EXPERIENCE
Bachelor's degree in business, information systems, finance, sales operations, engineering, or a related field, or an equivalent combination of education and relevant professional experience. Minimum of 5 years of progressive experience in business analysis, CRM, sales operations, estimating operations, enterprise application implementation, revenue operations, or related consulting. Demonstrated experience translating commercial processes into application requirements and coordinating cross-functional system changes is required.
PLATFORM & TECHNOLOGY EXPERIENCE
Candidates should have strong functional experience with Salesforce and enterprise CRM processes, along with experience using data-enrichment or prospecting platforms such as ZoomInfo. Experience with Microsoft Dynamics and estimating or quoting applications is strongly preferred. Advanced Microsoft Excel skills are required, with emphasis on data transformation, dynamic modeling, scenario analysis, reconciliation, and clear presentation of commercial information. Expected Excel capabilities include advanced formulas and lookup logic, PivotTables/PivotCharts, dynamic arrays, Power Query or comparable transformation techniques, and structured models for pipeline, pricing, estimates, margin, backlog, and forecasting. Power BI exposure is a nice-to-have rather than a core requirement. Familiarity with field service, OneStream, enterprise integrations, and an enterprise ticketing or ITSM system such as ServiceNow is beneficial.
CORE COMPETENCIES Commercial process and CRM knowledge Business requirements and process design Advanced Excel data transformation and modeling CRM data quality and governance
UAT and release coordination Cross-functional facilitation and prioritization Analytical problem solving Documentation and stakeholder communication
KEY SUCCESS MEASURES
• CRM adoption, data quality, and process consistency
• Improvement in opportunity and estimating process efficiency
• Quality and completeness of requirements and release outcomes
• Accuracy and usefulness of commercial analysis and models
• Reduction in duplicate entry and handoff failures
• Stakeholder confidence across Sales, Estimating, Finance, and Operations
