Share this Job

Manager Sales Operations, Analytics and Insights

Date: Apr 11, 2021

Location: Columbia, MD, US, 21044

Company: W. R. Grace & Co.

Requisition ID: 6374

Built on talent, technology, and trust, Grace is a leading global supplier of catalysts and engineered materials. The company’s two industry-leading business segments—Catalysts Technologies and Materials Technologies—provide innovative products, technologies, and services that enhance the products and processes of our customers around the world. Grace employs approximately 3,900 people in over 30 countries.


Job Description

The Sales Operations Manager, Analytics and Insights is a vital part of the Sales Operations and Analytics group within the Materials Technologies business team at Grace. This is a high-impact role that works in close collaboration across multiple functions, including Sales, Marketing, ISC, and General Management, to drive profitable sales growth and pipeline rigor through efficient processes and robust analytics. This role works under the direction of the Director of Strategic Initiatives and Sales Operations and in close partnership with the VP of Sales and Regional Sales Directors. This position has hands-on ownership and leadership of critical areas that support the field sales team, including forecasting, pipeline, process optimization, and KPI development and monitoring.

  • Ability to construct sophisticated and maintain analysis of complex data and translate the results into actionable insights, deliverables, messages, and presentations.
  • Align and improve financial planning processes with annual and quarterly revenue, cost, and cash flow objectives.
  • Manage and continuously improve the sales forecasting, planning and budgeting tools and processes globally.
  • Lead and maintain high levels of quality, accuracy, and process consistency in planning, forecasting, and budgeting approaches used by the Sales organization.
  • Accountable for sales management cadence to distribute, review, and assess KPI metrics for the Sales team.
    • Identify and improve metrics that deliver better business performance, better analytics, and better insights
  • Prioritize enhancements in enabling technologies that support the forecasting, planning, and budgeting processes.
  • Lead the pipeline management processes with predictable timing and results.
    • Communicate effectively with Regional Leaders across the globe to improve pipeline performance.
    • Drive pipeline management meetings, accountable for all pre- and post-work, including working with the Sales and Salesforce support teams to ensure data integrity and accuracy.
  • Develop and maintain performance dashboards in Salesforce and other related tools that encompass key metrics and the businesses position with accurate and timely data.
  • Identify process improvements for the business and manage projects related to forecasting and pipeline from design to operationalization.

Required Skills

  • Proficient in Microsoft Office suite - Word, PowerPoint and Visio, expert in Excel. Must be able to perform complex functions within Excel to manipulate and calculate data for analysis.
  • Able to identify and analyze opportunities for improving financial drivers throughout the supply chain.
  • Strategic mindset and demonstrated ability to deliver results in a timely manner.
  • Self-motivated, driven collaborator, exceptional interpersonal and communication skills, and demonstrated ability to take ownership.
  • Change agent with proven experience in managing business process improvement.

Required Experience

  • Bachelor’s degree in Business, Accounting, Finance, Marketing, Technical or related degree or equivalent combination of education and experience.
  • 10+ years of analytics experience; experience working with large quantities of raw, disorganized data.
  • Strong planning and project management experience.
  • Experience interfacing with a global, cross-functional team.

Preferred Qualifications

  • Knowledge of the manufacturing business, markets, customers, and products.
  • Experience with BI tools such as Tableau.

Grace is not accepting unsolicited assistance from search firms for this employment opportunity. Please, no phone calls or emails. All resumes submitted by search firms to any employee at Grace via email, the Internet or in any form and/or method without a valid written search agreement in place for this position will be deemed the sole property of Grace. No fee will be paid in the event the candidate is hired by Grace as a result of the referral or through other means.


EOE Statement:  W. R. Grace & Co. is committed to creating a diverse environment and is proud to be an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, veteran status or any other legally protected status.


If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation.

Nearest Major Market: Baltimore