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Senior Sales Operations Analyst

Date: Feb 16, 2019

Location: Columbia, MD, US, 21044

Company: W. R. Grace & Co.

Requisition ID: 3197 

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 Senior Sales Operations Analyst proactively manages the order fulfilment cadence for the Americas region, by aligning the need to meet or exceed customer expectations with existing supply chain capabilities and revenue financial commitments.  

Reporting to the Director Sales Operations and to perform effectively in this role, the Senior Sales Operations Analyst continuously identifies order fulfilment and sales plan gaps, and facilitates closure of such gaps by engaging and mediating between multiple internal stakeholders. Being acutely aware of the recurring pain points along the order to cash process, the Sr Sales Operations Analyst participates and often leads process and management systems improvement projects.

Major Responsibilities 

  • Analyze, coordinate, communicate and manage the monthly and quarterly sales plan by linking Account Managers, Marketing, Demand Planning, Supply Planning, Production, Order Fulfilment and Finance to ensure customer orders are properly fulfilled in a timely manner, and that revenue goals are met in the Americas regions.
  • Prepare the weekly sales order tracker. Upon identified risks and upsides, propose and execute corrective actions to mitigate potential misses. Keep Sales Managers and Finance informed of changes to fulfilment dates and any other impacts to customer or revenue commitments.    
  • Maintain pricing tables in SAP, ensuring data accuracy, process discipline, and compliance with internal control guidelines. To this end, close coordination with marketing and sales is key during the annual price revision cycle.
  • Support regional Management and Sales Managers with ad hoc sales data requests and Salesforce CRM training and functionality enhancements.
  • Engage in process and system improvement projects around Salesforce CRM adoption and evolution, SAP Order Management, SAP analytics tools and sales effectiveness KPIs.

Required Skills

  • Proven business process improvement skills.
  • Understanding of the processes associated with the sales cycle and the ability to influence the process to deliver business results.
  • Demonstrated proficiency in at least one of the following tools, and a strong desire to learn the others: Salesforce CRM, SAP Order to Cash, Business Analytics, and Microsoft Excel.

Required Experience

  • 4-year degree in a technical or business field
  • 5+ years in a sales support, order fulfilment, supply chain, or other relevant business experience

Preferred Qualifications

  • Chemical or other manufacturing industry experience is highly desirable
  • MBA is a plus
  • Attention to detail and accuracy.
  • Sense of urgency and bias towards action.
  • Performs effectively under pressure and in conditions of ambiguity.
  • Ability to lead/manage within a matrix organization.
  • Demonstrates intellectual curiosity and a passion for process improvement.
  • Strong analytical skills, with an ability to assimilate multiple inputs into a cohesive output that is easily explained and defended.
  • Excellent organizational, communication, collaborative and interpersonal skills, including inter-cultural understanding.

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.


Nearest Major Market: Baltimore