Sr. Sales Operations Analyst

Position Summary

The Malco Group is seeking a Sr. Sales Operations Analyst (Revenue Analyst), who is responsible for improving the effectiveness, visibility, and scalability of the sales organization through real‑time data, reporting, systems, and process automation. This role provides sales leadership with actionable insights into customer activity, account health, category performance, rep group performance, product sales, launch results, budgets, bookings, shipping activity, and other key commercial metrics.

This individual will lead the development of timely, category‑specific and channel‑specific sales snapshots that enable leaders to better understand customer and market performance before and during branch visits, sales management meetings, and strategic planning discussions. A key focus of this role is moving the organization from lagging, historical reporting to more real‑time, accessible data that supports faster decisions and sharper commercial execution.

The ideal candidate is highly analytical, technologically savvy, and systems‑oriented, with the ability to connect data across multiple sources including: CRM (future), ERP, customer support, incoming call activity, and other business systems, to provide meaningful insight and help automate and optimize the sales process.

• Develop, maintain, and continuously improve dashboards, scorecards, and reports that provide real‑time or near real‑time visibility into sales performance, account activity, opportunity pipelines, hit rates, product sales, bookings, shipping activity, and customer trends.
• Create category‑specific sales snapshots that provide clear visibility into performance across key dimensions, including:
  • Budget vs. actual
  • Year‑over‑year comparisons
  • Shipping activity
  • Bookings and order trends
  • Product/category performance
  • Product launch performance
• Deliver concise, actionable reporting that equips sales and branch leaders with the information needed to understand where accounts stand, where performance is trending, and where attention is needed.
• Improve reporting speed and accessibility by helping transition the business from delayed, prior‑week reporting to more current, live data visibility.
• Support branch visits, sales leadership meetings, customer reviews, and business planning with timely insights and performance summaries.

• Consolidate and analyze data from multiple business systems, including CRM, ERP, customer support, call activity, and other internal tools, to provide a more complete view of customer and account performance.
• Improve visibility into opportunity data, account status, customer engagement, and conversion trends.
• Use customer support and incoming call data to identify patterns, service concerns, sales opportunities, and follow‑up needs.
• Help define meaningful customer, account, and opportunity health indicators that allow leadership to proactively manage business performance.
• Provide comparative insights across customers, categories, branches, and sales channels to highlight risks, opportunities, and areas for growth.

• Develop reporting and dashboards to track third‑party rep group performance across assigned territories, product lines, and customer segments.
• Provide visibility into key rep group metrics, including:
  • Sales performance vs. budget
  • Year‑over‑year growth
  • Bookings and order trends
  • Shipping activity
  • Product/category mix
  • Hit rates and opportunity conversion
• Create rep group scorecards and snapshots that identify top performers, underperforming territories, and areas requiring additional focus or support.
• Partner with sales leadership to help prioritize travel, coaching, follow‑up, and account management efforts based on rep group performance data.
• Support more fact‑based, data‑driven performance conversations with rep groups to strengthen accountability and drive improved results.

• Serve as the primary owner and subject matter expert for CRM data, structure, reporting, and usage across the sales organization.
• Evaluate current CRM capabilities and lead…