Role and Responsibilities:

1.

Sales

Intelligence &

- Business Analytics

- Design, develop and maintain business dashboards covering MQL funnel, lead journey, TAT, campaign analysis, industry funnel, employee size funnel, stale leads and proposal tracking.

- Analyse sales and CRM data to identify bottlenecks, conversion gaps and improvement opportunities across the lead lifecycle.

- Create daily, weekly and monthly reports that provide sales leadership with clear visibility on performance and governance metrics.

2. CRM Governance &

- Transformation

- Own CRM process improvement initiatives including requirement gathering, workflow design, field mapping, automation logic, testing and deployment support.

- Maintain CRM hygiene through data checks, validation rules, clean-ups and alignment across Leads, Deals, Accounts and reporting modules.

- Coordinate with technology partners and internal teams to raise, track and close CRM enhancement requests.

3. Lead Management &

- Funnel Optimisation

- Design and improve lead assignment rules, lead prioritisation, qualification workflows, follow-up processes and lifecycle tracking.

- Monitor turnaround time across lead stages and enable teams to reduce delays through alerts, dashboards and process nudges.

- Support sales teams with better funnel visibility, lead intelligence and prioritised action points.

4. AI, Automation &

- Digital Productivity

- Identify and implement AI-enabled use cases for sales research, lead qualification, follow-up nudges, knowledge management and reporting productivity.

- Use Generative AI platforms such as Microsoft Copilot, Claude AI and ChatGPT to improve research speed, content creation,



process documentation and decision support.

- Partner with business teams to convert repetitive manual workflows into automated or semi-automated processes.

5. Market, Industry &

- Competitive Intelligence

- Create industry insights, competitor intelligence, market research summaries and conversation starters to support consultative sales conversations.

- Build and maintain sales enablement repositories including case studies, blogs, podcast insights, battle cards and industry reports.

- Enable sales teams to position Great Place To Work solutions with stronger business context and objection-handling support.

6.

Sales

Enablement, SOPs &

- Adoption

- Create SOPs, process documents, CRM usage guides and training material for sales and supporting teams.

- Conduct CRM, dashboard and process training sessions to improve adoption and consistent usage.

- Collect feedback from stakeholders and continuously improve dashboards, reports and workflows based on business needs.

7. Cross-Functional Issue Management

- Work closely with Sales, Marketing, Technology, Finance, Controlling and Operations teams to resolve open points and improve process alignment.

- Maintain trackers for business issues, CRM enhancements and reporting dependencies, and drive closure through structured follow-ups.





- Act as a bridge between business users and technical teams to translate operational needs into clear business requirements.

Key Metrics (KPIs):

- Dashboard adoption, usage and stakeholder satisfaction

- CRM data quality, hygiene and process adherence

- Lead qualification TAT and funnel movement efficiency

- Lead assignment accuracy and follow-up compliance

- Reporting automation, time savings and accuracy improvement

- Closure rate of CRM enhancements and cross-functional open points

- Quality and business relevance of sales, market and competitive intelligence outputs

- AI-enabled use cases implemented and productivity improvement delivered

Requirements

Preferred candidate profile:

- Sales Intelligence &

- Analytics: Ability to convert CRM and business data into actionable insights for sales leadership and teams

- CRM Governance: Solid experience in CRM process design, data hygiene, workflow mapping, automation and user adoption

- Dashboarding &

- Reporting: Ability to build dashboards, funnel reports, TAT trackers and performance summaries using Excel and CRM data

- AI Enablement: Working knowledge of Generative AI tools including Microsoft Copilot, Claude AI and ChatGPT for productivity, research, automation and sales enablement

- Process Improvement: Ability to identify gaps, document requirements, coordinate with technology teams and drive closure

- Stakeholder Management: Ability to collaborate with Sales, Marketing, Technology, Finance and Operations teams

- Communication: Ability to simplify analysis, present business recommendations and conduct training sessions

📌 Sr Analyst Sales Intelligence (Mumbai)
🏢 Great Place To Work®
📍 Mumbai