Role Charter: Regional Sales Performance and Pipeline Analyst

Purpose of the Role: The Regional Sales Performance and Pipeline Analyst supports the Regional Sales Performance Lead by delivering exact, standardized, and actionable sales performance and pipeline analysis. The role is focused on execution excellence, data accuracy, and analytical rigor. The analyst ensures that regional and area-level performance discussions are consistently grounded in reliable data and clearly defined metrics.

Job Content Execution Responsibilities
- Produce standardized recurring reports covering sales performance, pipeline health, win rates, conversion metrics, and sales productivity using approved global (CEN) data sources.
- Maintain and refresh regional and area-level dashboards in Power BI and SFDC strictly in line with defined metric definitions and reporting standards.
- Perform defined pipeline health checks (coverage, aging, velocity, conversion) and clearly flag risks, data quality issues, and deviations from agreed thresholds.
- Assist in preparing structured analysis packs for OPRs,



MPRs, QBRs, weekly pipeline reviews, and other management forums as instructed by the Regional Sales Performance Lead.
- Execute benchmarking analysis across Areas using predefined methodologies and clearly document performance gaps and outliers.
- Track sales productivity metrics at rep, portfolio, and area level using agreed productivity definitions.
- Support analysis of sales incentive plan outcomes by reporting attainment distribution, target achievement, and performance dispersion.
- Support target-setting and incentive process rollouts by validating data, tracking submissions, and producing progress reporting.
- Produce product-specific performance reporting (Ocean, LS, Logistics conversion) using agreed templates and data models.

Accountability
- Accuracy, completeness, and timeliness of all reports and analytical outputs.
- Correct and consistent use of standard metrics, definit

📌 Regional Sales Pipeline (Mumbai)
🏢 APM Terminals
📍 Mumbai