CRM & Pipeline Analyst

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Our Client operates globally as part of dnata, one of the world’s largest combined air services providers. With offices in the UK, USA and UAE, they supply premium baked goods, meals and snacks to the travel industry. They focus on partnering with world-class manufacturers customising products and packaging to suit individual customer needs while managing a complex supply chain with the highest levels of precision.

The Role

The CRM & Pipeline Analyst will be responsible for the development of tools to better understand markets and to drive strategic sales activity and opportunities. This opportunity would be a ‘start from scratch project with the aim to integrate CRM into our client’s day to day business and use it as a tool to drive active account management, task management between teams on project briefs and forecast insight.

  • Identify new process improvement opportunities and actively develop new methods and tools to present the results of analytical investigations
  • Support the Commercial team in the development of specific analytical tools to drive strategic initiatives
  • Conduct analysis of pipeline trends, closed business, sales activities, and sales opportunities
  • Develop and operate a monthly forecasting tool based on secured projects, start dates and project turnover, which can be used as a basis for Supply Chain / Manufacturing capacity demand
  • Develop and operate dedicated data analysis tools designed to identify and prioritise project opportunities
  • Segment the market and refine and develop the existing pipeline in Salesforce by defining targets for Demand Generation based on the visible project pipeline, historical track record and prior history of specification status and project wins
  • Coordinate the collection of market intelligence and support the regional demand generation activities by reporting on behaviours and activities related to all identified priority target accounts and projects to regional and central management
  • Design and complete comprehensive CRM data reports to assist the Regional Account Managers in making good business decisions by prioritising activities
  • Maximise user’s consumption of sales reports and dashboards from CRM
  • Conduct CRM data reviews to identify areas for improvement, errors in data entry, duplication, and problems in usability
  • Maintain clean data within CRM and ensures data is up to date on major opportunities
  • Conduct training for all commercial departments in order to synchronize CRM processes supported by standard operating procedures
  • Monitor KPI and KAI activity of all Account Managers and Customer Service department using standardised Salesforce reports and creates corrective action plans where necessary
  • Demonstrate and formalise a clear understanding of market segmentation and sizing by analysing several sources of information in order to inform the wider business
  • Identify and track market drivers and trends based on the evolution of the airline & catering industry and knowledge of direct and indirect competitors.
  • Map route to market channels and flows to include value chain players (indirect customer base)
  • Undertake any other duties which may from time to time be assigned. This job description is not intended to be either prescriptive or exhaustive, but it is issued as a general framework at the time of writing.

Experience & Skills Required

  • Bachelors’ Degree with minimum of 3 years post qualified experience
  • Minimum 2 years in CRM – either Salesforce or MSD
  • Strong IT skills: Word, PowerPoint, Excel, and Outlook
  • Navision or ERP experience
  • Understanding of PowerBI
  • Excellent verbal and written communication skills
  • Extremely well organised
  • Ability to prioritise workload, multitask and work to deadlines
  • Ability to work on own initiative
  • High attention to detail and accuracy skills, ability to gather and analyse information
  • Strong business and commercial acumen
  • Extensive knowledge of demand generation, direct and indirect sales activity, strategic selling, and account management techniques
  • An effective relationship builder who has worked in an environment or sector undergoing substantial and rapid change and growth
  • Strong negotiation and closing skills