Revenue Operations Analyst

Veritiv - Atlanta, GA

Full-time - Mid Level

Atlanta, GA

501-1,000 employees

Merchant Wholesalers, Nondurable Goods

About the position

The Revenue Operations Analyst at Veritiv plays a crucial role in delivering insights that drive revenue growth in alignment with the company's strategic priorities. This position requires a blend of strong business acumen, technical skills, and a deep analytical background. The analyst will need to understand organizational needs, market conditions, and the competitive landscape to develop innovative solutions that enhance revenue generation. The role is pivotal in optimizing territory coverage and sales team deployment, ensuring that the sales strategies are effectively implemented to meet revenue growth goals. In this position, the Revenue Operations Analyst will be accountable for various responsibilities, including delivering insights that inform sales deployment decisions related to account classification, territory design, account assignments, and growth expectations. The analyst will develop frameworks and governance for pipeline management activities, which include establishing rules for handoff and information update cadence, as well as key performance indicators (KPIs) for sales teams. Regular quarterly reviews will be conducted to ensure alignment with organizational strategy and overall sales performance. Additionally, the analyst will build a territory design model, determining inputs for a scoring index that balances opportunities with seller capacity and skill. This balance is essential for driving success within territories and managing account loads effectively. Collaboration with the Data Analytics team is also a key aspect of this role, as the analyst will work to develop and deploy standard tools for sales team use. The position requires continual evaluation of sales deployment based on team attrition and customer account performance, ensuring clear connectivity and visibility between territories, account loads, and the goal-setting process.

Responsibilities

• Accountable for revenue growth goals by optimizing territory coverage and sales team deployment.
• Deliver insights and drive sales deployment decisions on account classification, territory design, account assignments, and growth expectations using analytical skills.
• Develop frameworks and governance for pipeline management activities, including rules for handoff/information update cadence and KPI/health check for use by sales teams.
• Perform quarterly reviews to ensure continual alignment with organizational strategy and overall sales performance.
• Build territory design model, determining inputs for scoring index.
• Balance opportunity with seller capacity and skill to drive success within territories and manage account loads.
• Collaborate with Data Analytics team to develop and deploy standard tools for sales team use.
• Manage process for continual evaluation of sales deployment based on sales team attrition and customer account performance.
• Ensure clear connectivity and visibility between territories/account loads and the goal-setting process.

Requirements

• 5-10 years of related job experience.
• Ability to manage multiple projects, work under pressure, and adapt to sudden changes in the work environment.
• Experience interpreting strategy and policy to set and deliver objectives.
• Experience with Salesforce.com or other CRM is preferred.
• Proficient with Microsoft Office Suite.
• Strong planning and organization skills are required.
• Bachelor's Degree Preferred.

Nice-to-haves

• Experience with Salesforce.com or other CRM systems.
• Proficient with Microsoft Office Suite.

Benefits

• 401(k) matching
• Health insurance
• Paid time off
• Parental leave
• Profit sharing
• Tuition reimbursement