Sales Excellence Associate Analyst

Key Responsibilities 

Contracting and Commercial Support 

• Coordinate the preparation, revision, review, routing, and execution of customer contracts, amendments, pricing agreements, and other commercial documents. 

• Review contract documentation for completeness, accuracy, approved pricing, authorized terms, and alignment with company policies. 

• Partner with Sales, Legal, Finance, and Operations to resolve contract issues and support timely execution. 

• Track contracts throughout the review and approval process, proactively identifying delays, missing information, or required actions. 

• Maintain accurate contract records, supporting documentation, approvals, and executed agreements within designated systems of record. 

• Support contract renewals, amendments, customer changes, and annual pricing actions. 

• Help ensure contracting policies, approval requirements, and documentation standards are consistently followed. 

• Serve as a primary point of coordination for routine contracting questions and requests from the Sales organization. 

• Escalate nonstandard terms, pricing exceptions, margin concerns, or compliance risks to the appropriate stakeholders. 

Salesforce CPQ and Deal Support 

• Support the configuration, pricing, and quoting process within Salesforce CPQ. 

• Review quotes to confirm that products, services, service codes, pricing, contract terms, and approval requirements are accurate. 

• Assist Sales with quote creation, revisions, approval routing, and troubleshooting. 

• Partner with Finance and Sales leadership to help ensure deals meet established pricing, profitability, and margin requirements. 

• Identify recurring CPQ issues, user pain points, system defects, and process gaps. 

• Document business requirements and coordinate with IT and system administrators on CPQ enhancements. 

• Participate in user acceptance testing, system releases, and rollout activities for new CPQ capabilities. 

• Develop and maintain CPQ job aids, process documentation, training materials, and frequently asked questions. 

• Support training and adoption of Salesforce CPQ and related commercial tools. 

Service-Code and Offering Standardization 

• Support the development and maintenance of a standardized service-code catalog. 

• Review service-code requests for accuracy, completeness, duplication, and alignment with approved commercial offerings. 

• Partner with Sales, Operations, Finance, and IT to establish clear definitions, pricing logic, ownership, and usage guidelines for service codes. 

• Maintain service-code documentation, governance standards, and change logs. 

• Identify opportunities to consolidate, simplify, or retire outdated and duplicative service codes. 

• Monitor service-code usage and help address inconsistent application across customers, markets, or business units. 

• Support communication and training when service codes, offerings, or pricing structures change. 

Sales Process Governance 

• Partner with Sales to reinforce consistent execution of established sales processes, policies, and approval requirements. 

• Monitor compliance with key commercial requirements, including quote approvals, contracting procedures, pricing policies, and documentation standards. 

• Support the development and maintenance of standard operating procedures, process maps, templates, checklists, and governance documents. 

• Assist with deal reviews, contract compliance reviews, and other commercial governance activities. 

• Help clarify roles, responsibilities, handoffs, and escalation paths across the quote-to-contract process. 

• Identify process breakdowns that create delays, rework, pricing leakage, or an inconsistent customer experience. 

• Support change-management activities associated with new commercial processes, policies, and tools. 

Annual Rate Increase Support 

• Coordinate with Sales, Finance, Legal, and Operations to support annual customer rate-increase activities. 

• Maintain tracking of customers, contracts, notification requirements, implementation dates, and completion status. 

• Review contractual pricing provisions and flag exceptions or special requirements for further review. 

• Support the preparation and routing of customer notifications, amendments, and related documentation. 

• Provide reporting on rate-increase progress, exceptions, risks, and outstanding actions. 

• Help document and continuously improve the annual rate-increase process. 

Reporting and Analysis 

• Maintain reporting on contract status, cycle time, renewals, expirations, amendments, rate increases, compliance, and outstanding actions. 

• Develop recurring reports and dashboards that provide visibility into contracting and CPQ performance. 

• Analyze trends to identify bottlenecks, recurring errors, training needs, and process-improvement opportunities. 

• Track service-level expectations and turnaround times across the quote-to-contract process. 

• Support data validation and reconciliation across Salesforce, CPQ, contract repositories, and other commercial systems. 

• Prepare summaries and recommendations for Sales Excellence and commercial leadership. 

• Assist with measuring the adoption and effectiveness of new processes, tools, and training. 

Continuous Improvement 

• Evaluate existing workflows and recommend improvements that reduce manual effort, rework, risk, and cycle time. 

• Help translate business needs into documented process or system requirements. 

• Participate in cross-functional projects involving contracting, pricing, CPQ, service codes, sales-process optimization, and commercial technology. 

• Leverage automation, reporting, templates, and standardized workflows to improve seller productivity. 

• Collect feedback from Sales and cross-functional partners to identify opportunities to improve the internal customer experience. 

• Support testing, implementation, communication, and adoption of process and technology improvements. 

• Promote a culture of standardization, documentation, accountability, and continuous improvement. 

Qualifications 

Required Qualifications 

• Bachelor’s degree in Business Administration, Finance, Legal Studies, Supply Chain, Operations, Information Systems, or a related field. 

• One to three years of experience in sales operations, contract administration, commercial operations, finance, customer service, business analysis, or a related function. 

• Strong attention to detail and the ability to accurately manage contracts, pricing information, approvals, and commercial records. 

• Demonstrated ability to organize and prioritize multiple requests in a deadline-driven environment. 

• Strong analytical and problem-solving skills, with the ability to identify root causes and recommend practical improvements. 

• Ability to interpret and follow policies, procedures, approval requirements, and contractual guidelines. 

• Strong written and verbal communication skills. 

• Ability to collaborate effectively with Sales, Legal, Finance, IT, Operations, and other stakeholders. 

• Commitment to providing responsive, solutions-oriented internal customer service. 

• Ability to work independently, exercise sound judgment, and escalate issues appropriately. 

• Proficiency in Microsoft Office, particularly Excel, PowerPoint, Word, and Outlook. 

Preferred Qualifications 

• Experience with Salesforce, Salesforce CPQ, or another configure-price-quote platform. 

• Experience supporting contracts, pricing, quoting, renewals, or commercial approvals. 

• Familiarity with contract lifecycle management systems or document repositories. 

• Experience developing reports, dashboards, process maps, standard operating procedures, or training materials. 

• Familiarity with business-intelligence tools such as Power BI, Tableau, Sigma, or Salesforce reporting. 

• Understanding of sales processes, opportunity management, pricing governance, margin management, or quote-to-cash workflows. 

• Experience supporting system implementations, user acceptance testing, or change-management initiatives. 

• Basic knowledge of continuous-improvement methodologies such as Lean, Six Sigma, value-stream mapping, or root-cause analysis. 

Knowledge, Skills, and Abilities 

• High level of accuracy, organization, and follow-through. 

• Strong process orientation with an interest in understanding how work moves across functions and systems. 

• Ability to manage both recurring responsibilities and project-based assignments. 

• Ability to analyze data and convert findings into clear actions or recommendations. 

• Strong interpersonal skills and the ability to build credibility with stakeholders at multiple levels. 

• Ability to communicate policies and process requirements in a clear, practical, and customer-focused manner. 

• Comfortable learning new systems, tools, and commercial concepts. 

• Ability to maintain confidentiality and appropriately handle sensitive customer, pricing, and contractual information. 

• Strong sense of ownership and accountability. 

• Ability to operate effectively in an evolving organization where processes and responsibilities continue to mature. 

Key Working Relationships 

The Sales Excellence Coordinator/Analyst will regularly collaborate with: 

• Sales representatives and sales leadership 

• Sales Excellence and Sales Operations 

• Legal 

• Finance and Pricing 

• Information Technology and Salesforce administrators 

• Operations 

• Customer Experience and Inside Sales 

• Commercial Analytics 

• Contract-management and compliance teams 

Measures of Success 

Success in this role may be measured through: 

• Contract and quote accuracy 

• Contract turnaround time 

• Reduction in contract and CPQ rework 

• Compliance with pricing, margin, approval, and contracting policies 

• Timely execution of annual rate increases 

• Accuracy and completeness of contract records 

• Salesforce CPQ adoption and user satisfaction 

• Service-code standardization and reduction of duplicate or obsolete codes 

• Completion of process documentation and training materials 

• Resolution time for Sales support requests 

• Identification and implementation of process improvements 

• Improved visibility into contract, quote, renewal, and compliance performance 

Career Development 

This role provides exposure to multiple areas of commercial operations and may serve as a development path toward positions in Sales Operations, Sales Excellence, Commercial Systems, Business Analysis, Deal Desk, Contract Management, Pricing, Process Excellence, or Project Management.