Sales Excellence Associate Analyst

About this role

The Sales Excellence Coordinator/Analyst is a key member of the Sales Excellence organization responsible for supporting efficient, accurate, and compliant commercial execution. This role provides day-to-day support for contract creation and revision, Salesforce CPQ processes, service-code governance, pricing compliance, and sales-process standardization.

The Coordinator/Analyst will work cross-functionally with Sales, Legal, Finance, IT, Operations, and other commercial support teams to help move opportunities from proposal through contract execution. The role will also identify process gaps, analyze performance and compliance trends, maintain commercial documentation, and support improvements to the tools and processes used by the Sales organization.

The ideal candidate is highly organized, analytical, customer-focused, and comfortable managing detailed work across multiple stakeholders. This position is well suited for an individual who can balance transactional support with continuous improvement and who is interested in developing broader expertise in sales operations, commercial systems, and process excellence.

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 performanc

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