Territory Management Analyst

JOB SUMMARY

Position is responsible for ongoing development and maintenance of sales territories and assigned account modes for sales representatives. The Territory Analyst ensures territories are balanced across markets and are assigned market appropriate prospects and customers. The position also oversees account maintenance within the Sales CRM; ensuring accounts are properly assigned and are adjusted as needed for turnover and changes related to sales management and representative staffing. Manages active customer account assignments, keeps account maintenance, account manager modules, assigned accounts and territories, coordinates account merge and parent/child associations in the Sales CRM.

MAJOR DUTIES AND RESPONSIBILITIES

• Actively and consistently support all efforts to simplify and enhance the customer experience.
• Successfully administrates territory strategy in alignment with Sales Rules of Engagement.
• Develops deep understanding of assigned sales team(s) and is viewed by Sales leadership as the subject matter expert on territory strategy execution within assigned sales channel.
• Interacts daily with Sales leaders at all levels (Manager thru GVP) to review and refine territories and plan for new territories as needed.
• Recommending territory designs that optimize market coverage.
• Oversee development, balancing and maintenance of assigned Mid-Market and/or Strategic territories and modules for all applicable sales roles.
• Audit Keep Accounts designations and reviews with sales representatives.
• Partner with internal stakeholders within organization to improve data integrity with the CRM
• Support territory management user case queue requests
• Support Strategic planning and Sales initiatives as required
• Use territory optimization software to draw, analyze and implement territories in Sales CRM
• Ability to generate routine and ad hoc reports that provide analytics on assigned territories

REQUIRED QUALIFICATIONS

Required Skills/Abilities and Knowledge

• Ability to read, write, speak and understand English
• Knowledge of CRM System
• Proficient at Excel
• Extensive experience working with large data sets
• Managing projects for internal customers and developing effective relationships with leaders at all levels
• Working knowledge of basic U.S. geography and demographics
• Ability to accurately categorize businesses by Enterprise vertical
• Ability to execute against short timeframes and due date driven projects and monthly deliverables

Required Education

Bachelor of Science/Arts degree or combination of education and equivalent work experience

Required Related Work Experience and Number of Years

Sales or Business Operations - 3+

Sales CRM (e.g. Salesforce, Siebel) - 1+

PREFERRED QUALIFICATIONS

Preferred Skills/Abilities and Knowledge

Experience with territory optimization software, such as TerrAlign or MapAnything or other geo-based applications

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