Business Analyst Market & Sales Opportunity Intelligence

AWC Career•Houston, TX

1d•Onsite

About The Position

The Business Analyst, Market & Sales Opportunity Intelligence plays a critical role in how AWC understands and wins in our markets. This individual contributor operates as an outcome owner, responsible for building and continuously improving a market and pipeline intelligence operating system that enables our sales leaders to put the right resources on the right opportunities at the right time. This role goes beyond reporting, you will own how market awareness, account intelligence, and opportunity pipeline data come together to drive credible projections, better coaching, and smarter commercial decisions. Your work will directly impact how we identify whitespace, prioritize accounts, and execute against growth plans.

Requirements

Strong business analysis capability with the ability to turn ambiguity into structured insights and decisions
Experience working with sales pipelines, forecasting, or market/account intelligence
Ability to understand and improve pipeline stage models, probability weighting, and projection logic
Experience building dashboards that drive action (Power BI or similar tools)
Ability to bridge business and technical teams (Sales leadership, IT, data sources)
Strong communication skills—able to explain what the data means and what to do next
Comfort working in multi-system environments and improving them over time

Nice To Haves

Bachelor’s degree in Business, Finance, Economics, Business Analytics, Industrial Engineering, or a related field preferred
Equivalent experience in sales analytics, market intelligence, pipeline management, or commercial operations will be strongly considered
4–8+ years of experience in roles such as: Sales / Market Analyst, Business Analyst (commercial, sales, or operations focused), Revenue Operations / Sales Operations Analyst, Commercial Finance / FP&A (with sales or pipeline exposure)
Experience with market intelligence tools (D&B, IIR, ZoomInfo, or similar)
Experience supporting or owning sales pipeline management, forecasting, or opportunity governance
Background in industrial distribution, manufacturing, or technical sales environments

Responsibilities

Build and continuously improve AWC’s view of the market and account universe (served + suspect accounts)
Improve clarity at the customer/site level
Reduce “unknowns” by strengthening account identification, segmentation, and coverage
Develop insights into decision-makers, account potential, and market dynamics
Own and improve the intelligence layer around AWC’s Sales Opportunity Pipeline Dashboard (SOPD)
Ensure pipeline data reflects realistic stage progression, probability, and timing
Improve current year, +1 year, and +2 year weighted pipeline projections
Increase confidence and transparency in pipeline assumptions and forecasting logic
Identify and quantify whitespace opportunities by LOB, vertical, and site
Help sales leaders prioritize high-potential suspect/prospect accounts
Translate insights into clear actions for sales coaching, coverage, and resource allocation
Build and continuously improve Power BI dashboards (or equivalent) that sales managers use weekly
Deliver “coach-ready” insights: what changed, why it matters, and what actions to take
Ensure dashboards are actionable, interpretable, and embedded into the sales operating rhythm
Partner with IT to connect SOPD with internal and external data sources (e.g., IIR, D&B, AI-enabled enrichment tools)
Improve data quality, completeness, and usability across systems
Accelerate the flow of new intelligence into dashboards and decision-making
Own a backlog of improvements to market and pipeline intelligence
Apply PDCA (Plan–Do–Check–Act) to continuously improve data, insights, and adoption
Measure impact and standardize what works across the organization
Partner with VP of Sales, regional/LOB leaders, Sales Ops, IT, Marketing, and Partner Managers
Ensure insights translate into real actions and improved commercial outcomes
Support creation of partner-ready market maps and QBR insights