Director, Sales Analytics

Belle Aire Creations•Libertyville, IL

2d•Onsite

About The Position

The Senior Director, Sales Analytics will be an integral member of the Belle Aire Creations team and report to the Chief Operating Officer. This position will bring rigor, discipline, and data-driven accountability to BAC’s commercial engine, owning the numbers that drive forecasting, prioritization, and account performance, while leading the Sales Development Support (SDS) team and partnering directly with our Account Executives to keep accounts and pipeline on track. This is a hands-on senior leadership role. You will spend time in the data, in the room with Account Executives, and — once fully ramped on the fragrance industry — in front of customers when accounts need a numbers-based intervention. You will be the trusted second voice on every important commercial decision: the person leadership turns to for the unvarnished read on what the data says and what we should do about it. This role does not represent BAC externally until fluency is demonstrated in the fragrance category, the perfumer / evaluator workflow, and BAC’s customer archetypes.

Requirements

Bachelor’s degree in Business, Finance, Analytics, Economics, or a related field; MBA a plus
10+ years in commercial finance, sales operations, revenue operations, sales analytics, or a comparable senior commercial role
Track record of partnering with — and coaching — sales teams without carrying a quota or a formal reporting line over Account Executives
Direct people management experience; ability to lead, coach, and develop a small operational team
Strong grasp of margin analysis — both gross margin and fully loaded / direct-cost margin — and comfort working with cost build-ups across direct labor, component cost, and other direct costs
Demonstrated comfort with difficult conversations — collections, declining performance, pricing pushback — and the maturity to deliver them constructively
Strong command of analytical tooling — advanced Excel required; Tableau, Power BI, or equivalent strongly preferred
Hands-on experience with CRM and / or ERP platforms (Salesforce or equivalent) and a track record of improving data quality
CPG, specialty chemicals, fragrance / flavor, or B2B manufacturing background strongly preferred; willingness to invest in a structured industry ramp before customer-facing work
Project management skills: ability to manage own time and the team’s time to deliver on commitments
IT skills — proficiency in common PC applications
Strong analytical skills, including interpretation of secondary data sources
Apply principles of rational systems to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists
Interpret a variety of instructions furnished in written, oral, visual, or schedule form
Outstanding written and oral communication skills
Vocalize and explain detailed data and problem-solve, both in-person and by telephone
Must have excellent communication skills (both verbal and written)
Compose routine correspondence on own initiative
Make comprehensive notes in English
May involve a large volume of such composition
Must have ability to work well under pressure
Must be able to lift 15lbs onto waist high shelves
Must be able to lift and carry a min of 15lbs
Employee will frequently use fingers, walk and distinguish basic colors.
Employee will continuously use both hands, sit for extended periods of time, and use rapid or well-developed coordination simultaneously.
Must be able to hear and understand work direction in a loud, distracting environment.
Must be able to judge distance, identify details, and view computer screen regularly.

Nice To Haves

MBA a plus
willingness to invest in a structured industry ramp before customer-facing work

Responsibilities

Establish a regular cadence with the Account Executive team — weekly 1:1s with new AEs and a monthly review cadence with tenured AEs — using the numbers to keep pipeline, forecast accuracy, account performance, and margin discipline on track
Be the trusted partner who can have the hard conversations — “your numbers are down,” “this account is at risk,” “we need to push on collections” — without owning the AE reporting line
Identify coaching opportunities and partner with sales leadership on AE development
Once fully ramped on the fragrance industry and BAC’s portfolio, begin a gradual introduction to key accounts in partnership with the responsible AE, serving as the “numbers voice” with customers on accounts that need a disciplined intervention — aging AR and collections, declining volume, pricing renegotiation, off-track commitments
Own pipeline health reporting — stage conversion, velocity, aging, and win / loss analysis across all B2B categories
Build and maintain dashboards and recurring KPI reporting for the COO and executive leadership
Surface account whitespace, cross-sell opportunities, and at-risk revenue before they show up in the numbers
Conduct recurring margin reviews across products, customers, and categories, analyzing both gross margin and fully loaded cost margin — incorporating direct labor, component / raw material cost, and other direct costs
Proactively flag low-margin and margin-eroding items — products, accounts, and orders falling below target thresholds — and escalate to the AE, sales leadership, and the COO with clear, actionable recommendations
Track margin trends over time to identify pricing, cost, or product-mix issues before they erode profitability
Partner with Finance and Operations to validate cost inputs and ensure margin reporting reflects true loaded costs, not just list-level gross margin
Lead, coach, and develop the Sales Development Support (SDS) team
Oversee line item management, project brief workflow, and sample / quote coordination
Manage the sales travel and expense budget; enforce policy and surface variances
Build the operational backbone that lets AEs focus on selling and the Creative Center focus on creating
Partner directly with Kristy Robinson, Senior Director of the Creative Center, to prioritize creative and technical bandwidth against the highest-value growth accounts
Surface growth accounts using data — pipeline trajectory, margin profile, strategic fit — and translate that into clear priorities for sales and the Creative Center
Partner with sales leadership to build and maintain the revenue forecast; track actuals against plan and flag variances early
Support the annual sales planning, quota-setting, and budget-tracking process with clean, defensible data
Model the revenue and margin impact of pricing, channel, and seasonality decisions
Serve as the steward of CRM / ERP data quality and reporting structure; establish the standards that keep the sales engine’s data trustworthy
Partner with the AI & Process Automation initiative to identify and operationalize reporting and workflow automation opportunities