Sales Excellence Associate Analyst

Lineage Logistics•Farmington Hills, MI

7d•Onsite

About The Position

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.

Requirements

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.

Nice To Haves

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.

Responsibilities

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.
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.
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.
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.
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.
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.
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.