Strategic Sales Operations Analyst – Lead Management

London, GB

Job Description / Skills Required

Requisition ID: R12417
Job Description SummaryThe Strategic Sales Analyst will act as the subject matter expert for Groupon’s lead management, including the Quantum Lead algorithm, account allocation and lead injection. The purpose of the position is to help maximize sales conversion and drive operational efficiency through lead allocation, and identification, planning and execution of improvement opportunities.
Duties and Responsibilities

(work schedules may change based on evolving business needs)

Proactively identify, scope, plan, recommend and implement changes and new tools to improve operational efficiencies and drive growth within the sales teams
With little oversight and using independent decision-making, lead concurrent projects with cross-functional teams to deliver high quality outcomes
Serve as resident expert on the Sales Ops team to identify opportunities for improvement around Data Integrity, Merchant Acquisition, Lead Allocation and other project requests. Proactively escalate and / or collaborate with Local Ops to help resolve issues and identify / mitigate business risks
Support Local Sales with lead generation efforts. Audit account allocation, account creation and transfers within Salesforce (e.g. category changes, account owner changes, PDS changes). Independently manage lead allocation escalations and drive opportunities to improve lead allocation algorithms and application design. Troubleshoot production issues independently and in accordance with SLAs
Communicate with the Sales teams on a regular basis to provide guidance and insight on the Quantum Lead application, IntraDay allocation, and manual allocation. Analyze aspects of the Quantum Lead project and propose changes that will increase efficiencies and adoption
Execute and review audit models for the lead management of Local and conduct QL audits against business performance (ie. QL vs manual allocation, evaluation of pilot programs (P2C) and new strategies from senior management (Strike Forces)).
Use sales funnel and activity analysis to determine contact strategies (assignment /deassignment rules) across Groupon sales team
Work with and provide process improvements to the Merchant Research team leads, on mass injections, data cleanup, flag efficiency and other audits
Job Requirements/Specifications:

Undergraduate degree, ideally in business, economics or some related field
5+ years of overall business experience, demonstrating ability to drive continuous improvement projects in a sales environment, including a track record for strong execution to drive business results
Strong problem solving, negotiating, influencing and facilitation, organization, prioritization, decision making and conflict resolution skills
Ability to work independently and escalate concerns to management quickly
Experience in Salesforce.com reporting, comparable CRM application, or other proprietary lead tool
Proficient in Excel and PowerPoint
Familiarity with Tableau reporting tool desirable
Excellent written and oral communications skills

Groupon provides a global marketplace where people can buy just about anything, anywhere, anytime. We’re enabling real-time commerce across an expanding range of categories including local businesses, travel destinations, consumer products, and live or lively events. At the same time, we are providing advertising options and tools that merchants can use to grow and manage their businesses. Culturally, we believe that great people make great companies and that starting with the customer and working backward moves us forward. Community matters to us on an internal, local and global scale—it’s fundamental to our company’s growth and to the well-being of the world at large. We also value self-awareness, candor, lunch and WiFi. If we match with you, please apply to join us.