ASSOCIATE DIRECTOR, SALES DATA ANALYTICS (HYBRID - CHARLOTTE, NC)

Position Summary

The Data Center & Construction Team is seeking a strategic and highly analytical Associate Director, Data Sales Analytics to partner with senior sales leadership, business operations teams, sales teams in driving business planning, sales forecasting, pipeline management, commercial performance, and strategic growth initiatives.

This role serves as a trusted advisor to Data Center Construction SVP of Sales, helping translate sales strategy into actionable plans, measurable objectives, and revenue outcomes. The Associate Director will lead key planning processes, drive forecast accountability across the organization, and provide the insights and structure necessary to support sustainable growth.

The ideal candidate combines strong analytical skills, an eye for detail and prior experience in a sales department. This individual will be responsible for managing and optimizing the sales technology stack, ensuring data integrity, system adoption, and effective utilization of CRM, reporting, and business intelligence tools. They will collect, analyze, and synthesize data from multiple systems to develop actionable insights, and reports that improve visibility into performance, strengthen decision-making, identify growth opportunities, and advance pipeline development.

This person will need to use business decision making exercise judgement and critical thinking, demonstrate solid business acumen, executive communication skills, and analytical expertise with the ability to collect information from multiple systems that are both technical and analogue. Influence and pace must be used to accomplish deadline driven projects, with the ability to pivot as business demands.

Key Responsibilities

Business Planning & Growth at Scale

· In coordination with the VP Sales Operations, Develop a product that allows sellers and VP’s to more seamlessly develop, aggregate, and prioritize market TAM to annual business plans.

· Lead annual and multi-year business planning processes (Automate TAM, Align Cross Sector Plan, Collection, Cleanse, Reviews, Lock, Track).

· Partner with sales and operational leadership to align on business segment and operations growth objectives and revenue targets. Annual Targets/ Quarterly Reviews/ Monthly Reviews & Biweekly Evaluations

· Facilitate business planning reviews and progress assessments throughout the year (SVP, VP, RVP)

· Identify risks and opportunities within business plans and flag to leadership so they can develop quick response and recommend corrective actions in the field. Develop executive-level insights and recommendations to support strategic decision-making.

Sales Forecasting & Revenue Management

· Own the organization's sales forecasting process, including quarterly and annual revenue projections. Ensure CRM holds Targets, BPlan, Target Prospects, Active, Pending & Forecast according to plan. Work with Data Analytics Sales Team “automate” Work with to RVP’s and Sellers and resolve discrepancies for them with urgency.

· Partner directly with senior sales leadership to review forecast performance, pipeline movement, and revenue risks. Help identify trends, blockers, or ways in which to accelerate pipeline volume or velocity

· Lead regular forecast review cadences with executive stakeholders, and align business targets, to realized field traction and in the year results. Develop and document mitigation (SVP , VP, RVP, Ops)

· Track forecasted opportunities throughout the sales cycle and ensure visibility into potential delays, obstacles, or changes in expected close timing. Raise to RVP, VP, SVP for awareness and action. Follow up on the resolve in a timely manner.

· Work closely with sales leaders to develop mitigation plans when forecasted opportunities are at risk.

· Identify replacement opportunities and pipeline coverage strategies to protect revenue commitments.

· Monitor forecast accuracy, pipeline conversion trends, and attainment performance.

· Deliver executive reporting and insights related to forecast health, revenue outlook, and business performance.

Pipeline & Performance Management

· Develop and execute a data-driven pipeline development strategy by leveraging CRM, market intelligence platforms, AI tools, and external data sources to identify priority accounts, emerging opportunities, and whitespace for prospecting efforts.

· Provide actionable recommendations to sales leadership that improve pipeline generation, conversion rates, velocity, and overall commercial performance.

· Serve as the primary business owner for sales analytics, ensuring insights are translated into actions that advance the pipeline and improve revenue outcomes.

· Develop Weekly Pipeline Views in Odyssey for RVP to utilize with sellers to track to minimum monthly quota and forecast .

· Standardize % Pending to signify Forecast opportunities, vs Active or preliminary across the business. And ensure all leaders and sellers adhere to this.

· Utilizing the CRM and all available analytics through systems and discussions. Establish reliable reporting and processes check points for the SVP that support pipeline health, opportunity management, and sales execution.

· Monitor key performance indicators related to pipeline development, proposal activity, and sales outcomes.

· Identify performance gaps and recommend actions to improve effectiveness.

· Support leadership teams with business reviews, pipeline inspections, and performance assessments.

· Drive accountability through reporting, and ongoing performance tracking.

Commercial Systems & Process Leadership

· Serve as the business owner of the sales technology stack, including CRM, reporting platforms, business intelligence tools, and sales enablement technologies.

· Serve as a business leader for CRM adoption, governance, and commercial process effectiveness.

· Establish standards for opportunity management, forecasting methodologies, and sales process execution.

· Promote data integrity and consistency across sales platforms.

Executive Partnership & Decision Support

· Develop executive presentations, strategic analyses, and business reviews.

· Translate complex data into actionable business recommendations.

· Support senior leadership with scenario planning, performance analysis, and strategic initiatives.

· Serve as a key advisor on sales performance, growth opportunities, and organizational priorities.

Qualifications

Required

· Bachelor's degree in Business, Finance, Economics, Analytics, or related field.

· 5+ years of experience in commercial strategy, business planning, sales operations, revenue operations, consulting, or related disciplines.

· Experience partnering directly with senior and executive leadership.

· Demonstrated success leading forecasting, planning, and performance management processes.

· Advanced Excel, PowerPoint, and business analytics capabilities.

· Exceptional communication, presentation, and stakeholder management skills.

· Strong analytical and problem-solving abilities.

· People and service oriented, with a desire to help others

Preferred

· Experience supporting complex B2B sales organizations.

· Experience with CRM platforms and sales reporting tools.

· Experience within foodservice, hospitality, or other multi-site service industries.