Job Title:Analyst, CRM & Sales Automation

Department:Strategy & Analytics

Reports To:Manager, Revenue Operations

Status:Exempt

Primary Objective:Responsible for day-to-day execution support of the organization’s sales strategy and process deployment, utilizing data to assist with efforts driven through CRM and associated automation platforms. Additionally, this role will support marketing efforts, market research, analytics projects, and internal reporting as needed.

This role requires an understanding of ticket and event sales cycles, application of sales/ servicing tools & other automated messaging, AI toolsthat augment upper funnel sales efforts and CRM systems. Additionally, candidates must demonstrate a strong capacity for delivery of clear, timely and informative reporting/ analysis/ presentations.

Essential Functions:

Ticket & Event Sales Strategy

• Present Sales leadership with weekly process enhancement opportunities focused on rep behavior and automation support.
• Assist in querying information for weekly reports enabling rep pipeline health visibility to improve the sales process and hone rep habits/ training.
• Assist in querying information for weekly reports that provide insight and opinions regarding campaign performance – identifying opportunities to maximize automation tools for additional conversion.
• Facilitate the development of sales and service strategy through reporting and analysis on various items such as sales, campaign metrics, research surveys, large company projects, and email performance.
• Research and identify best practiceswithin current infrastructure to maximize existing assets for further system/ process automation.

Ticket & Event Sales Operations

• Execute daily operations of all targeted email efforts and email automationin accordance with the sales strategy calendar and existing messaging plan (medium and timing).
• Assign all inbound/ marketing generated leads based on pipeline health standards. Maximize internal adoption of sales enablement tools via user training and support( platform use, pipeline health metrics/ process hygiene, and reporting features for Outreach, PilYTIX, CRM).
• Lead bi-monthly sessions with sales managers and reps to communicate strategic initiatives and collect “boots on the ground” feedback to improve method and approach.

System Maintenance& Data Integrity

• Conduct day-to-day administration of sales enablement/ automation tools including user management, data hygiene, system bugs/ failures, and data manipulation (Outreach, Microsoft Dynamics 365, PilYTIX, ticketing systems).
• Assists with lead re-distribution, additional user training, and communicating pipeline oversights to upper management.
• Ensure that through the data architecture, cleansing process, and system design the data available to users is accurate and complete.
• Conduct basic data entry.

Sales & Marketing Alignment

• Project manage overlapping Sales & Marketing strategy calendars, ensuring timely asset delivery (Outreach content, digital requirements, collateral).
• Provide attribution-related analysis for Marketing, inclusive of post-lead distribution touchpoint reporting and progress updates.
• Support marketing automation efforts.

Fan Insights

• Gather and analyze fan insights from Experiential Marketing initiatives: Includes providing value-add perspectives on strategic operations, tracking progress of key results, and providing post-event analysis (client-insights, benefits, Bar League, Community Tour).
• Assist with customer, fan, and brand insights/ analysis as directed (post-purchase, post-attendance, season-long research, standalone research, focus groups…).
• Lead research initiatives into CRM best practices.

Team Participation

• Individual contributor that drives Sales strategy execution efforts and process development for revenue optimization.
• Strong capacityto both give and receive feedback.
• Foster a collaborative and innovative team culture.
• Develop and encourage a future-oriented team mindset.
• Will perform other duties as assigned.

Education and Experience:

• Bachelor’s degree in commerce/ business, marketing, sports management, business analytics, math, economics, or related field required. Master’s degree preferred. Equivalent, relevant work experience may be considered in lieu of formal education if approved by management.

• A Minimum of two (2) years of experience working in marketing, sales/ service, or business intelligence required.
• Experience with CRM back end and systems required.
• Experience with operating sales automation/ augmentation software: Outreach or Microsoft Dynamics preferred.
• Experience with SQL preferred.
• Experience with customer data platforms preferred.
• Experience with data visualization tools preferred.

Competencies, Knowledge, Skills and Abilities (KSA’s):

• Comprehensive knowledgeof ticketing and event sales cycles – needs to understand how and when to apply automated sales augmentation tools to enhance upper funnel conversion efforts.
• Know how to analyze complex data and articulate actionable insights through various reporting, analysis, and presentation tools.
• Outstanding presentation skills that include the ability to absorb complex information, discern insights and communicate results and suggestions clearly.
• Ability to project manage, communicate effectively, and pay attention to detail to consistently produce error-free and timely work.
• Versed in Microsoft Office tools for analysis and presentation – particularly Excel, Power BI, and PowerPoint.
• Authentic and Aware: Exemplifies the highest standards of professionalism and ethics, demonstrating a dedication to doing the right thing and treating everyone with respect. Is self-aware and open to feedback, ability to speak the truth with a positive intent, foster a culture of honesty and builds trust with the team. Commitment to the organization's mission is evident in both words and actions, aligned to actively contribute to the fulfillment of organizational goals.
• Communicate and Collaborate: Values others and their views, actively engaging and partnering with team members. Seeks clarity and shares information transparently, fostering a collaborative environment while influencing others and aligning support. Excels in seeking out and leveraging the right resources, engaging in teamwork with a positive and productive approach. Whether verbally or in writing, communicates in a clear and constructive manner, contributing to an engaged and efficient workplace.
• Execute with Purpose: Takes action and demonstrates accountability, leading with a sense of urgency and dedication to achieving results. Sets and meets challenging expectations for themselves and others, making timely, data-driven decisions and taking ownership of outcomes. Approachable, engaged, and committed; sets a positive tone and cares deeply about the organization. Manages time, priorities, and resources effectively, aiming for and achieving excellence.
• Adapt and Innovate: Acts boldly, fosters innovation, and supports transformational change. Leveraging analysis and insights, develops new directions and solutions, identifying opportunities for improvement and displaying a commitment to fixing them. With an ongoing commitment to learning and self-development, overcomes challenges constructively and adjusts effectively to shifting priorities and rapid change. This approach contributes to a dynamic work environment focused on progress and continuous improvement.