What are the responsibilities and job description for the Sales Growth Analytic Director position at CRH?
Job Description
The Director, Growth Analytics is a strategic leader who transforms sales data into actionable decisions. This role owns the design, delivery, and governance of analytics, reporting, and forecasting that drive revenue growth.
They will measure and improve time-to-sale, seller performance, and pipeline health, while standardizing how the organization plans, inspects, and acts on commercial performance across all business lines and regions.
This role will be based in Philadelphia, PA and required to be in the office a minimum of 3 days per week. Limited travel required.
Job Responsibilities
Analytics & Insight Generation
- Build a robust sales analytics framework to quantify growth drivers, conversion levers, retention risks, and market dynamics.
- Develop standardized definitions and formulas for core KPIs (e.g., time-to-sale, win rate, cycle time by stage, pipeline coverage ratio, stage-by-stage conversion, average deal size, seller productivity per activity).
- Conduct cohort, funnel, and attribution analyses to surface actionable insights on seller effectiveness, account segments, pricing, and offer mix.
- Partner with Sales Enablement to translate insights into programs (training, playbooks, tools) and measure program impact over time.
Forecasting & Planning
- Design and run the end-to-end forecasting process (weekly/monthly/quarterly), integrating pipeline signals, historical performance, seasonality, and macro indicators.
- Implement forecast models (statistical/ML where appropriate) that continuously learn from outcomes; reconcile bottomup seller targets with topdown models.
- Drive forecast accuracy discipline—establish error thresholds, variance drivers, and corrective actions with Sales and Finance.
Pipeline Health & Sales Performance Management
- Create a pipeline inspection framework covering coverage, quality, velocity, and aging; define stage exit criteria and hygiene rules.
- Publish seller and team scorecards that balance outcomes (bookings, win rate) with leading indicators (meetings, proposals, stage progression, activity mix).
- Identify stuck deals, risk signals, and coachable moments; operationalize deal reviews with Enablement, Sales Ops, and front-line leadership.
Data Quality, Governance, and Technology
- Establish governance for CRM and sales data (definitions, lineage, stewardship, controls).
- Implement automated data quality checks, duplicate/merge processes, mandatory fields, and validation rules to improve completeness and accuracy.
- Own the analytics stack for Sales (Salesforce reporting, Power BI dashboards, Microsoft Excel models, data pipelines) and partner with the head of Growth Enablement Technology to ensure capabilities are optimized and AI and automation are leveraged for administration efficiencies.
- Evaluate and implement enhancements (dashboards, semantic models, pipeline scoring) that increase usability and decision speed for leaders and sellers.
- Ensure data complies with privacy, security, and regulatory requirements.
- Maintain appropriate access controls and audit trails for sensitive sales and customer information.
Qualifications
Required
- Bachelors Degree in Data Science, Finance, Business Administration or related field
- 10 years in Sales Analytics/Revenue Operations/Commercial Finance within national or multiregion organizations.
- Proven leadership of forecasting processes and executive reporting; strong stakeholder management across Sales, Finance, and Marketing.
- Expertise in Salesforce CRM data structures and sales processes (lead → opportunity → close; stage definitions; hygiene).
- Advanced proficiency with Power BI, Microsoft Excel or other data and visualization tools
- Ability to translate analysis into recommendations and drive cross-functional action.
- Proven ability to lead without authority and influence others.
Preferred
- Experience with incentive compensation analytics and territory/capacity planning.
- Familiarity with machinelearning techniques for scoring and forecast refinement.
- Experience or working knowledge of SQL, and one scripting language for data wrangling and model prototyping.
- Background in pricing analytics or offer profitability.
- Prior people leadership of multidisciplinary analytics teams.
- Experience in Sales Analytics Tools & Environment
- CRM: Salesforce
- BI/Analytics: Power BI, Microsoft Excel, SQL, Python/R, Working knowledge of connectivity with a data warehouse (Snowflake/Databricks/BigQuery).
- RevOps: Forecasting workflow tools; pipeline inspection
About Aramark
Our Mission
Rooted in service and united by our purpose, we strive to do great things for each other, our partners, our communities, and our planet.
At Aramark, we believe that every employee should enjoy equal employment opportunity and be free to participate in all aspects of the company. We do not discriminate on the basis of race, color, religion, national origin, age, sex, gender, pregnancy, disability, sexual orientation, gender identity, genetic information, military status, protected veteran status or other characteristics protected by applicable law.
About Aramark
The people of Aramark proudly serve millions of guests every day through food and facilities in 15 countries around the world. Rooted in service and united by our purpose, we strive to do great things for each other, our partners, our communities, and our planet. We believe a career should develop your talents, fuel your passions, and empower your professional growth. So, no matter what you're pursuing - a new challenge, a sense of belonging, or just a great place to work - our focus is helping you reach your full potential. Learn more about working here at http://www.aramarkcareers.com or connect with us on Facebook, Instagram and Twitter.