Executive - CRM, Offering Management & Sales Analytics

We are looking for a CRM & Offering Management professional who will own CRM governance, sales data analytics, offering management, and execution tracking across the organization.

The role will act as a bridge between Sales, Business Units, Marketing, and Leadership, ensuring that CRM data is accurate and actionable, company offerings are systematically mapped to target accounts and opportunities, and business strategies are translated into measurable sales actions.

The candidate should have strong hands-on knowledge of Zoho CRM or comparable CRM platforms such as Salesforce, Microsoft Dynamics 365, or HubSpot, along with strong analytical and business planning capabilities.

Key Responsibilities

1. CRM Ownership & Governance

• Own day-to-day administration, governance, and adoption of the CRM platform.
• Establish and maintain CRM processes covering:
  • Leads
  • Accounts
  • Contacts
  • Opportunities
  • Sales activities
  • Pipeline
  • Forecasting
  • Won/lost opportunities
• Ensure completeness, accuracy, consistency, and timely updating of CRM data.
• Define mandatory fields, stage definitions, opportunity qualification criteria, and CRM hygiene standards.
• Track CRM usage and follow up with sales teams for data completeness.
• Work with CRM administrators/IT teams for workflow automation, integrations, dashboards, and enhancements.

2. Sales Data Analytics & Management Reporting

• Analyze CRM data to provide actionable insights to sales and management.
• Develop dashboards and reports covering:
  • Pipeline by geography, industry, account, salesperson, and offering
  • Pipeline coverage against targets
  • Lead-to-opportunity and opportunity-to-order conversion
  • Sales cycle duration
  • Win/loss analysis
  • Customer engagement and meeting activity
  • New vs. existing account business
  • Account penetration
  • Opportunity aging
  • Forecast accuracy
• Identify gaps in pipeline, customer coverage, sales activities, and conversion.
• Prepare weekly, monthly, and quarterly management reviews.

3. Offering Management

• Maintain a structured Offering Catalogue covering the company’s services, solutions, products, competencies, use cases, and industry-specific offerings.
• Work with Business Units, Engineering, Solutions, and Marketing teams to continuously update offerings.
• Map offerings against:
  • Industries
  • Customer segments
  • Target accounts
  • Customer business units
  • Personas/decision makers
  • Existing opportunities
• Identify cross-sell and upsell opportunities within existing accounts.
• Track which offerings are gaining traction and which require stronger GTM initiatives.

4. Account Penetration & White-Space Analysis

Develop an Account Business Unit Offering Geography Relationship framework for strategic accounts.

• Map customer organizational structures and business units.
• Identify existing relationships and engagement levels.
• Identify offerings currently sold versus potential offerings.
• Conduct white-space analysis to identify untapped opportunities.
• Measure account penetration and wallet expansion.
• Support Account Managers in developing strategic account plans.
• Track movement from initial contact engagement opportunity order account expansion.

5. Strategy-to-Execution Mapping

Translate management and business strategy into measurable CRM-driven execution plans.

For example:

Strategic Priority Target Market Target Accounts Offering Customer Persona Campaign/Engagement Opportunity Pipeline Order

Responsibilities include:

• Convert annual and quarterly sales strategies into measurable CRM activities.
• Map strategic initiatives to specific accounts, owners, offerings, and revenue opportunities.
• Track execution against agreed actions and timelines.
• Highlight gaps between strategy and actual sales execution.
• Develop management dashboards showing Strategy vs. Execution vs. Outcome.
• Support quarterly business reviews and strategic account reviews.

6. Sales Execution & Governance

• Track customer meetings, calls, visits, proposals, opportunities, and closures.
• Establish weekly sales activity and pipeline review mechanisms.
• Track agreed actions from sales reviews and management meetings.
• Ensure opportunities are properly qualified and updated.
• Monitor pipeline progression and highlight stalled opportunities.
• Work with sales leadership to improve pipeline quality and predictability.