Territory Planning Analyst

Corporate Express is always looking for people with the skills, special talents, and character to go beyond simple job descriptions and find new and better ways of contributing to the company's success. If you are looking for an innovative, yet highly professional work place, enjoy working with creative minds, and are ready to dive in head first to make a difference, you belong at Corporate Express.

Territory Planning Analyst

Responsible for developing, deploying, and maintaining the Company’s sales territories as part of the Commercial Sales roll-out in order to identify and pursue new business opportunity. Builds and implements sales territories at the
market-level by managing territory assignments and conducts territory audits for new customer acquisition job roles. Defines account realignments based on sales representative job role, capacity, and skill-set. Ensures accounts are reassigned as defined through analysis of realigned territories.

ESSENTIAL DUTIES AND RESPONSIBILITIES in order of importance. Other duties may be assigned.
Analyzes each market’s commercial sales representatives including their book of business, skill-set, new business performance, and quota achievement by extracting data from data systems in order to evaluate sales representative’s performance and effectiveness.
Identifies and defines accounts under each sales representative that could be realigned in to or out of other business units or sales representatives. Evaluates the impact on their remaining book of business, quota, and compensation. Works to assure that accounts are transitioned as determined.
Evaluates the overall existing market accounts and determines the optimal staffing levels by job function needed after realignment.
Develops geographical territories at the market-level using territory mapping software for new customer acquisition job roles including Business Development Manager (BDM), Business Development Executives (BDE), Account Representative (AR), and Account Executive (AE) based on established territory characteristics (number of customer prospects and location). Determines if additional BDM’s need to be hired to manage territories.
Partners with markets to manage established territories for sales representative assignment changes or to assess the need to alter geographical boundaries for new business.
Analyzes sales representative performance data and reports to determine territory effectiveness and performance.
Interacts with Salesforce.com team to define and manage the lead management process by identifying criteria for commercial sales prospects.
REQUIREMENTS
COMPETENCIES
Strong computer skills in various software applications (Word, Excel, Access, Outlook)
Intermediate to advanced database skills, particularly MS Access
Strong interpersonal skills
Ability to work in a team environment yet be self-directed, proactive, and action-oriented
Must be able to manage multiple tasks and deadlines
Excellent analytical skills
Excellent communication skills, both verbal and written
EDUCATION and/or EXPERIENCE
Bachelor’s Degree in Business Administration or related field required.
A minimum of three (3) years financial or similar experience required.
Query knowledge desired.