Business Analyst Manager – Sales Operations & Business Intelligence

About the job:As a Business Analyst Manager - Sales Operations & Business Intelligence at Koncept Global Books (Arihant Publications), you will be responsible for leading the business analytics and MIS function that supports the sales organisation across India. You will manage the MIS team, ensure the availability and accuracy of business data, analyse sales and market information, and provide actionable insights to management for better planning and decision-making.

The role will work closely with the CRM, Sales, Training, Operations, and Management teams to convert field-level data into meaningful business intelligence and identify trends, gaps, risks, and opportunities.

Key Responsibilities:

1. Lead the MIS & Analytics Team: Manage and guide the MIS Executives, define reporting responsibilities, establish timelines, and ensure the quality and accuracy of all reports and analysis.

2. Sales Performance Analytics: Monitor and analyse individual, territory-wise, regional, and overall sales performance across key parameters such as school visits, sampling, follow-ups, opportunities, selections, orders, and revenue.

3. Business Dashboards & Management MIS: Develop and maintain comprehensive dashboards and management reports that provide a clear view of business performance, pipeline movement, sales productivity, and operational efficiency.

4. Data Analysis & Business Insights: Go beyond reporting and analyse data to identify trends, performance gaps, conversion patterns, territory opportunities, inactive accounts, high-potential schools, and areas requiring management intervention.

5. Sales Funnel & Conversion Analysis: Track the complete school-sales journey from Visit, Sampling, Follow-up, Selection, Order, Revenue, and analyse conversion at each stage to identify bottlenecks and opportunities.

6. Forecasting & Business Planning: Support Sales and Management in forecasting sales, pipeline, school conversions, and territory performance using historical data, current trends, and field inputs.

7. Exception & Risk Analysis: Identify unusual activity, performance deviations, delayed pipeline movement, low conversion, reporting gaps, and other business risks. Ensure that important exceptions are highlighted proactively rather than waiting for management to identify them.

8. CRM & MIS Data Governance: Work closely with the CRM Manager to establish data standards, validation mechanisms, and reporting definitions. Ensure consistency between CRM data, MIS, and management dashboards.

9. Management Decision Support: Translate business data into clear recommendations and insights for management reviews. The objective should be to answer not only 'what happened?' but also 'why did it happen?' and 'what should we look at next?'

10. Territory & Market Analysis: Analyse territory-wise business performance, school behaviour, competition, pricing, sampling conversion, and other market indicators to support territory strategy and resource allocation.

11. Target & Productivity Analysis: Track planned vs. actual activities, targets, and achievements of the sales team. Identify productivity patterns and highlight areas where additional support or corrective action may be required.

12. Reporting Automation & Process Improvement: Continuously improve MIS processes by reducing manual reporting, automating repetitive tasks, and introducing better dashboards, data models, and analytical tools wherever possible.

13. Cross-functional Business Analytics: Work with CRM, Sales, Training, Customer Success, and Operations teams to integrate relevant data and create a more complete view of school engagement, sales performance, and business outcomes.

14. Management Review & Presentation: Prepare analytical presentations for periodic management reviews, highlighting key movements, trends, opportunities, risks, and areas requiring attention.Who can apply:Only those candidates can apply who:have minimum 1 years of experienceSalary:₹ 4,80,000 - 7,20,000 /yearExperience:1 year(s)Deadline:[hidden]:59:59Skills required:Team Management, Data Analytics, Client Relationship Management (CRM), Data Interpretation, MIS, Data Analysis, Data Preparation and Report GenerationOther Requirements:1. Strong team management and leadership skills2. Excellent analytical and problem-solving ability3. Strong understanding of sales operations and business processes4. Advanced knowledge of MS Excel5. Experience with Power BI / Business Intelligence tools6. Strong understanding of CRM data and reporting systems7. Data visualisation and dashboard development8. Forecasting and trend analysis9. Strong attention to data accuracy and detail10. Ability to convert data into actionable business insights11. Excellent communication and presentation skills12. Strong stakeholder-management skills13. Ability to work with large and complex datasets14. Process improvement and automation mindsetAbout Company:Success and nothing less isn't just a statement or a punchline. It's a promise that lies at the core of Arihant and its trials. Over the last two decades, we have been relentlessly in pursuit of the most appropriate and deemed-fit content for your exam needs. With a single Vision to produce accountable, balanced, innovative, and right content for every sphere of education, Arihant currently is India's leading publisher.

Responsibilities

As a Business Analyst Manager - Sales Operations & Business Intelligence at Koncept Global Books (Arihant Publications), you will be responsible for leading the business analytics and MIS function that supports the sales organisation across India. You will manage the MIS team, ensure the availability and accuracy of business data, analyse sales and market information, and provide actionable insights to management for better planning and decision-making.

The role will work closely with the CRM, Sales, Training, Operations, and Management teams to convert field-level data into meaningful business intelligence and identify trends, gaps, risks, and opportunities.

Key Responsibilities:

1. Lead the MIS & Analytics Team: Manage and guide the MIS Executives, define reporting responsibilities, establish timelines, and ensure the quality and accuracy of all reports and analysis.

2. Sales Performance Analytics: Monitor and analyse individual, territory-wise, regional, and overall sales performance across key parameters such as school visits, sampling, follow-ups, opportunities, selections, orders, and revenue.

3. Business Dashboards & Management MIS: Develop and maintain comprehensive dashboards and management reports that provide a clear view of business performance, pipeline movement, sales productivity, and operational efficiency.

4. Data Analysis & Business Insights: Go beyond reporting and analyse data to identify trends, performance gaps, conversion patterns, territory opportunities, inactive accounts, high-potential schools, and areas requiring management intervention.

5. Sales Funnel & Conversion Analysis: Track the complete school-sales journey from Visit, Sampling, Follow-up, Selection, Order, Revenue, and analyse conversion at each stage to identify bottlenecks and opportunities.

6. Forecasting & Business Planning: Support Sales and Management in forecasting sales, pipeline, school conversions, and territory performance using historical data, current trends, and field inputs.

7. Exception & Risk Analysis: Identify unusual activity, performance deviations, delayed pipeline movement, low conversion, reporting gaps, and other business risks. Ensure that important exceptions are highlighted proactively rather than waiting for management to identify them.

8. CRM & MIS Data Governance: Work closely with the CRM Manager to establish data standards, validation mechanisms, and reporting definitions. Ensure consistency between CRM data, MIS, and management dashboards.

9. Management Decision Support: Translate business data into clear recommendations and insights for management reviews. The objective should be to answer not only 'what happened?' but also 'why did it happen?' and 'what should we look at next?'

10. Territory & Market Analysis: Analyse territory-wise business performance, school behaviour, competition, pricing, sampling conversion, and other market indicators to support territory strategy and resource allocation.

11. Target & Productivity Analysis: Track planned vs. actual activities, targets, and achievements of the sales team. Identify productivity patterns and highlight areas where additional support or corrective action may be required.

12. Reporting Automation & Process Improvement: Continuously improve MIS processes by reducing manual reporting, automating repetitive tasks, and introducing better dashboards, data models, and analytical tools wherever possible.

13. Cross-functional Business Analytics: Work with CRM, Sales, Training, Customer Success, and Operations teams to integrate relevant data and create a more complete view of school engagement, sales performance, and business outcomes.

14. Management Review & Presentation: Prepare analytical presentations for periodic management reviews, highlighting key movements, trends, opportunities, risks, and areas requiring attention.