Business Analyst

Prodapt Solutions; Chennai District; On-site; INR 1,200,000 - 1,800,000; Full time

Job summary

Prodapt Solutions is seeking an experienced Business Analyst with domain expertise in Sales Planning, Sales Processes, and Sales Compensation. You will collaborate with stakeholders from Sales Operations, Sales Finance, Compensation teams, Product Owners, and technology groups to understand needs, analyze current processes, and translate requirements into clear functional specifications.

The ideal candidate will command strong knowledge of sales planning, quota management, incentive

Qualifications

• Bachelor's or Master's degree in Business, CS, Eng, IT, or related field.
• 5+ years as a Business Analyst, preferably in Sales or Sales Ops.
• Strong understanding of Sales Planning and Incentive Compensation.
• Experience gathering and documenting complex requirements.
• Experience working with cross-functional teams in Agile/Scrum.

Responsibilities

• Gather, analyze, and document business requirements with stakeholders.
• Analyze Sales Planning, Process and Compensation processes.
• Perform As-Is / To-Be analysis and identify gaps.
• Translate requirements into detailed functional specs and user stories.
• Facilitate workshops with Sales Ops, Finance, HR, and technology teams.
• Define acceptance criteria and support test cases.
• Participate in SIT, UAT, defect triage, and business validation.

Skills

Business Analysis

Sales Planning

Sales Process Analysis

Sales Compensation

Sales Performance Management

Quota Target Management

Sales Forecasting

Territory Account Planning

Commission Incentive Calculation

Requirements Analysis

As-Is / To-Be Process Mapping

Process Optimization

Stakeholder Management

User Stories & Acceptance Criteria

Education

Bachelor's or Master’s degree in Business, Computer Science, Engineering, Information Technology, or a related discipline

Tools

CRM Salesforce / Siebel / SAP CRM / Microsoft Dynamics

Jira

Confluence

Power BI

Tableau

SQL

Job description

Overview

We are looking for an experienced Business Analyst with strong domain expertise in Sales Planning, Sales Processes, and Sales Compensation.

The Business Analyst will work closely with business stakeholders, Sales Operations, Sales Finance, Compensation teams, Product Owners, and technology teams to understand business needs, analyze existing processes, identify improvement opportunities, and translate requirements into clear functional specifications.

The ideal candidate should have strong knowledge of sales planning, quota management, sales performance, incentive compensation, commission processes, and sales operations, along with excellent requirements-management and stakeholder-management skills.

Key Responsibilities

• Work with business stakeholders to gather, analyze, and document business requirements.
• Understand existing Sales Planning, Sales Process, and Sales Compensation processes.
• Perform As-Is / To-Be process analysis and identify process gaps and improvement opportunities.
• Translate business requirements into detailed functional requirements and user stories.
• Facilitate workshops with Sales Operations, Sales Finance, Compensation, HR, and technology teams.
• Analyze requirements related to:
  • Sales planning and forecasting
  • Quota and target setting
  • Territory and account planning
  • Sales performance management
  • Incentive compensation
  • Commission calculation
  • Sales crediting and attribution
  • Compensation eligibility
  • Incentive rules and payout
  • Sales reporting and analytics
• Define business rules, calculation logic, validations, exceptions, and approval workflows.
• Document end-to-end business processes, workflows, data flows, and system interactions.
• Identify opportunities for process simplification, automation, standardization, and improved user experience.
• Work with technical teams to explain requirements and clarify functional questions.
• Support solution design by providing detailed business and functional requirements.
• Define acceptance criteria and support test-case development.
• Participate in SIT, UAT, defect triage, and business validation.
• Validate that delivered solutions meet business requirements.
• Manage requirements traceability throughout the project lifecycle.
• Identify dependencies, risks, assumptions, and business impacts.
• Prepare functional documentation, process documentation, and business presentations.
• Communicate effectively with stakeholders at different organizational levels.

Primary Skills

• Business Analysis
• Sales Planning
• Sales Process Analysis
• Sales Compensation / Incentive Compensation
• Sales Performance Management
• Quota Target Management
• Sales Forecasting
• Territory Account Planning
• Commission Incentive Calculation
• Business Requirements Gathering
• Requirements Analysis Documentation
• As-Is / To-Be Process Mapping
• Business Process Optimization
• User Stories Acceptance Criteria
• Stakeholder Management

Secondary Skills

• Sales Operations
• Revenue Planning
• Sales Crediting Attribution
• Compensation Plan Design
• Incentive Eligibility
• Attainment Calculation
• Accelerators / Thresholds
• Commission Statements
• Payout Processes
• Sales Hierarchy Management
• CRM Salesforce / Siebel / SAP CRM / Microsoft Dynamics
• Incentive Compensation Management platforms
• SAP / Oracle / Workday exposure
• SQL and Data Analysis
• Data Mapping
• Power BI / Tableau
• Reporting Analytics
• BPM / Workflow
• Process Automation
• Agile / Scrum
• Jira / Confluence
• UAT / Test Management

Domain Expertise

• Sales Planning
  • Annual and quarterly sales planning
  • Sales target setting
  • Quota allocation and distribution
  • Territory planning
  • Account planning
  • Sales capacity planning
  • Revenue forecasting
  • Pipeline forecasting
  • Sales hierarchy and organizational planning
  • Scenario / What-if planning
• Sales Process
  • Lead and opportunity management
  • Account and territory management
  • Pipeline management
  • Quote and proposal processes
  • Sales execution
  • Sales target tracking
  • Sales performance measurement
  • Order / booking processes
  • Revenue and attainment tracking
  • Sales reporting and analytics
• Sales Compensation
  • Incentive compensation plan management
  • Compensation eligibility
  • Quota and goal assignment
  • Sales crediting
  • Commission calculation
  • Incentive rules and business logic
  • Thresholds and accelerators
  • Bonus calculations
  • Adjustments and exceptions
  • Compensation disputes
  • Compensation statements
  • Payout processing
  • Compensation reporting and audit

Key Deliverables

• Business Requirements Document (BRD)
• Business Process Documentation
• As-Is / To-Be Process Flows
• Functional Requirements / Functional Specifications
• User Stories and Acceptance Criteria
• Business Rules and Calculation Logic
• Data Requirements and Data Mapping
• Process and Workflow Documentation
• Requirements Traceability Matrix
• UAT Scenarios and Test Cases
• Business Impact / Gap Analysis
• Stakeholder Workshop Outputs

Qualifications

• Bachelor''s or Master''s degree in Business, Computer Science, Engineering, Information Technology, or a related discipline.
• %+ years of experience as a Business Analyst, preferably within Sales, Sales Operations, Sales Planning, or Sales Compensation.
• Strong understanding of Sales Planning and Incentive Compensation processes.
• Proven experience gathering and documenting complex business requirements.
• Experience working with cross-functional business and technology teams.
• Strong analytical, problem-solving, communication, and presentation skills.
• Experience working in Agile/Scrum environments.

Ideal Candidate Profile

The ideal candidate should be a domain-focused Business Analyst who can understand complex Sales business processes and convert them into clear, actionable requirements for technology teams.

The candidate should be comfortable working across the complete lifecycle:

Sales Planning Quota Target Setting Sales Execution Performance Attainment Sales Crediting Compensation Calculation Incentive/Payout Reporting

Strong experience in Sales Compensation, Sales Planning, and Sales Process optimization is preferred.