Sales Excellence Associate Analyst

onelineage; Novi (MI); On-site; USD 70,000 - 105,000; Full time

Job summary

The Sales Excellence Coordinator/Analyst supports efficient, accurate, and compliant commercial execution, handling contracting, revisions, pricing agreements, Salesforce CPQ processes, and service-code governance to ensure pricing compliance.

They collaborate across Sales, Legal, Finance, IT, and Operations to move opportunities from proposal to contract; identify process gaps, analyze performance and compliance trends, maintain commercial documentation, and drive improvements to tools and

Responsibilities

• Coordinate preparation, revision, review, routing, and execution of customer contracts and amendments.
• Review contract documentation for completeness, pricing accuracy, and approved terms.
• Partner with Sales, Legal, Finance and Operations to resolve contract issues and enable execution.
• Track contracts through review and approval, flag delays or missing information.
• Maintain contract records and approvals within designated systems.
• Support contract renewals, amendments, and annual pricing actions.
• Ensure contracting policies and documentation standards are followed.
• Serve as primary contact for routine contracting questions from Sales.
• Escalate nonstandard terms, pricing exceptions, or compliance risks.
• Support configuration, pricing, and quoting in Salesforce CPQ.
• Review quotes for accuracy of products, services, service codes, pricing, terms, and approvals.
• Assist Sales with quote creation, revisions, routing, and troubleshooting.
• Identify CPQ issues, pain points, and process gaps.
• Document business requirements and coordinate CPQ enhancements with IT.
• Participate in UAT, releases, and rollout of CPQ capabilities.
• Develop CPQ job aids, documentation, training materials, FAQ.
• Support training and adoption of Salesforce CPQ and related tools.
• Support the development and maintenance of a standardized service-code catalog.
• Review service-code requests for accuracy and alignment with offerings.
• Maintain service-code documentation, governance standards, and change logs.
• Identify opportunities to consolidate or retire outdated service codes.
• Monitor service-code usage and address inconsistent application.
• Support communication and training when service codes, offerings, or pricing change.

Job description

The Sales Excellence Coordinator/Analyst is a key member of the Sales Excellence organization responsible for supporting efficient, accurate, and compliant commercial execution. This role provides day-to-day support for contract creation and revision, Salesforce CPQ processes, service-code governance, pricing compliance, and sales-process standardization.

The Coordinator/Analyst will work cross-functionally with Sales, Legal, Finance, IT, Operations, and other commercial support teams to help move opportunities from proposal through contract execution. The role will also identify process gaps, analyze performance and compliance trends, maintain commercial documentation, and support improvements to the tools and processes used by the Sales organization.

The ideal candidate is highly organized, analytical, customer-focused, and comfortable managing detailed work across multiple stakeholders. This position is well suited for an individual who can balance transactional support with continuous improvement and who is interested in developing broader expertise in sales operations, commercial systems, and process excellence.

Key Responsibilities

Contracting and Commercial Support

• Coordinate the preparation, revision, review, routing, and execution of customer contracts, amendments, pricing agreements, and other commercial documents.
• Review contract documentation for completeness, accuracy, approved pricing, authorized terms, and alignment with company policies.
• Partner with Sales, Legal, Finance, and Operations to resolve contract issues and support timely execution.
• Track contracts throughout the review and approval process, proactively identifying delays, missing information, or required actions.
• Maintain accurate contract records, supporting documentation, approvals, and executed agreements within designated systems of record.
• Support contract renewals, amendments, customer changes, and annual pricing actions.
• Help ensure contracting policies, approval requirements, and documentation standards are consistently followed.
• Serve as a primary point of coordination for routine contracting questions and requests from the Sales organization.
• Escalate nonstandard terms, pricing exceptions, margin concerns, or compliance risks to the appropriate stakeholders .

Salesforce CPQ and Deal Support

• Support the configuration, pricing, and quoting process within Salesforce CPQ.
• Review quotes to confirm that products, services, service codes, pricing, contract terms, and approval requirements are accurate .
• Assist Sales with quote creation, revisions, approval routing, and troubleshooting.
• Partner with Finance and Sales leadership to help ensure deals meet established pricing, profitability, and margin requirements.
• Identify recurring CPQ issues, user pain points, system defects, and process gaps.
• Document business requirements and coordinate with IT and system administrators on CPQ enhancements.
• Participate in user acceptance testing, system releases, and rollout activities for new CPQ capabilities.
• Develop and maintain CPQ job aids, process documentation, training materials, and frequently asked questions.
• Support training and adoption of Salesforce CPQ and related commercial tools.

Service-Code and Offering Standardization

• Support the development and maintenance of a standardized service-code catalog.
• Review service-code requests for accuracy, completeness, duplication, and alignment with approved commercial offerings.
• Partner with Sales, Operations, Finance, and IT to establish clear definitions, pricing logic, ownership, and usage guidelines for service codes.
• Maintain service-code documentation, governance standards, and change logs.
• Identify opportunities to consolidate , simplify, or retire outdated and duplicative service codes.
• Monitor service-code usage and help address inconsistent application across customers, markets, or business units.
• Support communication and training when service codes, offerings, or pricing structures change.

Sales Process Governance

• Partner with Sales to reinforce consistent execution of established sales processes, policies, and approval requirements.
• Monitor compliance with key commercial requirements, including quote approvals, contracting procedures, pricing policies, and documentation standards.
• Support the development and maintenance of standard operating procedures, process maps, templates, checklists, and governance documents.
• Assist with deal reviews, contract compliance reviews, and other commercial governance activities.
• Help clarify roles, responsibilities, handoffs, and escalation paths across the quote-to-contract process.
• Identify process breakdowns that create delays, rework, pricing leakage, or an inconsistent customer experience.
• Support change-management activities associated with new commercial processes, policies, and tools.

Annual Rate Increase Support

Coordinate with Sales, Finance, Legal, and Operations to support annual customer