Salesforce Analyst

KEY RESPONSIBILITIES
• Serve as the primary Business Analyst for Sales and Estimating application initiatives, partnering with commercial leaders,
Finance, Operations, Marketing, and technology teams to understand priorities and desired business outcomes.
• Analyze current-state and future-state processes for lead management, opportunity management, account and contact data,
estimating, pricing, approvals, proposal workflows, commercial handoffs, and related reporting.
• Translate business objectives into requirements, process flows, business rules, user stories, acceptance criteria, data
definitions, integration requirements, and measurable success criteria.
• Perform functional analysis and support solution design across Salesforce, D365 F&O, estimating or quoting applications,
and connected field-service, finance, and integration capabilities.
• Administer and configure Salesforce, including users, profiles, permission sets, roles, and sharing rules, as well as objects,
fields, page layouts, record types, validation rules, picklists, and Lightning pages for approved enhancements.
• Build and maintain Salesforce automation, approval processes, reports, and dashboards using Flow and other declarative
tools; manage sandboxes, change sets, and release deployments; and provide Tier 2 support for user-reported issues.
• Define and document D365 F&O functional requirements that support commercial processes, including customer master
data, project and job setup, sales orders, pricing, financial dimensions, and invoicing; partner with Finance and ERP teams on
configuration, data mapping, and testing.
• Support commercial data governance by defining ownership, required fields, quality rules, duplicate-management practices,
and consistent business definitions for pipeline, conversion, estimates, backlog, margin, and forecast information across
Salesforce and D365 F&O.
• Plan and coordinate user acceptance testing, regression testing, defect review, release readiness, training, communications,
and adoption activities for Sales and Estimating application changes.
• Use advanced Microsoft Excel to transform and clean commercial data, build dynamic pipeline, pricing, estimating, margin,
backlog, and forecast models, perform scenario analysis, reconcile information across systems, and present findings clearly
to stakeholders.
• Analyze handoffs and integrations among Salesforce, D365 F&O, estimating, field service, Finance, and reporting systems;
identify breakdowns that create duplicate entry, missing information, delayed work, or inconsistent reporting.
• Maintain and prioritize the Sales and Estimating application backlog using business value, revenue impact, process risk,
dependencies, effort, data readiness, and adoption capacity.
• Create and maintain process documentation, decision records, training materials, testing scenarios, release communications,
and user guidance that support CRM adoption and consistent commercial processes.
EDUCATION AND EXPERIENCE
Bachelor's degree in business, information systems, finance, sales operations, engineering, or a related field, or an equivalent
combination of education and relevant professional experience. Minimum of 5 years of progressive experience in business
analysis, CRM, sales operations, estimating operations, enterprise application implementation, revenue operations, or related
consulting. Minimum of 3 years of hands-on Salesforce experience as a business analyst or administrator, including configuration
and user administration, and minimum of 2 years of functional experience with D365 F&O. Demonstrated experience translating
commercial processes into application requirements and coordinating cross-functional system changes is required. Salesforce
Certified Administrator, Salesforce Certified Business Analyst, or a Dynamics 365 Finance or Supply Chain functional consultant
certification is preferred.
PLATFORM & TECHNOLOGY EXPERIENCE
Candidates should have strong functional experience with Salesforce and enterprise CRM processes, including hands-on
administration and declarative configuration such as security and access, data model, Flow automation, reports and dashboards,
and release management. Functional experience with D365 F&O is required, particularly in areas that connect to commercial
processes such as customer and project setup, sales orders and invoicing, financial dimensions, and CRM-to-ERP data handoffs.
Experience with estimating or quoting applications and with integrations between Salesforce and D365 F&O is strongly preferred.
Advanced Microsoft Excel skills are required, with emphasis on data transformation, dynamic modeling, scenario analysis,
reconciliation, and clear presentation of commercial information. Expected Excel capabilities include advanced formulas and
lookup logic, PivotTables/PivotCharts, dynamic arrays, Power Query or comparable transformation techniques, and structured
models for pipeline, pricing, estimates, margin, backlog, and forecasting. Power BI exposure is a nice-to-have rather than a core
requirement. Familiarity with field service, OneStream, enterprise integrations, and an enterprise ticketing or ITSM system such as
ServiceNow is beneficial. Coding (such as Apex) is not required, but the ability to work effectively with developers and integration
teams is expected.
CORE COMPETENCIES
Commercial process and CRM knowledge Business requirements and process design
Salesforce administration and configuration D365 F&O functional knowledge
Advanced Excel data transformation and modeling CRM and ERP data quality and governance
UAT and release coordination Cross-functional facilitation and prioritization
Analytical problem solving Documentation and stakeholder communication
KEY SUCCESS MEASURES
• CRM adoption, data quality, and process consistency
• Stability and accuracy of Salesforce configuration, security, and releases
• Improvement in opportunity and estimating process efficiency
• Quality and completeness of requirements and release outcomes
• Accurate and timely CRM-to-D365 F&O handoffs for customer, project, order, and billing data
• Accuracy and usefulness of commercial analysis and models
• Reduction in duplicate entry and handoff failures
• Stakeholder confidence across Sales, Estimating, Finance, and Operations