Director, Sales Analytics

About the role

The Senior Director, Sales Analytics will be an integral member of the Belle Aire Creations team and report to the Chief Operating Officer. This position will bring rigor, discipline, and data-driven accountability to BAC’s commercial engine.

Responsibilities

• Establish a regular cadence with the Account Executive team — weekly 1:1s with new AEs and a monthly review cadence with tenured AEs — using the numbers to keep pipeline, forecast accuracy, account performance, and margin discipline on track
• Be the trusted partner who can have the hard conversations — “your numbers are down,” “this account is at risk,” “we need to push on collections” — without owning the AE reporting line
• Identify coaching opportunities and partner with sales leadership on AE development
• Once fully ramped on the fragrance industry and BAC’s portfolio, begin a gradual introduction to key accounts in partnership with the responsible AE, serving as the “numbers voice” with customers on accounts that need a disciplined intervention — aging AR and collections, declining volume, pricing renegotiation, off-track commitments
• Own pipeline health reporting — stage conversion, velocity, aging, and win / loss analysis across all B2B categories
• Build and maintain dashboards and recurring KPI reporting for the COO and executive leadership
• Surface account whitespace, cross-sell opportunities, and at-risk revenue before they show up in the numbers
• Conduct recurring margin reviews across products, customers, and categories, analyzing both gross margin and fully loaded cost margin — incorporating direct labor, component / raw material cost, and other direct costs
• Proactively flag low-margin and margin-eroding items — products, accounts, and orders falling below target thresholds — and escalate to the AE, sales leadership, and the COO with clear, actionable recommendations
• Track margin trends over time to identify pricing, cost, or product-mix issues before they erode profitability
• Partner with Finance and Operations to validate cost inputs and ensure margin reporting reflects true loaded costs, not just list-level gross margin
• Lead, coach, and develop the Sales Development Support (SDS) team
• Oversee line item management, project brief workflow, and sample / quote coordination
• Manage the sales travel and expense budget; enforce policy and surface variances
• Build the operational backbone that lets AEs focus on selling and the Creative Center focus on creating
• Partner directly with Kristy Robinson, Senior Director of the Creative Center, to prioritize creative and technical bandwidth against the highest-value growth accounts
• Surface growth accounts using data — pipeline trajectory, margin profile, strategic fit — and translate that into clear priorities for sales and the Creative Center
• Partner with sales leadership to build and maintain the revenue forecast; track actuals against plan and flag variances early
• Support the annual sales planning, quota-setting, and budget-tracking process with clean, defensible data
• Model the revenue and margin impact of pricing, channel, and seasonality decisions
• Partner with the AI & Process Automation initiative to identify and operationalize reporting and workflow automation opportunities

Qualifications

• Bachelor’s degree in Business, Finance, Analytics, Economics, or a related field; MBA a plus
• 10+ years in commercial finance, sales operations, revenue operations, sales analytics, or a comparable senior commercial role
• Track record of partnering with — and coaching — sales teams without carrying a quota or a formal reporting line over Account Executives
• Direct people management experience; ability to lead, coach, and develop a small operational team
• Strong grasp of margin analysis — both gross margin and fully loaded / direct-cost margin — and comfort working with cost build-ups across direct labor, component cost, and other direct costs
• Demonstrated comfort with difficult conversations — collections, declining performance, pricing pushback — and the maturity to deliver them constructively
• Strong command of analytical tooling — advanced Excel required; Tableau, Power BI, or equivalent strongly preferred
• Hands-on experience with CRM and / or ERP platforms (Salesforce or equivalent) and a track record of improving data quality
• CPG, specialty chemicals, fragrance / flavor, or B2B manufacturing background strongly preferred; willingness to invest in a structured industry ramp before customer-facing work
• Project management skills: ability to manage own time and the team’s time to deliver on commitments
• IT skills — proficiency in common PC applications
• Cognitive (Reasoning): Strong analytical skills, including interpretation of secondary data sources
• Apply principles of rational systems to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists
• Interpret a variety of instructions furnished in written, oral, visual, or schedule form
• Communicate: Outstanding written and oral communication skills
• Vocalize and explain detailed data and problem-solve, both in-person and by telephone
• Must have excellent communication skills (both verbal and written)
• Compose routine correspondence on own initiative
• Make comprehensive notes in English
• May involve a large volume of such composition
• Must have ability to work well under pressure
• Physical Capabilities: Strength (lifting, dexterity, repetitive motion): Must be able to lift 15lbs onto waist high shelves
• Movement: Employee will frequently use fingers, walk and distinguish basic colors. Employee will continuously use both hands, sit for extended periods of time, and use rapid or well-developed coordination simultaneously
• Hearing: Must be able to hear and understand work direction in a loud, distracting environment
• Vision: Must be able to judge distance, identify details, and view computer screen regularly