Sales Analyst

Summary:

Sales Analyst – Sales Operations, Forecasting & Customer Support

The Sales Analyst supports the Sales Manager and Territory Managers by providing critical analysis, reporting, customer support, and order execution follow-up. This role is responsible for assisting with the sales forecast process, tracking backlog, analyzing open stock and direct orders, and coordinating with logistics, operations, factories, and customers to help ensure timely shipment and invoicing. The Sales Analyst also supports quoting, pricing, inventory communication, ecommerce adoption, promotions, product launches, and customer inquiries. This position serves as a key liaison between sales, operations, and customers, helping drive forecast accuracy, revenue achievement, and customer satisfaction.

This position directly supports revenue achievement, forecast reliability, customer satisfaction, and sales channel growth.

Essential Duties and Responsibilities:

Sales Forecasting, Backlog Management & Reporting

• Assist the Sales Manager with the sales forecast process by creating, maintaining, and analyzing reports related to open orders, backlog, expected shipments, and invoicing opportunities.
• Track stock and direct orders daily to evaluate shipment probability and identify risks that may impact forecast achievement.
• Follow up with logistics teams, operations, factories, and other internal stakeholders to help expedite shipments and improve order execution.
• Provide day-by-day visibility into open orders, shipment expectations, and potential revenue recognition.
• Monitor order status from entry through shipment and invoicing, ensuring timely order processing and customer confirmation.
• Work closely with sales and operations teams to support inventory forecasting, order tracking, and demand planning efforts.
• Identify potential delays, gaps, or issues in backlog execution and escalate as needed to support forecast commitments.
• Execute reporting for sales performance, market imports and industry trends.

Sales & Territory Manager Support

• Deliver comprehensive operational support to Territory Managers to improve team productivity, customer response time, and sales execution.
• Support Territory Managers with customer account setup, ecommerce tool usage, customer training, and ongoing system adoption.
• Assist with implementation and execution of promotions, product launches, special pricing programs, and strategic sales initiatives.
• Proactively follow up on open quotes, inactive opportunities, and pending customer decisions to maximize conversion rates and drive sales channel growth.
• Customer Communication & Support
• Manage customer communications with professionalism, urgency, and accuracy through phone, email, and digital platforms.
• Respond to customer inquiries and resolve pre-sale and post-sale issues in coordination with internal departments.
• Assist customers with product selection by providing guidance on product options, pricing, delivery timelines, technical requirements, and order-related details.
• Provide customers with product data sheets, AHRI certifications, parts lists, warranty information, technical materials, and other documentation as needed.
• Support customers and Territory Managers with container load optimization and order planning requirements.

Quotes, Pricing & Special Programs

• Develop and prepare accurate customer quotes that align with customer specifications, company pricing guidelines, and industry standards.
• Process free spare parts quotes to be included with Asian equipment orders.
• Request special price quotes from Carrier factory and/or other factories and track approvals through completion.
• Support execution of special promotion programs for internal and external customers, including coordination with Carrier NAO and other factory partners.
• Process factory credit claims related to promotions or special programs as required.
• Assist with pricing management by gathering price sheets and Territory Manager feedback and coordinating timely updates with the PriceFx team whenever costs or prices are adjusted.

Inventory, ESD & Product Support

• Share daily inventory reports with customers and internal sales teams.
• Promote excess, slow-moving, and obsolete inventory using the ESD list provided by operations.
• Create and distribute flyers or customer communications to support sales of ESD inventory on a weekly basis or as needed.
• Submit required approval forms for new ESD sales.
• Coordinate with purchasing to request new SKU setup in the ERP system for new products.
• Support customers with product certification labeling as needed for orders with the support of product development manager.

Marketing, Training & Event Coordination

• Coordinate training events, marketing activities, and point-of-purchase materials in collaboration with the Marketing Analyst.
• Support product launches, promotional campaigns, and customer-facing sales initiatives as needed.

Required Skills & Competencies

• Strong analytical ability with experience tracking orders, backlog, forecasts, or sales reports.
• Excellent organizational skills and attention to detail.
• Ability to manage multiple priorities, deadlines, and follow-up actions in a fast-paced sales environment.
• Strong communication skills with the ability to work effectively with sales, operations, logistics, factories, and customers.
• Proactive problem-solving mindset with a strong sense of urgency.
• Ability to interpret customer needs and coordinate solutions across multiple departments.
• Strong customer service orientation and professional communication style.
• Proficiency with ERP systems, CRM tools, ecommerce platforms, Microsoft Excel, and reporting tools.
• Ability to understand product specifications, pricing structures, inventory availability, and order execution requirements.
• Experience with HVAC products, distribution, manufacturing, logistics, or construction-related sales support is preferred.
• Language proficiency in English and Spanish.
• BA/BS degree w/ 1-3+ years’ experience required.
• Intermediate to advanced MS-Excel skills. Intermediate PowerPoint proficiency.

Disclaimer: The information in this job description indicates the general nature and level of work to be performed.  It is not designed to contain or be interpreted as comprehensive of every job duty, responsibility, or qualification required by an employee assigned to this job.  While employed in this position, an employee may be required to perform other assignments not listed on this job description.