Lead Analyst, Sales Analytics

Rivian • FULL_TIME • Irvine • 1m ago

Lead Analyst, Sales Analytics

Job Description

About Rivian

Rivian is on a mission to keep the world adventurous forever. This goes for the emissions-free Electric Adventure Vehicles we build, and the curious, courageous souls we seek to attract.

As a company, we constantly challenge what’s possible, never simply accepting what has always been done. We reframe old problems, seek new solutions and operate comfortably in areas that are unknown. Our backgrounds are diverse, but our team shares a love of the outdoors and a desire to protect it for future generations.

Role Summary

Are you a data-savvy lead sales performance analyst with a passion for driving sales performance and optimizing sales channels? We are looking for a dynamic Sales Analytics professional to join our team and play a pivotal role in our sales growth strategy. This unique role combines expertise in sales compensation analytics and sales channel optimization strategy, providing you with the opportunity to influence our expansion and motivate our sales team through innovative compensation structures. The successful candidate will translate business needs into analytical questions, conduct data exploration, and perform rigorous analysis of sales channels and sales programs. This role also involves designing and analyzing commission-based compensation models for sales agents, as well as building models and simulations to inform decisions on processes and measure program effectiveness. This role is designed for someone with a unique blend of skills in both sales compensation and channel performance analysis, making it ideal for someone who thrives on data and enjoys shaping the direction of a Rivian Sales Organization.

Responsibilities

Sales Compensation Analysis & Optimization:
- Iterate on existing sales compensation models that align with strategic business goals, driving motivation and productivity within the sales team.
- Analyze sales compensation data to evaluate the effectiveness of current incentive plans and identify opportunities to optimize them for better performance.
- Collaborate with sales leadership, HR, finance, and other stakeholders to understand sales strategies, compensation structures reflect market trends in the automotive industry.
- Regularly monitor and report on compensation KPIs, adjusting strategies based on data insights and feedback.
Retail Location Strategy & Market Analysis:
- Conduct market research and data analysis to support strategic dealership location selection.
- Evaluate locations based on various factors to maximize sales.
- Collaborate with teams to develop business cases, providing data-driven insights on sales forecasts and ROI.
Sales Channel Performance & Optimization:
- Analyze sales channels to identify trends, challenges, and opportunities for improvement.
- Develop strategies to optimize channels, expand customer reach, and boost conversion rates.
- Assess channel effectiveness and recommend resource adjustments to maximize profitability and customer satisfaction.
- Collaborate with marketing and sales to ensure consistent messaging and seamless customer experiences across channels.
- Evaluate potential locations based on demographics, traffic, competition, and other factors to maximize sales potential.
Sales Performance & Bottoms-up Forecasting:
- Create sales performance reports and dashboards to track key metrics, including sales by location, compensation impact, and channel performance.
- Use historical data and predictive modeling to estimate incremental sales, helping guide compensation adjustments and channel strategy decisions.
- Conduct ad-hoc analyses to explore new sales opportunities and customer behaviors.
- Provide insights and data-driven recommendations to increase gross orders, reduce cancellations, improve targeting, enhance sales velocity, and improve the customer experience.
Stakeholder Communication & Collaboration:
- Present insights and recommendations to senior leadership, translating complex data into clear narratives.
- Collaborate with internal teams to align objectives and ensure cohesive strategy implementation.
- Act as a subject matter expert on compensation and sales analytics, advising teams on best practices and emerging trends.

Qualifications

Bachelor’s degree in business, Data Analytics, Finance, Statistics, or a related field.
6+ years of experience applying advanced statistical techniques and concepts, including regression, decision trees, ensemble models, time series forecasting, linear programming, and optimization.
3+ years of experience in Sales Performance and Analytics.
Proficiency in programming languages such as Python, R, or Java.
Skilled in SQL and data visualization tools like Tableau.
Familiarity with AWS, Databricks, or other cloud databases is preferred.
Excellent communication skills, with the ability to engage with senior finance leaders and build relationships with internal stakeholders.
Strong organizational skills, with the ability to prioritize tasks and maintain a sense of urgency.
Strong understanding of sales compensation, incentives, territory planning, and experience generating reports from Salesforce (Sales and Service Cloud) Contacts, Leads, and Opportunities.
Experience in dynamic, agile environments, with a proven ability to manage multiple projects and communicate effectively across functions.
Ability to thrive in a rapidly evolving, fast-paced start-up environment.
Excellent communication and presentation skills, with the ability to influence and engage with senior leadership.
Experience in sales analysis and an understanding of car sales dynamics is a plus.

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