Sales Operations Specialist

ERM is the world’s largest specialist consultancy, with over 50 years of experience helping organisations navigate complex environmental, social, and governance challenges. We bring together a global community of experts to deliver meaningful impact for our clients and the planet.

The Global Delivery Centre (GDC) in Gurugram is ERM’s global operating backbone. It delivers business enablement services in Finance, HR, IT, and Commercial Operations to ensure ERM’s global business runs seamlessly, efficiently, and consistently.

At the GDC, you will:

• Be part of a hub that ensures ERM’s business continuity worldwide.
• Collaborate with colleagues across geographies to support global operations.
• Drive consistency, compliance, and efficiency in core functions.
• Work with digital, automation, and AI-enabled tools to optimise how ERM operates.
• Work in shifts where required, depending on the role. As processes mature and automation increases, reliance on shifts will reduce.

Why this role matters?

As a Sales Operation Specialist, you will support ERM’s global delivery by regional commercial leaders. You will work within our commercial organization globally, partnering with regional commercial leaders to provide consistent, high-quality operational support.

What your impact is?

• Manage and maintain sales pipeline data for assigned regions.
• Support forecasting activities and provide sales performance insights to Regional Commercial Directors (RCDs).
• Analyze sales metrics, pipeline health, and business trends to support decision-making.
• Ensure CRM data accuracy and drive pipeline governance best practices.
• Partner with regional sales teams to improve reporting, forecasting, and commercial effectiveness.
• Deliver operational support and actionable analytics to enhance sales performance and growth.

What you'll bring

• Expertise in sales forecasting, pipeline management, and sales performance analysis.
• Ability to improve forecast accuracy through data-driven insights and regional business analysis.
• Strong understanding of pipeline health, opportunity management, and sales governance.
• Experience identifying trends, risks, bottlenecks, and growth opportunities through reporting and analytics.
• Ability to provide actionable insights, root-cause analysis, and executive-ready business recommendations.
• Knowledge of CRM systems, pipeline hygiene, and sales process standardization.
• Experience supporting Monthly Business Reviews (MBRs), Quarterly Business Reviews (QBRs), and operational planning.

Preferred Qualifications

• Experience in business process design, optimization, and continuous improvement initiatives.
• Prior experience supporting multi-region or multi-business-unit sales organizations.
• Exposure to professional services, consulting, or high-growth technology environments.
• Familiarity with , consulting, or project-based commercial business models.
• Hands-on experience with Salesforce Sales Cloud, including reporting, dashboards, opportunity management, and forecasting.
• Strong proficiency in reporting and analytics tools such as Excel, Power BI, and Tableau.

Key Responsibilities

• Support sales forecasting and improve forecast accuracy across assigned regions.
• Analyze pipeline performance and provide actionable sales insights.
• Monitor opportunity health, pipeline velocity, and conversion metrics.
• Drive pipeline hygiene and ensure CRM data accuracy.
• Partner with regional leaders on forecasting reviews and sales performance discussions.
• Provide root-cause analysis and recommendations on sales trends and forecast variances.
• Execute standardized sales operations processes, reporting, and governance.
• Support Monthly Business Reviews (MBRs), Quarterly Business Reviews (QBRs), and Operating Plan meetings.
• Collaborate with Revenue Management and Analytics teams to maintain reporting accuracy.
• Prepare executive-ready dashboards, reports, and business performance presentations.
• Leverage Salesforce and analytics tools to drive data-informed decision-making.