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The Sales Support Analyst is responsible for analyzing sales data and providing insights to help guide sales strategy. A key responsibility of the Sales Support Analyst is as a Bid Desk specialist. This role facilitates all pricing and internal bid programs to support the NA VS&A Sales Organization margin and revenue growth goals by offering the best and most competitive price to NA VS&A partners and channel on products carried. The Bid Desk Specialist applies special pricing scenarios through ongoing communication with Sales, Procurement, Purchasing, Accounting and Finance. The Bid Desk Specialist is required to be proficient in fundamental Bid Desk processes and CRM tools. In addition, contribute towards key strategic initiatives across multiple areas of activity comprising a broad portfolio of bid and promotional programs.
Responsibilities:
Review and Evaluation: The bid desk specialist is responsible for reviewing and evaluating the price exception request. The review and evaluation involves
Justification: Is the request valid and well-justified? What are the reasons for the price adjustment?
Impact: What is the financial impact of the price exception? How will it affect the overall profitability of the project or campaign?
Precedence: Have similar price exceptions been granted in the past? What are the company's policies on price adjustments?
Alternative Solutions: Can the desired outcome be achieved without a price exception? Are there other cost-effective solutions available?
Channel Price Exceptions (LOU Process). Coordinate the process to approve Price Exceptions requested by the VS&A Sales team, including but not limited to:
Coordinate meetings before every quarter starts, with all Territory leaders to define and discuss the LOUs for the quarter
Ensure compliance with approval and authorization policies.
Liaise with the Finance team to understand cost structure.
Calculate gross margin (GM) for equipment lists
Ensure that pricing and gross margin information is kept confidential and distributed only in accordance with policy
Analyze email requests from sales, and based on historic prices, GM, cost, product positioning in the market, provide a response before a formal LOU is submitted - negotiate with sales in order to avoid margin erosion
Analyze and approve LOUs, being able to simulate scenarios, use gross margin and historic data on quantities and prices to make a decision
Keep track of all prices approved in the past on the country / distributor level, and use that information for future approvals
Deal with pressure from sales to reduce prices and avoid margin erosion, being able to negotiate with the sales team better prices
Proposal management, per needed basis for other proposals for Enterprise Account Sales Managers per request from VS&A CVP
Responsible of running scenarios for P&L of individual projects consolidating costs and equipment lists from presales engineering, post sales groups, third party quotes, financial costs and all related sources
Responsible for tracking approval process and to document all the pricing activities according to audit requirements
Market Research: The bid desk specialist researches industry benchmarks and competitor pricing to ensure our pricing is market competitive.
Negotiation: The bid desk specialist is involved in negotiating on pricing, explaining to Sales teams the rationale behind the cost and highlighting the value of the proposed solution.
Documentation: They document the price exception request, the approval process, and the final agreement, ensuring transparency and accountability.
Data Analysis: The bid desk specialist's responsibility in pricing for projects focuses on ensuring accurate cost estimates, developing competitive pricing to win, and aligning pricing with project scope and client expectations. Their expertise in cost analysis, negotiation, and proposal development contributes to winning projects and delivering profitable projects. Liaise with the Finance team to understand cost structure.
Real-Time Adjustments: Bid desk specialists use historical and real-time data to constantly adjust discounting, optimizing performance and ensuring the best possible value for our customers
Optimizing Bid Rates: They leverage their knowledge of industry benchmarks, platform capabilities, and negotiation skills to optimize bids across the business
A minimum of 2 years of related experience in sales support, deal registration, regional partner/channel programs, channel operations, deal desk or related sales role(s)
Bachelor's degree
Understanding of sales process deal registration at technology, software or services company
Ability to handle multiple projects in a fast-paced environment while paying excellent attention to detail Strong verbal and written communication skills
Familiarity with CRM (Customer Relationship Management) tools (ie. SFDC)
Excellent organizational skills
Demonstrated analytical skills.
Proficient in English, both written and verbal.
Problem-solving and dispute-resolution abilities.
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EEO Statement
Motorola Solutions is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion or belief, sex, sexual orientation, gender identity, national origin, disability, veteran status or any other legally-protected characteristic.
We are proud of our people-first and community-focused culture, empowering every Motorolan to be their most authentic self and to do their best work to deliver on the promise of a safer world. If you’d like to join our team but feel that you don’t quite meet all of the preferred skills, we’d still love to hear why you think you’d be a great addition to our team.