We are seeking a detail oriented Business to own sales data, Zoho/Salesforce CRM and AI driven insights for our exhibition sales function. The ideal candidate will have a minimum of 5 years of experience in business analysis, sales analytics and CRM operations, with hands on Zoho/Salesforce CRM experience and a working knowledge of data analysis and AI tools.
This role emphasizes business requirement analysis, CRM process optimization, predictive analytics and performance tracking to enable informed decision making and sustainable sales growth.
Key Responsibilities
1. Business Analysis & Requirement Gathering
- Gather business requirements from Sales, Marketing and Leadership and convert them into process flows, BRDs and user stories.
- Map the end-to-end sales process (Lead → Enquiry → Proposal → Booking → Payment) and recommend data-backed improvements.
- Act as the bridge between business teams and the Tech / CRM vendor; conduct UAT for new features and changes.
2. Zoho/Salesforce CRM Administration & Optimization
- Configure and maintain Zoho/Salesforce CRM modules, fields, layouts, pipelines, user roles, profiles and territory hierarchy.
- Build workflows, blueprints, assignment rules, approval processes and validation rules to automate sales activities.
- Ensure CRM data hygiene through de-duplication, mandatory fields and periodic data audits.
- Integrate Zoho/Salesforce CRM with website forms, email, WhatsApp, Google Sheets and automation tools (Zoho Flow / n8n / Zapier) via APIs and webhooks.
- Drive CRM adoption by training sales users and resolving their CRM queries.
3. Sales Analytics & Performance Tracking
- Develop and maintain productivity dashboards to track sales KPIs such as:
o Conversion rates
o Sales cycle length
o Average deal size
o Target vs achievement
o Pipeline health
o SQM sold and revenue per RM
- Analyze exhibitor data (new vs repeat, segment, city, edition) to identify trends, gaps and growth opportunities.
- Monitor individual and team level productivity metrics to support performance enhancement.
4. Data Analysis & AI
- Build sales forecasting models for revenue, bookings and SQM by edition and city.
- Develop lead scoring and exhibitor renewal / churn prediction models to prioritize high-potential accounts.
- Leverage AI tools (ChatGPT, Claude, Zoho Zia) to automate reports, summarize CRM data and generate insights.
- Automate recurring data pipelines and reports to reduce manual Excel work.
5. Reporting & Insights
- Prepare daily, weekly and monthly MIS, productivity and performance reports for management.
- Generate ad-hoc analytical reports to support business decisions.
- Translate data findings into clear insights, trends and recommendations for stakeholders.
6. Systems, Visualization & Documentation
- Create visual reports and dashboards using Power BI / Zoho Analytics / Tableau / Excel.
- Implement best practices for data governance, consistency and accuracy.
- Document KPI definitions, CRM processes, reporting frameworks and SOPs.
- Provide training and guidance to Sales teams on dashboards, reports and CRM usage.
Qualifications & Skills
Must Have
- Bachelor's degree in Engineering, Statistics, Computer Science, Business or a related field (MBA / PGDM in Analytics preferred).
- Minimum 3 years of experience in Business Analysis, Sales Analytics, CRM Operations or MIS.
- Minimum 1 year of hands-on Zoho/Salesforce CRM experience (customization, workflows, blueprints, reports, user roles).
- Advanced Excel proficiency (Pivot Tables, XLOOKUP / INDEX-MATCH, Power Query, complex formulas).
- Working knowledge of Advance Excel for data analysis.
- Dashboarding experience in Power BI, Zoho Analytics or Tableau.
- Strong analytical, problem-solving and stakeholder communication skills.
Good to Have
- Data science fundamentals: regression, classification and time-series forecasting.
- Experience using AI / GenAI tools in day-to-day analysis and automation.
- Zoho CRM / Zoho Analytics certification and Deluge scripting.
- Exposure to automation tools such as Zoho Flow, n8n or Zapier, and REST APIs.
- Experience in B2B sales, exhibitions / events, media or building materials industry.
About ABEC Pvt Ltd:
Asian Business Exhibitions & Conferences Pvt. Ltd.
We are world's leading Exhibition and Conference Organizer, organizing exhibitions across industries. Founded in 2006, ET ACETECH was conceptualized to bring all the architects, designers, developers, engineers, contracting companies, material suppliers and technology providers under one roof for displaying and sourcing products expediently. But the concept has evolved over time and has become a premier platform for hosting and promoting innovations in the industry and creating better business networking opportunities among decision makers of procurement companies and suppliers.
Website: https://acetechexpo.com/
Work Location: In person
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