The Sales Excellence Coordinator/Analyst is a key member of the Sales Excellence organization responsible for supporting efficient, accurate, and compliant commercial execution. This role provides day-to-day support for contract creation and revision, Salesforce CPQ processes, service-code governance, pricing compliance, and sales-process standardization.
The Coordinator/Analyst will work cross-functionally with Sales, Legal, Finance, IT, Operations, and other commercial support teams to help move opportunities from proposal through contract execution. The role will also identify process gaps, analyze performance and compliance trends, maintain commercial documentation, and support improvements to the tools and processes used by the Sales organization.
The ideal candidate is highly organized, analytical, customer-focused, and comfortable managing detailed work across multiple stakeholders. This position is well suited for an individual who can balance transactional support with continuous improvement and who is interested in developing broader expertise in sales operations, commercial systems, and process excellence.
Key Responsibilities
Contracting and Commercial Support
Coordinate the preparation, revision, review, routing, and execution of customer contracts, amendments, pricing agreements, and other commercial documents.
Review contract documentation for completeness, accuracy, approved pricing, authorized terms, and alignment with company policies.
Partner with Sales, Legal, Finance, and Operations to resolve contract issues and support timely execution.
Track contracts throughout the review and approval process, proactively identifying delays, missing information, or required actions.
Maintain accurate contract records, supporting documentation, approvals, and executed agreements within designated systems of record.
Support contract renewals, amendments, customer changes, and annual pricing actions.
Help ensure contracting policies, approval requirements, and documentation standards are consistently followed.
Serve as a primary point of coordination for routine contracting questions and requests from the Sales organization.
Escalate nonstandard terms, pricing exceptions, margin concerns, or compliance risks to the appropriate stakeholders.
Salesforce CPQ and Deal Support
Support the configuration, pricing, and quoting process within Salesforce CPQ.
Review quotes to confirm that products, services, service codes, pricing, contract terms, and approval requirements are accurate.
Assist Sales with quote creation, revisions, approval routing, and troubleshooting.
Partner with Finance and Sales leadership to help ensure deals meet established pricing, profitability, and margin requirements.
Identify recurring CPQ issues, user pain points, system defects, and process gaps.
Document business requirements and coordinate with IT and system administrators on CPQ enhancements.
Participate in user acceptance testing, system releases, and rollout activities for new CPQ capabilities.
Develop and maintain CPQ job aids, process documentation, training materials, and frequently asked questions.
Support training and adoption of Salesforce CPQ and related commercial tools.
Service-Code and Offering Standardization
Support the development and maintenance of a standardized service-code catalog.
Review service-code requests for accuracy, completeness, duplication, and alignment with approved commercial offerings.
Partner with Sales, Operations, Finance, and IT to establish clear definitions, pricing logic, ownership, and usage guidelines for service codes.
Maintain service-code documentation, governance standards, and change logs.
Identify opportunities to consolidate, simplify, or retire outdated and duplicative service codes.
Monitor service-code usage and help address inconsistent application across customers, markets, or business units.
Support communication and training when service codes, offerings, or pricing structures change.
Sales Process Governance
Partner with Sales to reinforce consistent execution of established sales processes, policies, and approval requirements.
Monitor compliance with key commercial requirements, including quote approvals, contracting procedures, pricing policies, and documentation standards.
Support the development and maintenance of standard operating procedures, process maps, templates, checklists, and governance documents.
Assist with deal reviews, contract compliance reviews, and other commercial governance activities.
Help clarify roles, responsibilities, handoffs, and escalation paths across the quote-to-contract process.
Identify process breakdowns that create delays, rework, pricing leakage, or an inconsistent customer experience.
Support change-management activities associated with new commercial processes, policies, and tools.
Annual Rate Increase Support
Coordinate with Sales, Finance, Legal, and Operations to support annual customer rate-increase activities.
Maintain tracking of customers, contracts, notification requirements, implementation dates, and completion status.
Review contractual pricing provisions and flag exceptions or special requirements for further review.
Support the preparation and routing of customer notifications, amendments, and related documentation.
Provide reporting on rate-increase progress, exceptions, risks, and outstanding actions.
Help document and continuously improve the annual rate-increase process.
Reporting and Analysis
Maintain reporting on contract status, cycle time, renewals, expirations, amendments, rate increases, compliance, and outstanding actions.
Develop recurring reports and dashboards that provide visibility into contracting and CPQ performance.
Analyze trends to identify bottlenecks, recurring errors, training needs, and process-improvement opportunities.
Track service-level expectations and turnaround times across the quote-to-contract process.
Support data validation and reconciliation across Salesforce, CPQ, contract repositories, and other commercial systems.
Prepare summaries and recommendations for Sales Excellence and commercial leadership.
Assist with measuring the adoption and effectiveness of new processes, tools, and training.
Continuous Improvement
Evaluate existing workflows and recommend improvements that reduce manual effort, rework, risk, and cycle time.
Help translate business needs into documented process or system requirements.
Participate in cross-functional projects involving contracting, pricing, CPQ, service codes, sales-process optimization, and commercial technology.
Leverage automation, reporting, templates, and standardized workflows to improve seller productivity.
Collect feedback from Sales and cross-functional partners to identify opportunities to improve the internal customer experience.
Support testing, implementation, communication, and adoption of process and technology improvements.
Promote a culture of standardization, documentation, accountability, and continuous improvement.
Qualifications
Required Qualifications
Bachelor's degree in Business Administration, Finance, Legal Studies, Supply Chain, Operations, Information Systems, or a related field.
One to three years of experience in sales operations, contract administration, commercial operations, finance, customer service, business analysis, or a related function.
Strong attention to detail and the ability to accurately manage contracts, pricing information, approvals, and commercial records.
Demonstrated ability to organize and prioritize multiple requests in a deadline-driven environment.
Strong analytical and problem-solving skills, with the ability to identify root causes and recommend practical improvements.
Ability to interpret and follow policies, procedures, approval requirements, and contractual guidelines.
Strong written and verbal communication skills.
Ability to collaborate effectively with Sales, Legal, Finance, IT, Operations, and other stakeholders.
Commitment to providing responsive, solutions-oriented internal customer service.
Ability to work independently, exercise sound judgment, and escalate issues appropriately.
Proficiency in Microsoft Office, particularly Excel, PowerPoint, Word, and Outlook.
Preferred Qualifications
Experience with Salesforce, Salesforce CPQ, or another configure-price-quote platform.
Experience supporting contracts, pricing, quoting, renewals, or commercial approvals.
Familiarity with contract lifecycle management systems or document repositories.
Experience developing reports, dashboards, process maps, standard operating procedures, or training materials.
Familiarity with business-intelligence tools such as Power BI, Tableau, Sigma, or Salesforce reporting.
Understanding of sales processes, opportunity management, pricing governance, margin management, or quote-to-cash workflows.
Experience supporting system implementations, user acceptance testing, or change-management initiatives.
Basic knowledge of continuous-improvement methodologies such as Lean, Six Sigma, value-stream mapping, or root-cause analysis.
Knowledge, Skills, and Abilities
High level of accuracy, organization, and follow-through.
Strong process orientation with an interest in understanding how work moves across functions and systems.
Ability to manage both recurring responsibilities and project-based assignments.
Ability to analyze data and convert findings into clear actions or recommendations.
Strong interpersonal skills and the ability to build credibility with stakeholders at multiple levels.
Ability to communicate policies and process requirements in a clear, practical, and customer-focused manner.
Comfortable learning new systems, tools, and commercial concepts.
Ability to maintain confidentiality and appropriately handle sensitive customer, pricing, and contractual information.
Strong sense of ownership and accountability.
Ability to operate effectively in an evolving organization where processes and responsibilities continue to mature.
Key Working Relationships
The Sales Excellence Coordinator/Analyst will regularly collaborate with:
Sales representatives and sales leadership
Sales Excellence and Sales Operations
Legal
Finance and Pricing
Information Technology and Salesforce administrators
Operations
Customer Experience and Inside Sales
Commercial Analytics
Contract-management and compliance teams
Measures of Success
Success in this role may be measured through:
Contract and quote accuracy
Contract turnaround time
Reduction in contract and CPQ rework
Compliance with pricing, margin, approval, and contracting policies
Timely execution of annual rate increases
Accuracy and completeness of contract records
Salesforce CPQ adoption and user satisfaction
Service-code standardization and reduction of duplicate or obsolete codes
Completion of process documentation and training materials
Resolution time for Sales support requests
Identification and implementation of process improvements
Improved visibility into contract, quote, renewal, and compliance performance
Career Development
This role provides exposure to multiple areas of commercial operations and may serve as a development path toward positions in Sales Operations, Sales Excellence, Commercial Systems, Business Analysis, Deal Desk, Contract Management, Pricing, Process Excellence, or Project Management.
Why Lineage?
This is an excellent position to begin your career path within Lineage! Success in this role enables greater responsibilities and promotions! A career at Lineage starts with learning about our business and how each team member plays a part each and every day to satisfy our customers' requirements. Beyond that, you'll help us grow and learn on our journey to be the very best employer in our industry. We'll ask you for your opinion and ensure we do our part to keep you developing and engaged as we grow our business. Working at Lineage is energizing and enjoyable. We value respect and care about our team members.
Lineage is an Equal Employment Opportunity Employer and is committed to compliance with all federal, state, and local laws that prohibit workplace discrimination and unlawful harassment and retaliation. Lineage will not discriminate against any applicant on the basis of race, color, age, national origin, religion, physical or mental disability or any other protected status under federal, state and local law.
Benefits
Lineage provides safe, stable, reliable work environments, medical, dental, and basic life and disability insurance benefits, 401k retirement plan, paid time off, annual bonus eligibility, and a minimum of 7 holidays throughout the calendar year.
