Sales Territory Analyst

Sales Territory Analyst

Function: Revenue Intelligence & SIP

Reports to: Director, Sales Data Strategy, Governance & Territory Management

Location: Pune

Role Overview

The Sales Territory Analyst supports the planning, design, implementation, and ongoing administration of sales territories across the organization. This role plays a critical part in ensuring territories are well defined, accurately implemented, and governed in line with approved coverage models, commercial strategy, and operational rules. Working closely with Sales Data Strategy, Commercial Leadership, and Sales Operations, the Sales Territory Analyst ensures that territory structures are consistent, scalable, and operationally executable, with clean handoffs into CRM, quota, and incentive systems.

Key Responsibilities

1. Territory Planning & Design Support

• Support annual and in year sales territory planning cycles across regions and business units.

• Assist in the design of territory structures (e.g., account based, geographic, vertical, hybrid) based on defined coverage models and planning assumptions.

• Prepare territory analyses, simulations, and scenario outputs to support leadership decision making.

• Ensure territory designs align with approved commercial strategy and capacity assumptions.

2. Territory Implementation & Administration

• Support the accurate implementation of approved territory designs into CRM and downstream systems.

• Validate territory assignments, account ownership, and hierarchy alignment prior to go live.

• Administer territory changes throughout the year, ensuring changes are properly reviewed, approved, and documented.

• Coordinate closely with CRM, Quota, and SIP teams to ensure territories are correctly reflected across systems.

• Evaluate downstream impacts of territory changes on quota, SIP, forecasting, and CRM reporting 3. Territory Governance & Data Integrity

• Apply and enforce territory governance rules, standards, and change controls while flagging regional deviations and required exception approvals.

• Maintain clean audit trails for territory changes, including rationale, approvals, and effective dates.

• Identify and flag territory data quality issues that could impact coverage, quotas, or incentive crediting.

• Support internal reviews and audits related to territory design and administration.

4. Cross Functional Partnership

• Partner with Sales leadership, Sales Operations, and Commercial Intelligence teams to understand coverage needs and execution requirements.

• Act as a point of coordination between territory strategy owners and operational execution teams.

• Respond to territory related inquiries from the field in a structured, policy driven manner.

• Escalate systemic issues or recurring risks to the Manager or Director of Sales Data Strategy & Governance.

• Capture recurring field feedback and escalate systemic territory issues into future planning cycle. 5. Continuous Improvement & Enablement

• Identify opportunities to improve territory planning processes, tools, and documentation

• Support standardization of territory definitions, hierarchies, and naming conventions.

• Contribute to enablement materials outlining territory rules, processes, and change management expectations.

• Support automation and tooling enhancements to reduce manual effort and errors.

What Success Looks Like

• Territories are designed and implemented accurately, on time, and in line with approved coverage models.

• Minimal downstream issues impacting quota assignment, CRM reporting, or SIP crediting.

• Clear governance, documentation, and transparency around territory changes. • Strong trust from Sales leadership in territory data and coverage integrity.

Required Experience & Skills

• 2–4 years of experience in Sales Operations, Revenue Operations, Commercial Analytics, or a related field – with elements of Territory Management

. • Strong analytical skills with the ability to interpret account, pipeline, and coverage data

. • Handson experience with CRM and Territory Management systems (Microsoft Dynamics, Salesforce, Anaplan, or similar).

• High attention to detail and comfort working in structured, rules-based environments.

• Strong communication skills and ability to work effectively in a matrixed organization.

• Ability to manage multiple priorities during planning cycles and in year changes.

Preferred Qualifications

• Experience supporting territory planning, account segmentation, or coverage models.

• Experience analysing territory balance, coverage equity, and capacity using account and revenue data.

• Experience supporting scenario modeling and documenting assumptions during territory planning cycles.

• Exposure to quota setting or sales incentive processes and their dependency on territory structures.

• Familiarity with BI tools (e.g., Power BI, Tableau) or data analysis tools.

• Experience supporting global or multi region SaaS sales organizations.

Our Benefits

• Flexible working environment
• Volunteer time off
• LinkedIn Learning
• Employee-Assistance-Program (EAP)

NIQ may utilize artificial intelligence (AI) tools at various stages of the recruitment process, including résumé screening, candidate assessments, interview scheduling, job matching, communication support, and certain administrative tasks that help streamline workflows. These tools are intended to improve efficiency and support fair and consistent evaluation based on job-related criteria. All use of AI is governed by NIQ’s principles of fairness, transparency, human oversight, and inclusion. Final hiring decisions are made exclusively by humans. NIQ regularly reviews its AI tools to help mitigate bias and ensure compliance with applicable laws and regulations. If you have questions, require accommodations, or wish to request human review were permitted by law, please contact your local HR representative. For more information, please visit NIQ’s AI Safety Policies and Guiding Principles: https://www.nielseniq.com/global/en/ai-safety-policies.

About NIQ

NIQ is the world’s leading consumer intelligence company, delivering the most complete understanding of consumer buying behavior and revealing new pathways to growth. In 2023, NIQ combined with GfK, bringing together the two industry leaders with unparalleled global reach. With a holistic retail read and the most comprehensive consumer insights—delivered with advanced analytics through state-of-the-art platforms—NIQ delivers the Full View™. NIQ is an Advent International portfolio company with operations in 100+ markets, covering more than 90% of the world’s population.

For more information, visit NIQ.com

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Our commitment to Diversity, Equity, and Inclusion

At NIQ, we are steadfast in our commitment to fostering an inclusive workplace that mirrors the rich diversity of the communities and markets we serve. We believe that embracing a wide range of perspectives drives innovation and excellence.  All employment decisions at NIQ are made without regard to race, color, religion, sex (including pregnancy, sexual orientation, or gender identity), national origin, age, disability, genetic information, marital status, veteran status, or any other characteristic protected by applicable laws. We invite individuals who share our dedication to inclusivity and equity to join us in making a meaningful impact. To learn more about our ongoing efforts in diversity and inclusion, please visit the https://nielseniq.com/global/en/news-center/diversity-inclusion