Global Sales Analytics Manager

Job Details: Salary Range: Undisclosed,

Role Title: Global Sales Analytics Manager

Department: Sales

Classification: Exempt, Salary

Reports to: Chief Sales Officer

Location: Belgium

Role Overview:
Yakima Chief Hops (YCH) is a 100% grower-owned organization with the mission of connecting family hop farms with the world’s finest brewers. We strive to deliver the highest-quality hop products and uncompromising service for the ultimate benefit of our growers, customers and employees.
YCH sells into every beer-producing market in the world through regional sales teams in the Americas, Europe and Asia Pacific, along with global Key Accounts and supported by Marketing functions. As the business grows in scale and complexity, the quality, consistency and speed of its sales data, forecasts, pricing and market analysis have become a strategic capability in their own right.
The Head of Global Sales Analytics owns the numbers behind the global sales business. The role is the single trusted source for sales data, forecasts, and budgets used by the Chief Sales Officer, Finance department, and the Executive Leadership Team. This position is the first point of contact for internal stakeholders with a question about Sales numbers. It provides the analysis and recommendations behind YCH’s variety, product and pricing strategy, owns the global price list and supports the CSO with the Global Pricing Policy. This position will be required to use AI tools to do all of this faster and more consistently than the business can today.
This is a senior individual contributor role with no direct reports. It reports directly to the Chief Sales Officer and operates through credibility and rigour rather than through a team. The role is based in YCH’s Belgium office, with travel to Yakima HQ around the budget cycle.

Role Purpose:
The purpose of the Head of Global Sales Analytics is to give YCH one set of trusted sales numbers and one view of where the market is moving, so that the Chief Sales Officer and Global Sales Leadership Team can spend their time on strategy, customers and execution in market rather than on producing and defending data.
The role exists to ensure that forecasts, budgets, targets and pricing are built on a repeatable process, delivered on time and reconciled with Finance; that the Board and Executive Leadership Team receive sales reporting that requires no rework; and that the variety, product and pricing strategies set by the Chief Sales Officer and Global Sales Leadership Team are grounded in rigorous analysis of demand, supply and margin across every segment and region.
Key Responsibilities:
The Head of Global Sales Analytics has principal areas of focus.

1. Sales Data and Reporting
• Own the global sales data model: definitions, hierarchies and reconciliation across Sage X3, Dynamics CRM and Power BI, so every region reports the same numbers the same way.
• Own CRM reporting and pipeline visibility for Global Sales Leadership.
• Own the Global Tender Pricing Tracker and its successor in Dynamics CRM.
• Provide Sales-side ownership of the Dynamics CRM implementation: requirements, reporting design, adoption and data quality, working with IT and the project team.
2. Forecasting, Budgeting and Targets
• Own the monthly sales forecast cycle, delivered on time and aligned with Finance’s reporting calendar.
• In collaboration with Finance, consolidate the annual sales budget (volume, price, alpha, revenue) across regions and segments, including the FY2027 cycle and beyond.
• Build annual targets and quotas by region, segment and sales leader, with in-year tracking against target.
• Track forecast accuracy by region, segment and variety, with root-cause analysis on misses.
3. Pricing
• Own the global price list: annual build by variety, product form and segment, in-year maintenance, version control and publication to the regions.
• Support the CSO with the Global Pricing Policy: drafting, approval logic, discount and deviation thresholds, and the review cycle. The Chief Sales Officer approves; this role owns the document and its integrity.
• Deliver pricing analytics: realised price versus list by region and segment, discount leakage, tender outcomes, and recommendations feeding the annual price build.
4. Board and Executive Leadership Team Reporting
• Produce the quarterly Sales and Marketing report for the Board and Executive Leadership Team: data, charts and first-draft commentary, with the Chief Sales Officer owning the final narrative.
• Act as the direct point of contact for CEO, CFO and ELT questions on Sales data, with the Chief Sales Officer informed rather than asked. This role answers, and stands behind the answer.
5. Market and Variety Intelligence
• Provide the annual variety and product strategy inputs: demand by variety, Hop Breeding Company (HBC) proprietary variety economics, and alpha supply and demand.
• Provide the Global Director of Marketing with the demand, segment and pricing analysis behind variety launches, product positioning and eCommerce, and measure the sales impact of marketing activity.
• Give Supply Chain and Grower Relations the Sales view of variety demand: how much of each variety YCH needs to grow, and when, so acreage and grower contracting decisions are made against a single agreed demand picture.
• Deliver segment analysis (macro, craft, distributors, eCommerce) that tells Global Sales Leadership where volume and margin are moving and why.
6. AI and Analytics Tooling
• Lead adoption of AI tools and agent-based workflows across sales reporting, forecasting and market analysis, working with IT and vendors on builds where needed.
• Set standards for how the sales team uses these tools, so outputs are repeatable and auditable.

Decision Rights
• This role owns: the forecast, budget consolidation, target build, price list, Pricing Policy document, Board and Executive Leadership Team sales pack production, and the sales data model.
• The Chief Sales Officer: approves the budget, targets, price list and Pricing Policy, and presents to the Executive Leadership Team and Board.
• Global Sales Leadership: owes forecast, budget and pricing inputs to this role by the published dates, and approves pricing within policy. Exceptions outside policy go to the Chief Sales Officer.
• Escalation: discrepancies in numbers, targets or pricing come to this role first. The Chief Sales Officer is the second stop, not the first.
Key Relationships
• Chief Sales Officer: day-to-day direction and priorities.
• Finance (CFO and VP International Finance): counterpart and the definitive source for Sales numbers.
• Global Sales Leadership: forecast inputs, regional analysis, tender and deal support, pricing approvals within policy.
• Board and Executive Leadership Team: this role builds their sales reports, with occasional direct presentation of data.
• Supply Chain and Grower Relations: the Sales demand view by variety and timing that informs acreage, grower contracting and inventory decisions, and the supply picture that feeds forecasting and pricing.
• Global Director of Marketing: primary consumer of this role’s demand, segment and pricing data for variety launches, product positioning and eCommerce; requests prioritised through the Chief Sales Officer.
• IT and CRM project team: data architecture and tooling.
Key Performance Indicators (Year One):
1. Monthly forecast and budget cycle delivered on time every month, reconciled with Finance, with no rework of Sales numbers at Executive Leadership Team or Board level.
2. CEO, CFO and Board sales data requests answered by this role without routing through the Chief Sales Officer.
3. Forecast accuracy measured and improving, with a clear view of where the variance sits.
4. Segmented analysis by variety, product and market, built from the data, that the Chief Sales Officer and Global Sales Leadership use to set FY2027-2030 strategy and priorities.
5. Quarterly Board and Executive Leadership Team sales packs produced from a repeatable process rather than rebuilt each quarter.
6. Global price list and Pricing Policy published on schedule for the next contracting year, with deviation tracking in place.
7. At least one AI-assisted workflow in production use across the sales team (for example variety demand modelling).

Role Qualifications:
Required
1. Proven track record of building and owning detailed commercial and operational models at group level, with Finance as a primary customer.
2. Deep understanding of the hop supply chain: harvest, contracting, inventory, alpha, variety economics and how they flow through to sales and margin.
3. Advanced Excel and Power BI. Comfortable being the person others come to when the model is wrong.
4. Experience preparing numbers for senior audiences (Executive Leadership Team, Board) and standing behind them.
5. Experience owning or administering a price list and pricing governance across regions and segments.
6. Strong working knowledge of ERP data (Sage X3 or equivalent) and CRM reporting.
7. Confident, hands-on user of AI tools for analysis, drafting and workflow automation. No coding required, but a clear appetite to push what these tools can do.
8. Able to work across time zones with a US HQ, a European base and a global sales team, and to manage a monthly cycle without supervision.
9. Precise: the numbers are right, or the role says they are not yet right.
10. Independent: sets the cadence and holds regions to it without needing line authority.
11. Direct: tells the Chief Sales Officer and Global Sales Leadership what the data says, including when it is unwelcome.
12. Fluent written and spoken English.
Preferred
1. Experience in a grower-owned or cooperative business.
2. Familiarity with Dynamics CRM reporting.
3. Curiosity about where the industry is going, not only where it has been.
Role Duties:
1. Deliver the monthly sales forecast and the annual budget and target build on the published calendar.
2. Maintain and publish the global price list and Global Pricing Policy, and track deviations from policy.
3. Prepare the quarterly Sales and Marketing report for the Board and Executive Leadership Team.
4. Respond to CEO, CFO and Board requests for Sales data and analysis.
5. Maintain the global sales data model, CRM reporting and the tender pricing tracker.
6. Produce variety, product, segment and market analysis to support Global Sales Leadership and the annual strategy cycle.
7. Lead adoption of AI and analytics tooling within the sales function and set standards for its use.
8. Travel to Yakima HQ as required by the budget, reporting and strategy cycles.
9. Ensure compliance with company safety policies and relevant standards, including SOPs, QPs, EPs, HACCP, cGMP and ISO.
10. Adhere to all company policies.
11. Perform all other duties as assigned by Manager and/or designee.
Qualifications: