Lead Analyst, Sales Operations - Hybrid

Requisition Id:  367262
Business Unit:  LTL

Ann Arbor, MI, US, 48105


Solutions driven success.


XPO is a top ten global provider of transportation services, with a highly integrated network of people, technology and physical assets. At XPO, we look for employees who like a challenge and can communicate effectively in all situations. We want to leverage your skills and years of experience to drive positive results while ensuring a bright future for yourself and XPO. If you’re looking for a growth opportunity, join us at XPO. 


As the Lead Analyst, Sales Operations, you will be responsible for leading channel segmentation and associated data analytics for the Less-than-Truckload (LTL) business unit.  You will partner with senior sales leadership to analyze customer and market data, develop and manage customer profiling processes, and identify optimum leads for our business.  You will drive efficiencies in our data management processes through automation.  You will use data and algorithms to help the team develop territory structures and goaling for the sales force.  We’ll count on your skills and years of experience to enhance our sales force effectiveness, drive loyal customers, and lead a team to deliver exceptional results.  


Pay, benefits and more.

We are eager to attract the best, so we offer competitive compensation and a generous benefits package, including full health insurance (medical, dental and vision), 401(k), life insurance, disability and more.


What you’ll do on a typical day:

  • Lead annual channel and account segmentation processes including account profiling and prioritization 
  • Maintain customer market data including vertical and industry classifications, transportation spend and XPO potential, and key criteria for external reporting
  • Provide governance for account classification/segmentation changes throughout the year
  • Develop data audit processes and dashboards to ensure data accuracy and integrity
  • Collaborate with extended Sales Operations team and Sales Leadership to guide territory design and goaling processes to ensure equality
  • Coordinate with extended Sales Operations and Sales Leadership to analyze business trends at segment level (e.g. vertical, geographic, freight profile, etc.)
  • Drive education and cleanliness of SalesForce.com data to improve overall pipeline management
  • Lead reviews of existing processes to identify and implement improvements through technology or process enhancements (automating daily/weekly reports through Alteryx, creating Salesforce and Looker Dashboards for scalability)

What you need to succeed at XPO:

At a minimum, you’ll need:

  • Bachelor's degree or equivalent related work or military experience
  • 4 years of Sales Operations experience in a business-to-business environment

It’d be great if you also have:

  • Bachelor’s degree in Business, Finance, Supply Chain Management, or Marketing
  • Strong executive presence and proven ability to work cross-functionally leading through data
  • Salesforce Administrator Certification
  • Alteryx Designer Certification
  • Availability to travel 10-15% of the time

Be part of something big.



We are proud to be an Equal Opportunity/Affirmative Action employer. Qualified applicants will receive consideration for employment without regard to race, sex, disability, veteran or other protected status.


All applicants who receive a conditional offer of employment may be required to take and pass a pre-employment drug test. 

The above statements are not an exhaustive list of all required responsibilities, duties and skills for this job classification.  

Review XPO's candidate privacy statement here. 

Nearest Major Market: Ann Arbor
Nearest Secondary Market: Detroit

Job Segment: Operations Manager, Sales Operations, Data Management, Supply Chain Manager, Supply Chain, Operations, Sales, Data