Job Summary: The Salesforce CRM & Sales Operations Specialist is responsible for administering and optimizing Salesforce and related sales technologies to support a disciplined, data-driven, and scalable sales process. This role collaborates with cross-functional teams-including Sales, Estimating, Operations, and Finance-to ensure systems, workflows, and data support accurate forecasting, efficient quote-to-order execution, and clear visibility across the project pipeline. Operating in a project-based environment, the administrator ensures strong pipeline discipline, data quality, and process consistency, leveraging CRM, ERP, and analytics to streamline workflows, improve reporting, and enable a predictable order process for both internal teams and clients.
Key Responsibilities:Salesforce Administration & System Management- Administer users, roles, permissions, and security settings in Salesforce.
- Configure and maintain objects, fields, page layouts, automation (Flows), validation rules, and approval processes.
- Manage opportunity stages, lead conversion, and quoting workflows aligned with project-based sales cycles.
- Develop and maintain dashboards and reports for pipeline visibility, forecasting, and operational KPIs.
- Support integrations between Salesforce, ERP systems, and analytics tools in collaboration with IT.
Sales Operations & Process Improvement- Design and maintain scalable sales workflows that support a clean order process from quote through order entry.
- Partner with cross-functional teams to translate business requirements into system configurations and process improvements.
- Monitor pipeline performance, forecasting accuracy, and operational KPIs using Salesforce, Power BI, and Excel.
- Identify process bottlenecks in the lead-to-order lifecycle and implement improvements to increase speed, accuracy, and consistency.
Data Governance & Reporting- Maintain data standards including field definitions, naming conventions, and picklists.
- Ensure data accuracy and completeness through ongoing monitoring, cleanup, and duplicate management.
- Document system configurations, data models, and governance practices.
- Ensure reporting and dashboards provide reliable insights for leadership and operational planning.
User Support & Change Management- Serve as the primary support resource for Salesforce users.
- Provide training and guidance to ensure strong system adoption.
- Manage enhancement requests and coordinate system improvements using structured testing and release practices.
Pipeline & Project Coordination- Maintain disciplined opportunity and project pipeline tracking across the sales lifecycle.
- Ensure opportunity records accurately reflect stage, probability, value, and timing.
- Coordinate with cross-functional teams to remove roadblocks and maintain project momentum.
- Support forecasting and production planning by aligning pipeline data with ERP schedules and capacity constraints.
Required Qualifications:- 5+ years of experience in Sales Operations, CRM administration, or related operational roles.
- Hands-on experience administering Salesforce, including configuration, automation, and reporting.
- Salesforce Administrator Certification (ADM-201) or equivalent experience.
- Experience with analytics tools such as Power BI or Excel for forecasting and pipeline analysis.
- Strong organizational and communication skills with the ability to work across multiple departments.
Preferred Qualifications:- Experience in manufacturing, utilities, construction, or engineered-to-order environments.
- Experience with Salesforce CPQ, Revenue Cloud, or CRM-ERP integrations.
- Experience integrating Salesforce with ERP systems.
- Additional Salesforce certifications or advanced reporting experience.
Success Metrics:- High Salesforce user adoption across sales and operations teams.
- Accurate, reliable pipeline reporting and forecasting.
- Reduced friction in lead-to-order workflows.
- Improved data quality and operational visibility across the project pipeline.
- Exceptional task tracking and organizational skills with the ability to prioritize, monitor progress, and follow up effectively.
- Ability to manage detailed documentation, version control, and process compliance with high accuracy.