Reporting to: Chief Revenue Officer (CRO)
Office Location: London/Hybrid
Reed & Mackay leads the global travel and event management arena with extraordinary service and proprietary, client-led technology. Ranked first in the Sunday Times International Fast Track 2020, we are a business that is always looking forwards, while ensuring that we’re everything that our clients need today. In May 2021, we became part of Navan (formerly TripActions), and together we are setting the agenda for the future of business travel.
JOB PURPOSE:
The Sales Revenue Analyst will play a pivotal role in supporting the Global CRO to achieve R&M’s ambitious
global new client acquisition target. This individual will provide in-depth revenue analysis, performance
tracking, and actionable insights to drive growth across key verticals and geographies. The role focuses on
optimizing sales strategies, forecasting, and ensuring data-driven decision-making to maximize revenue
potential and ensure we optimize our sales and marketing performance.
KEY RESPONSIBILITIES:
Sales Performance Analytics:
- Analyse and monitor sales data across key verticals (e.g., legal, financial services, energy & marine, SMB,
and mid-large market clients). - Track progress toward new client acquisition targets, identifying risks and opportunities.
- Develop dashboards and regular reports to provide the CRO and leadership team with clear visibility into
sales pipeline performance, win rates, and revenue projections.
Revenue Forecasting and Target Setting:
- Collaborate with sales and marketing teams to create accurate revenue forecasts and align targets by
- region and vertical.
- Evaluate market trends, competitive dynamics, and economic factors to provide data-driven revenue
projections. - Assist in defining achievable goals for sales teams by leveraging Total Addressable Market (TAM),
Serviceable Available Market (SAM), and Serviceable Obtainable Market (SOM) insights.
Sales Enablement and Insights:
- Conduct in-depth analysis of Ideal Customer Profiles (ICPs) to identify high-value prospects.
- Support sales teams with insights into client behaviour, vertical-specific pain points, and strategic
opportunities. - Assist in evaluating the success of marketing campaigns and their impact on lead generation and sales
conversion rates
Strategic Planning and Decision Support:
- Partner with the CRO to refine the global sales strategy and allocate resources efficiently.
- Evaluate the ROI of key sales initiatives, including personnel investments, technology adoption, and
geographic expansions. - Provide actionable recommendations to enhance sales team performance and improve time-to-close for
deals
Process Optimisation:
- Identify inefficiencies in the sales pipeline and recommend improvements.
- Work with the sales enablement team to refine tools, templates, and processes for tracking and managing
deals.
WHAT WE’RE LOOKING FOR:
- Degree in Business, Finance, Economics, or related field (MBA or equivalent advanced degree preferred).
- Experience in revenue analysis, sales operations, or a related analytical role within a B2B or serviceoriented industry.
- Strong analytical skills with expertise in interpreting complex data and delivering actionable insights.
- Proficiency in sales analytics tools (e.g., Salesforce, Tableau, Power BI) and advanced Excel capabilities.
- Solid understanding of sales metrics, funnel dynamics, and market segmentation.
- Exceptional attention to detail and the ability to synthesize information for executive-level reporting.
- Excellent communication skills, capable of presenting insights clearly and persuasively.
- Strategic thinker with a results-oriented mindset and a passion for driving revenue growth.
- Familiarity with the travel management or professional services industry (preferred).
- Experience supporting global sales teams in multiple regions (e.g., US, UK, EME, APAC) (preferred).
- Knowledge of market sizing methodologies (TAM, SAM, SOM) and ICP development (preferred).
