Rupsa Das
Hyderabad
Summary
Business Analyst & Sales Operations professional with 8+ years of experience supporting CRM processes, commercial excellence, data-driven decision-making, and global stakeholder management across FMCG and technology sectors. Experienced in requirements gathering, process mapping, functional documentation, Salesforce CRM, Agile delivery, UAT, and cross-functional collaboration. Strong analytical mindset with proven ability to translate business challenges into clear, structured, and testable functional specifications to support CRM transformation initiatives.
Overview
8
8
years of professional experience
1
1
Certification
Work History
Deputy Manager - Sales & Analytics
PepsiCo
Hyderabad
08.2023 - Current
- Collaborate with international and country teams to gather business requirements for sales reporting, pricing workflows, and CRM-related enhancements.
- Translate business needs into structured analytical dashboards and process improvements aligned with commercial objectives.
- Participate in cross-functional discussions with Sales, Finance, Revenue Management, and IT to streamline reporting and sales processes.
- Led process automation initiatives, reducing manual reporting time by 30%.
- Supported solution validation by preparing test scenarios and reviewing outputs with business teams.
- Managed a team of 6, ensuring high-quality deliverables and consistent operational excellence.
- Implement process improvement initiatives leveraging data analysis, resulting in enhanced operational efficiency and SLA adherence.
- Lead TPM (Trade Promotion Management) planning and execution, ensuring alignment with commercial strategy and business targets.
- Coordinate change management activities, including pricing adjustments and system updates, ensuring smooth implementation across teams.
- Collaborate with cross-functional teams to identify risks, dependencies, and opportunities, ensuring proactive resolution and continuous improvement.
- Strengthen governance and reporting frameworks to enhance visibility into business performance and strategic initiatives.
Sales Operations Analyst
Juniper Networks
Bangalore
06.2021 - 08.2023
- Gathered business requirements from regional and global stakeholders for Salesforce CRM and CPQ enhancements.
- Designed and documented As-Is / To-Be sales workflows and supported process standardization across markets.
- Created user stories, acceptance criteria, and supported Agile teams during backlog refinement and sprint execution.
- Conducted data validation, UAT test preparation, test case execution, and defect triage in coordination with Product and QA teams.
- Analysed deal structures, pricing scenarios, and opportunity data to improve decision-making.
- Collaborated with cross-functional global teams (Sales, Pricing, Finance, Operations) ensuring CRM data accuracy and seamless reporting.
- Delivered training and knowledge transfer sessions to team members and new joiners to improve operational consistency.
- Utilized tools such as Salesforce, SAP, CPQ, and CRM systems to manage workflows, data integrity, and reporting.
Sales & Operations (Team Lead)
Kohler India Corporation
Bangalore
07.2019 - 09.2020
- Conducted detailed business analysis on sales trends, customer behavior, and channel performance to drive strategic decisions.
- Supported CRM and operational processes through data quality improvements and reporting enhancements.
- Mapped sales processes and recommended workflow improvements to increase efficiency.
- Led a team of 15 with a focus on operational analytics and commercial insights.
- Recognized for top sales performance (Pan-India ranking).
- Coordinated with supply chain, warehouse, and dealer networks to ensure alignment of operational activities and timely execution.
- Drove process optimization and continuous improvement initiatives, enhancing workflow efficiency and customer satisfaction.
- Supported change initiatives and business transformation efforts, ensuring adoption across teams.
- Conducted regular performance reviews, coaching, and capability development programs for team members.
Retail Operation Executive
Designer Group Pvt Ltd
Kolkata
04.2018 - 02.2019
- Supported execution of retail operations projects, ensuring smooth coordination across sales teams and store functions.
- Assisted in process improvement initiatives to enhance operational efficiency and service delivery.
- Monitored daily operational activities, ensuring adherence to business standards and performance expectations.
- Collaborated with sales leadership to resolve high-volume operational issues and improve turnaround time.
- Maintained operational reports and dashboards to track store performance and identify improvement opportunities.
Education
MBA - Marketing
Vidyasagar University
06-2019
B.Com -
University of Calcutta
06-2015
Skills
- Business Requirement Gathering & Documentation
- CRM Processes (Salesforce)
- Functional Specifications
- As-Is / To-Be Process Mapping (BPMN, Workflow Redesign)
- User Stories & Acceptance Criteria (Agile/Scrum)
- UAT Planning
- Test Case Design
- Defect Management
- Data Analysis
- Insights
- Dashboarding (Power BI, Excel)
- Sales Operations
- Pricing Analytics
- Forecasting
- Stakeholder Management (Global / Cross-functional)
- Process Optimization
- Automation
- CPQ
- Commercial Operations
- Revenue Analysis
- Competitive Analysis
- Sales forecasting
- Strategic planning
Certification
• Lean Six Sigma Green Belt, KPMG, 2017
• Certificate Programmed in IT Project Management, ISB, 2026
• Diploma in Financial Accounting System, 2016
• Post-Graduation Diploma in Tax Consultancy, Bengal Tax Council, 2016
• Certificate Programmed in IT Project Management, ISB, 2026
• Diploma in Financial Accounting System, 2016
• Post-Graduation Diploma in Tax Consultancy, Bengal Tax Council, 2016
Accomplishments
- Improved reporting efficiency by 30-40% through automation initiatives.
- Delivered insights contributing to pricing and revenue growth decisions.
- Recognized for excellence in performance at Kohler (Pan India ranking).
Additional Information
Strong communication and stakeholder management skills, Ability to work in global and cross-functional environments, High adaptability and learning agility
Hobbies and Interests
- Reading books (business, self-development, analytics)
- Travelling and exploring new cultures
- Photography and creative content creation
Languages
- English
- Hindi
- Bengali
Analytics Projects
- CRM Enhancement & Process Mapping - Salesforce (Juniper Networks), Documented requirements for opportunity management, pricing workflows, and approval processes., Designed future-state CRM workflows aligning with global sales process standards., Created user stories and functional specifications for CRM improvements., Executed UAT cycles, validated test scenarios, and ensured alignment with business outcomes.
- Sales Performance Dashboard - Power BI (PepsiCo), Built automated KPI dashboards enabling leadership visibility across regions., Improved reporting speed by 40% through automation and standardized data pipelines.
Timeline
Deputy Manager - Sales & Analytics
PepsiCo
08.2023 - Current
Sales Operations Analyst
Juniper Networks
06.2021 - 08.2023
Sales & Operations (Team Lead)
Kohler India Corporation
07.2019 - 09.2020
Retail Operation Executive
Designer Group Pvt Ltd
04.2018 - 02.2019
MBA - Marketing
Vidyasagar University
B.Com -
University of Calcutta