This is a highly analytical role that develops predictive commercial analytics that identify leading indicators of sales declines, customer attrition, pricing erosion, customer agreements (Rebates & Allowances), inventory constraints, and margin compression, enabling proactive action by Sales and Leadership and support business decision-making.

PRIMARY DUTIES 

Pricing Strategy & Performance

• Define, monitor, and optimize key pricing and commercial KPIs, including price realization, margin performance, volume growth, mix, and customer profitability.
• Conduct Price-Volume-Mix (PVM) analysis to identify drivers of revenue and margin performance.
• Monitor pricing compliance, discounting trends, promotional effectiveness, and price leakage across all sales channels.
• Develop competitive pricing intelligence by channel and recommend pricing actions based on market trends.

Commercial Analytics 

• Develop leading indicators and early warning metrics to identify risks before they impact sales or profitability.
• Analyze sales trends, customer behavior, and channel performance to identify opportunities and emerging risks.
• Identify declining customers, order frequency changes, reduced average order size, and other indicators requiring commercial action.
• Partner with Sales leadership to prioritize accounts requiring intervention based on predictive analytics.

Residential Distribution (Designer Channel)

• Monitor designer acquisition, activation, and retention metrics.
• Analyze repetitive ordering patterns, dormant designers, and customer lifecycle trends.
• Evaluate book/sample productivity and conversion rates.
• Track average unit sales, project frequency, and customer profitability.
• Analyze Paint & Wall Retailer performance, identifying growth opportunities and declining trends.

E-Commerce & National Accounts Analytics

• Develop channel-specific scorecards for eCommerce and National Accounts.
• Monitor sales trends, conversion, assortment performance, customer purchasing behavior, and profitability.
• Analyze fill rates, backorders, inventory constraints, and service levels.
• Measure promotional effectiveness and pricing performance by account.

Revenue Management

• Own rebate and allowance reporting and weekly scorecards.
• Compare deductions against customer agreements to identify discrepancies.
• Investigate overages and partner with Operations, Sales, Customer Service, and Finance to determine root causes and corrective actions.
• Monitor trade spend effectiveness and customer profitability.

Forecasting & Business Planning

• Develop sales forecasts by customer, channel, and product category.
• Support annual operating plans, budgeting, and demand planning.
• Identify forecast variances and recommend actions based on changing market conditions.

Dashboard Development & Business Intelligence

• Build and maintain automated dashboards and executive scorecards.
• Develop self-service reporting tools that improve visibility into commercial performance.
• Ensure data accuracy, governance, and consistency across ERP, CRM, and reporting platforms.
• Translate complex data into actionable recommendations for executive leadership.

Cross-Functional Business Partner

• Partner with Sales, Marketing, Finance, Operations, Supply Chain, and Customer Service to improve business performance.
• Present business insights and recommendations to senior leadership.
• Support strategic initiatives through financial modeling, scenario analysis, and profitability assessments.
• Drive continuous improvement in reporting processes and analytical capabilities.

EDUCATION & EXPERIENCE 

• Bachelor’s degree in Business, Analytics, Data Science, Economics, or related field (Master’s preferred).
• 5–10+ years of experience in pricing, sales analytics, or customer insights.
• Proven experience using AI/ML tools and modern analytics platforms (e.g., Python, SQL, Power BI, Tableau, or similar).
• Strong understanding of pricing strategy, demand forecasting, and customer segmentation.
• Experience in manufacturing, consumer goods, or e-commerce preferred.
• Exceptional ability to translate data into business insights and executive-level communication.
• Demonstrated ability to build automated dashboards and alert systems.

WORKING CONDITIONS 

• General office environment