Director of Commercial Analytics

Shift: Monday through Friday, 8:00 AM - 5:00 PM

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Summary:

Responsible for creating an integrated view of the commercial funnel—from pipeline to wins to revenue to receipts—and translating the visibility into actionable insights that improve performance. Operates at the intersection of strategy and execution, building scalable dashboards and data infrastructure while shaping how the commercial organization prioritizes, measures, and drives growth.

This class specification lists the major duties and requirements of the job and is not all-inclusive. Incumbent(s) may be expected to perform job-related duties other than those contained in this document and may be required to have specific job‑related knowledge and skills.

• Plans, organizes, administers, develops, and evaluates the activities of assigned staff.
• Defines and manages a holistic commercial performance framework across pipeline, wins, revenue, and receipts.
• Analyzes how sales activity translates into financial outcomes including pipeline progression and conversion, wins/bookings to revenue realization, and drivers of revenue growth and margin.
• Provides insight into customer behavior, segmentation, pricing, and service mix to guide commercial focus. Identifies performance gaps, growth opportunities and execution risks and delivers clear recommendations to leadership.
• Establishes a scalable reporting architecture that supports both leadership decision‑making and frontline execution; builds executive dashboards.
• Standardizes KPIs and reporting governance across the commercial funnel.
• Strengthens data infrastructure, quality, pipeline hygiene, and integration across CRM, ERP, and Billing/receipt systems.
• Develops an analytical approach and establishes a roadmap to improve visibility in receipts and revenue.
• Supports territory planning, segmentation, and resource allocation decisions.
• Aligns commercial analytics with Finance planning, budgeting, and revenue processes; improves forecasting accuracy through stronger pipeline visibility and leading indicators.
• Partners across Commercial, Finance, Operations, and IT to align data, priorities and execution.
• Contributes to the efficiency and effectiveness of the department's service to its customers by offering suggestions and directing or participating as an active member of a work team.
• Promotes and supports the overall mission of Pace by demonstrating courteous and cooperative behavior when interacting with customers and staff; acts in a manner that promotes a harmonious and effective workplace environment.

Bachelor's degree in finance, analytics, or a closely related field; AND eight (8) years of commercial analytics experience, five (5) years of which were in a managerial role; OR an equivalent combination of education, training, and experience.

• None.

• Principles and practices of managing and leading people.
• Principles and practices of commercial analytics, business intelligence, sales performance metrics, and revenue optimization strategies.
• Understanding of sales operations, customer lifecycle management, pricing strategies, forecasting, pipeline management, and market analysis.
• Methodology of data analytics, statistical analysis, predictive modeling, and performance measurement.
• General understanding of CRM platforms, sales reporting systems, and business intelligence tools such as Salesforce, Power BI, Tableau, SQL, or similar analytics platforms.
• Principles and practices of developing teams, motivating employees, and managing in a team environment.
• Computer applications and systems related to the work.
• Understanding of dealing with a variety of individuals from various socio‑economic, ethnic, and cultural backgrounds, occasionally where relations may be confrontational or strained.
• Principles and techniques…