Senior Director, Commercial FP&A

Business Unit:
Fitch Group

Category:
Finance

Location:

New York, NY, US

Fitch Group is currently seeking a Senior Director, Commercial FP&A based out of our New York office.

How You’ll Make an Impact:

Serve as a Strategic Finance Partner

• Act as a senior Finance partner to the Chief Commercial Officer and Global Commercial Leadership Team.
• Provide insight and constructive challenge on commercial strategy, financial performance, investments, and resource allocation.
• Translate complex financial and operational information into clear, decision-oriented recommendations for senior leaders.
• Partner across Commercial, Product, Operations, Technology, Revenue Operations, and Group & Solutions’ Finance to align priorities and improve commercial execution.
• Support strategic initiatives involving pricing, packaging, client segmentation, sales coverage, channel strategy, and go-to-market investment.
• Build trusted relationships across functions and promote greater alignment between commercial priorities and financial objectives.

Lead Commercial Planning and Forecasting

• Lead the commercial components of the annual budget, periodic forecasts, and long-range planning processes.
• Develop Net Sales budgets and forecasts across business lines, products, regions, channels, sales types, and teams.
• Establish clear assumptions, timelines, ownership, financial controls, and governance for commercial planning.
• Partner with Commercial leaders on account and territory planning, pipeline conversion, cancellation risk, target setting, and investment requirements.
• Lead scenario and sensitivity analyses that help leadership evaluate opportunities, risks, and trade-offs.
• Ensure commercial plans align with Fitch Solutions’ financial objectives and strategic priorities.
• Coordinate with broader Finance and Accounting teams to maintain alignment among commercial forecasts, revenue expectations, and financial reporting.

Deliver Commercial Performance Insights

• Own the analysis and communication of commercial performance across Net Sales, Book of Business, revenue, and relevant P&L measures.
• Establish a consistent and reliable view of performance, with clear definitions, drivers, and accountability across the portfolio.
• Lead monthly and quarterly reporting against budget, forecast, prior year, and commercial targets.
• Analyze performance drivers including new-logo sales, cross-sell, upsell, pricing, renewals, cancellations, product performance, regional results, and partner channels.
• Identify emerging risks and opportunities and translate findings into actionable recommendations.
• Improve dashboards and self-service reporting to give leaders timely access to accurate commercial information.
• Establish appropriate controls to protect the quality and integrity of commercial performance data.
• Develop meaningful commercial KPIs and use them to assess performance, productivity, investment effectiveness, and growth opportunities.

Oversee Sales Planning and Incentive Governance

• Provide Finance leadership for annual sales target and quota-setting processes.
• Partner with Sales, Account Management, and Revenue Operations on book segmentation, territory coverage, quota distribution, and target phasing.
• Support the design and governance of sales compensation plans so that they remain aligned with financial and commercial objectives.
• Oversee financial controls related to individual targets, incentive-plan parameters, commission calculations, and payout approvals.
• Deliver clear reporting on performance and payouts against targets.
• Evaluate sales productivity, plan effectiveness, behavioral outcomes, and return on investment.
• Provide financial analysis and governance for proposed SPIFFs and other short-term commercial incentives.
• Improve the accuracy, efficiency,…