Director of Commercial Analytics

Shift:

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JOB TITLE: Director - Commercial Analytics

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.

ESSENTIAL FUNCTIONS:

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.

QUALIFICATIONS:

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill, and/or ability required.

Education and Experience:

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.

Required Certificates, Licenses, and Registrations:

Continued employment is contingent upon all required licenses and certificates being maintained in active status without suspension or revocation.

• None.

Required Knowledge and Skills

Required Knowledge:

• 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 of providing effective oral presentations.
• Correct business English, including spelling, grammar, and punctuation.

Required Skills:

• Analyzing complex datasets and converting findings into actionable business recommendations.
• Influencing senior leaders and driving decision-making through data-driven insights.
• Performing evaluation of commercial opportunities and risks.
• Building and leading high-performing analytics teams while developing analytical capabilities across the organization.
• Managing multiple priorities and strategic initiatives simultaneously.
• Collaborating effectively with Sales, Operations, Finance, Customer Experience, and Executive Leadership teams.
• Identifying trends, opportunities, and operational efficiencies that drive revenue growth and profitability.
• Supervising and evaluating employees and providing related recommendations.
• Training others in policies and procedures related to the work.
• Developing effective work teams and motivating individuals to meet goals and objectives and provide customer services in the most cost effective and efficient manner.
• Using tact, discretion, and prudence in working with those contacted in the course of the work.
• Performing effective oral presentations to large and small groups across functional peers and the department.
• Contributing effectively to the accomplishment of team or work unit goals, objectives, and activities.
• Establishing and maintaining effective working relationships with a variety of individuals contacted in the course of the work.

PHYSICAL/MENTAL REQUIREMENTS:

The physical demands described herein are representative of those that must be met by an employee to successfully perform the essential functions of the job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Mobility to work in an office setting, use standard office equipment and stamina to sit for extended periods of time; strength to lift and carry up to 10 pounds; vision to read printed materials and computer screens; and hearing and speech to communicate in person or over the telephone.

WORKING ENVIRONMENT:

Work is performed in an office setting. Work is subject to travel.

Find Your Place at Pace - We need you - your curiosity, your talents, and your drive - to help us advance this important work.

Benefits
When you join Pace, you commit to work that makes a positive impact on our communities and our world. We commit to supporting you with benefits and perks that make a positive impact on your life. Full-time roles are eligible for our comprehensive benefits program which includes competitive salaries, medical, dental vision, 401K retirement savings plan (100% vested immediately in the employer match), life, disability and voluntary benefits, paid time off for holiday, sick and vacation days, HSA, wellness program, flexible spending accounts, tuition reimbursement, Employee Assistance program, parental leave, optional legal coverage and ID theft.

Equal Opportunity Employer

Pace provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, creed, color, religion, genetics, protected veteran status, national origin, sex, age, disability, marital status, sexual orientation, gender identity or expression, citizenship, or any other characteristic protected by federal, state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.