Overview

The Opportunity

The Commercial Analyst plays a critical role in driving the success of the sales department by leveraging analytical skills and techniques to create actionable insights, maintain sales data integrity, and develop reports that inform decision-making. This role also takes ownership of pricing strategy, competitive analysis, and cost-based pricing models to ensure Stratus remains competitive and margin-conscious across all segments and geographies. This role collaborates closely with the VP of Analytics and Product Development, sales leadership, and cross-functional teams to support sales performance and strategy. The ideal candidate will excel at interpreting complex data, building sales reports, developing pricing frameworks, and optimizing reporting processes to enhance pipeline visibility and forecasting accuracy.

 

As Stratus evolves its analytical systems, the Commercial Analyst will actively contribute to the transition and improvement of tools and methodologies that enhance sales reporting, pricing intelligence, data quality, and decision support capabilities.

Responsibilities

Sales Reporting and Dashboard Management 

• Develop and maintain sales dashboards and reports that provide actionable insights into pipeline health, deal progress, win rates, and key performance metrics in spreadsheets, dashboarding solutions, and within Salesforce. 
• Ensure accuracy and consistency of sales reports, including pipeline data, revenue forecasting, and performance tracking, incorporating pricing KPIs and margin analysis. 
• Communicate updates or changes in reporting processes and metrics to stakeholders effectively to ensure alignment and proper usage. 
• Collaborate with the sales team to identify and refine data points critical for decision-making and strategic planning. 

Data Analysis and Insights Development 

• Conduct in-depth analyses to uncover sales trends, opportunities, and risks, providing recommendations to sales leadership. 
• Perform root-cause analyses to address sales challenges, including deep-dive win/loss analyses at the segment level to identify root causes of lost opportunities and inform pricing strategy. 
• Present data-driven insights with clarity, tailoring communication to varying audiences, from sales representatives to executive leaders. 
• Seek innovative tools and methodologies to enhance analysis and reporting accuracy. 
• Analyze segment win rates, document competitive bid data provided by customers or field teams, and build reporting that enables teams to understand competitive positioning and optimize pricing. 

Sales Pipeline and Forecasting Support 

• Regularly monitor and analyze pipeline data to ensure visibility into deal stages, potential revenue, and risks. 
• Support sales forecasting by refining models and collaborating with sales leadership to ensure alignment with business objectives. 
• Assist in defining and maintaining routine reporting processes for KPIs and SLAs to tracking key metrics that drive sales efficiency including metrics around win rate, conversion rate, activity volume, quota attainment, and pipeline coverage/aging. 

Pricing Analysis and Strategy

• Own raw material and labor cost pricing models, monitoring external indices (e.g., Bureau of Labor Statistics) to track cost changes and adjust internal pricing benchmarks accordingly. 
• Develop and maintain surcharge frameworks for commodities such as fuel, adjusting pricing in response to market fluctuations and cost events. 
• Build and maintain segment-level pricing models, analyzing price elasticity by division, product type, and customer group to understand the impact of pricing decisions on win rates. 
• Build reporting on competitive bid data — cataloging data shared by competitors or customers in lost bid scenarios — and develop prescriptive insights to help sales teams apply optimized pricing. 
• Analyze actual vs. estimated cost vs. price-to-customer to identify margin opportunities, surfacing cases where pricing adjustments could improve win rates without sacrificing profitability. 
• Develop geographic pricing tools that account for regional variation in raw material and labor costs, enabling sales personnel to accurately price multi-site national work and clearly communicate cost drivers to customers. 
• Produce prescriptive, detailed pricing outputs that empower sales personnel to explain complex pricing structures in a straightforward and compelling way. 

Collaboration with Teams 

• Partner with sales teams to understand data requirements and ensure alignment with business objectives. 
• Work alongside other analytics team members to ensure best practices in data handling, reporting, and analysis. 
• Support IT and data governance teams in ensuring the accuracy and availability of sales-related data. 
• Confidently present findings and recommendations to C-suite leaders and other stakeholders, maintaining clear communication with direct supervisors. 
• Act as sales and pricing subject matter expert in enterprise projects and projects in adjacent departments (marketing, customer success, pricing etc.) 

Continuous Optimization and System Enhancements 

• Identify inefficiencies in sales reporting or data processes and recommend improvements. 
• Actively contribute to the transition to advanced reporting and analytics platforms, ensuring a seamless adoption for the sales department. 
• Participate as a subject matter expert in sales-related IT projects, including CRM upgrades, ERP integrations, and data architecture improvements. 
• Evaluate and implement new tools to improve the visibility, functionality, and usability of sales data and insights. 

Qualifications

• Degree in business, finance, computer/data science, information systems, statistics, analytics, or a related field is preferred.
• Minimum of 4 years in a data/analytics role, preferably with a focus on sales, pricing, or business operations.
• Experience with sales reporting, ideally using Salesforce 
• Expertise in reporting tools like Power BI or Tableau. 
• Advanced proficiency in Microsoft Excel; familiarity with Word and PowerPoint. 
• Knowledge of Python and SQL (or similar tools) preferred but not required 
• Familiarity with pricing concepts: cost-plus pricing, price elasticity, competitive benchmarking, and geographic market pricing preferred. 
• Experience working with external cost indices (e.g., BLS labor data, commodity pricing feeds) a plus. 
• Strong verbal and written communication skills, with the ability to translate technical details into actionable insights. 
• Financial acumen and experience with revenue forecasting or sales budgeting preferred. 
• Comfort working with cost and margin data; ability to communicate pricing logic to non-financial stakeholders. 
• Proven ability to collaborate effectively with teams at all levels of the organization. 
• Analytical and problem-solving mindset with a proactive approach to challenges. 

 

What We Offer

• Supportive & Friendly Culture
• Medical, Dental, Vision coverage options
• Flexible Spending & Health Savings Accounts
• Company-paid Life Insurance
• 401k with Employer Contribution
• Company-paid Short/Long Term Disability
• Generous Paid Time Off Program + Holidays
• Career Growth Opportunities and Career Mapping
• Additional perks include Pet Insurance, Employee Assistance Program, Educational Assistance Program, Identity Theft Protection, Critical Illness Plans, Commuter Benefits, and employee discount offerings.

 

Pay Transparency

$80,000 - $100,000 annually

This range reflects the anticipated compensation for this role at the time of posting. Actual pay may vary based on factors such as job-related skills, experience, education, location, and business needs. This position may also be eligible for bonus or incentive compensation based on individual and company performance.

 

Travel Requirements

This position is required to travel as an essential function of this role due to the need for in-person interaction with customers, field partners, and/or business stakeholders. Travel may include local, regional, or national destinations and may be conducted via automobile, air, or other modes of transportation.

 

Work Environment

The position involves extended computer use and virtual communication, with minimal physical requirements which may include light lifting and movement in an office setting.

 

Additional Information

This job description is not intended to be a complete list of all duties or responsibilities. Responsibilities may change at any time based on the needs of Stratus.