KEY RESPONSIBILITIES

The Commercial Analyst is responsible for providing planning, reporting and insight analysis to drive critical commercial and trade channel decision-making for the Royal brand in Greater China. The role will work closely with the market’s Sales and Leadership teams to ensure the business has the maximum chance to achieve its targets.

 

The role will have not only a hand in the design of the new commercial and sales incentive environment, it will be soley responsible for the smooth operation of the commercial administration of the Trade FIT business and management of the Sales incentive programs both internally and externally.

 

Success in this role will require that the candidate have strong analytical skills as well as the ability to partner and communicate effectively with both the sales organization and other areas of the business as well as the gravitas and personality to communicate effectively with senior leadership.

 

The duties below are the main duties and responsibilities however this job description in no way states or implies that these are the only duties to be performed by the employee occupying this position.  Employees will be required to perform any other job-related duties assigned by their supervisor or management.

 

Commercial Planning & Analysis

Assist in the development of long term market and trade channel strategy to support growth and profit in alignment with sourcing needs. Assist in the development of Annual Operating Plan (AOP) and yearly sales budget. Assist in pulling together commercial insights to develop quarterly and long term commercial business plans Assist in pulling together commercial insights to provide guidance for commercial agreements (including targets, co-op, overrides, and other investments) Assist with control of annual sales budget, working closely with the sales team, trade marketing and finance to develop budget plans. Work with Market and Sales leaders to manage monthly trade CO-OP and sales investment planning cycle and feed back into quarterly and annual sales budget.

 

Trade Remuneration & Contracting

Assist in building commercial trade FIT agreement contracts by developing quarterly targets for travel agent commission, overrides and trade incentives; Develop and manage trade commission reporting – including weekly progress to goal, monthly and quarterly performance summaries; Manage the monthly/quarterly/annual reporting and forecasting of travel agent commission, incentive targets and commission overrides. Work with Finance to ensure accurate and timely payment of incentives and overrides. Assist in the development of business cases to support strategies and investment proposals, including financial impact Provide monthly reporting on return on invested sales & marketing activities.

 

Performance Reporting & Insights

Provide weekly reporting and commentary on market, product, trade channel and individual top trade partner performance against targets and week over week. Identify trends, issues, and areas for growth and general recommendations for the Commercial team to implement. Provide insights to set targets and incentives to achieve overall business objectives. Manage weekly reporting of direct/ trade channel mix with trends and progress to quarterly/ annual targets. Provide weekly reporting and commentary to sales team. Produce and present sales analytics that provide forward thinking insights enabling strategic decision support. Assist with development of quarterly sales activity plan. Develop plan into quarterly sales targets, track and communicate performance to goal weekly.

 

Commercial Project Support

 

Participate on an as required basis on various commercial projects that are focused on driving improved trade channel performance, new ways of working with our trade channel partners

 

QUALIFICATIONS AND EDUCATION

Bachelor degree in Business or Finance +3 years’ experience in commercial planning, budgeting, forecasting and longer-term financial modelling in fast paced commercial organisations; Ability to collaboratively design, build and review financial models for significant business initiatives; Experience in working closely with non-finance functions such as sales & marketing and heads of department together with an ability to clearly communicate ideas and insights to non-finance; Experience working in multi market / regional focused roles is preferred Experience in an international, matrix-structured organization would be an advantage In depth understanding of financial KPIs Experienced user – Microsoft applications Experience in writing business cases and board papers Experience of delivering in international matrix organizations Excellent communication and engagement Ability to influence at all levels Team player, highly motivated and results driven with a positive ‘can do’ attitude Likes being challenged and challenging others Ability to thrive in a fast paced and dynamic environment