This position is hybrid remote, with travel to York, PA required as needed. Candidates located in or near Lancaster, PA; Hershey, PA; Baltimore, MD; or Philadelphia, PA are preferred.
This is a highly analytical role that develops predictive commercial analytics that identify leading indicators of sales declines, customer attrition, pricing erosion, customer agreements (Rebates & Allowances), inventory constraints, and margin compression, enabling proactive action by Sales and Leadership and support business decision-making.
PRIMARY DUTIES
Pricing Strategy & Performance
- Define, monitor, and optimize key pricing and commercial KPIs, including price realization, margin performance, volume growth, mix, and customer profitability.
- Conduct Price-Volume-Mix (PVM) analysis to identify drivers of revenue and margin performance.
- Monitor pricing compliance, discounting trends, promotional effectiveness, and price leakage across all sales channels.
- Develop competitive pricing intelligence by channel and recommend pricing actions based on market trends.
Commercial Analytics
- Develop leading indicators and early warning metrics to identify risks before they impact sales or profitability.
- Analyze sales trends, customer behavior, and channel performance to identify opportunities and emerging risks.
- Identify declining customers, order frequency changes, reduced average order size, and other indicators requiring commercial action.
- Partner with Sales leadership to prioritize accounts requiring intervention based on predictive analytics.
Residential Distribution (Designer Channel)
- Monitor designer acquisition, activation, and retention metrics.
- Analyze repetitive ordering patterns, dormant designers, and customer lifecycle trends.
- Evaluate book/sample productivity and conversion rates.
- Track average unit sales, project frequency, and customer profitability.
- Analyze Paint & Wall Retailer performance, identifying growth opportunities and declining trends.
E-Commerce & National Accounts Analytics
- Develop channel-specific scorecards for eCommerce and National Accounts.
- Monitor sales trends, conversion, assortment performance, customer purchasing behavior, and profitability.
- Analyze fill rates, backorders, inventory constraints, and service levels.
- Measure promotional effectiveness and pricing p