Commercial Manager

Core Accountabilities

• Evaluating performance across product lines, communities, floorplans, and buyer segments to identify patterns in demand, buyer behavior, and product-market fit.
• Making informed decisions about market trends, design preferences, pricing elasticity, and evolving buyer expectations to inform future product and community strategy.
• Synthesizing first-party and third-party research into actionable recommendations for product mix, land prioritization, and community planning.
• Applying AI-assisted analytical tools, predictive modeling, and emerging intelligence platforms to accelerate insight generation and improve decision quality.
• Owning Blue Heron’s pricing intelligence framework across communities, product lines, and inventory releases.
• Tracking price-per-square-foot trends, competitive positioning, absorption sensitivity, and demand indicators to guide pricing recommendations.
• Supporting commercialization of architectural options and upgrades through take-rate analysis, bundling strategy, margin modeling, and buyer positioning.
• Defining and articulating the positioning narrative for each community — including target buyer profile, competitive differentiation, and pricing strategy.
• Partnering with Land, Finance, and Revenue Leadership to ensure early-stage pricing and go-to-market assumptions align with both demand signals and financial objectives.
• Leading the ongoing competitive intelligence program across Blue Heron’s active and target markets.
• Monitoring competitor communities, pricing strategy, product offerings, sales velocity, and market positioning to support regional expansion analysis.
• Integrating MLS data, permit activity, economic indicators, and internal pipeline data into a continuous view of market conditions and Blue Heron’s competitive position.
• Delivering executive-level market summaries, strategic briefs, and competitive analyses to Revenue leadership.
• Identifying emerging demand gaps and product opportunities ahead of market movement.
• Building and maintaining the commercial intelligence layer for the Revenue organization.
• Establishing a consistent cadence of executive-ready reporting, including weekly market pulse updates, monthly community scorecards, and quarterly strategic briefs.
• Developing scenario models, forecasting analyses, and strategic narratives that support leadership decision-making.
• Continuously improving the speed, depth, and quality of insight delivery through evolving BI and AI capabilities.
• Ensuring leadership has a trusted, always-current view of market conditions, product performance, and commercial trends without needing to request ad hoc analysis.

What Success Looks Like

• Blue Heron operates with a clearer, more proactive understanding of buyer demand, market conditions, pricing strategy, and competitive positioning.
• Revenue discussions become insight-driven rather than anecdotal.
• Product strategy and community planning align more consistently with market demand and buyer expectations.
• New communities launch with stronger product-market fit and pricing confidence.
• Early warning signs around pricing friction, shifting buyer behavior, or market softening are identified before they materially impact performance.
• Revenue leadership is equipped with trusted, executive-ready intelligence that supports faster and better decision-making.
• The partnership between Commercial Intelligence and Revenue Operations creates a seamless loop between operational data collection and strategic interpretation.

Requirements

• Technical & Functional Acumen: Strong analytical capability across market analysis, pricing strategy, business intelligence, and commercial planning.
• Experience Synthesizing Data: Understanding of pricing models, product positioning, demand forecasting, and buyer segmentation.
• Proficiency with Tools: Proficiency with business intelligence and visualization tools such as Tableau, PowerBI, Fabric, or similar platforms.
• Leveraging AI: Comfort leveraging AI-assisted analytical tools, large language models, and predictive technologies to accelerate insight development.
• Executive Reporting: Ability to build executive-ready reporting, models, and strategic analyses.
• Business & Integration Mindset: Understands the relationship between product, pricing, buyer psychology, market conditions, and financial outcomes.
• Communication & Leadership: Communicates complex findings clearly, concisely, and persuasively to executive audiences.
• Collaboration & Influence: Leads through influence, credibility, and analytical rigor rather than positional authority.
• Market Awareness: Maintains awareness of downstream implications when evaluating pricing, positioning, or product strategy decisions.
• Systemic Thinking: Operates comfortably in long-cycle, relationship-driven luxury sales environments.
• Character & Professionalism: Deep intellectual curiosity combined with disciplined analytical structure.
• Accountability: Highly accountable with strong ownership mentality.
• Action-Oriented: Approaches emerging technology and AI as tools for better decision-making, not novelty.