Sr. Manager, Commercial FP&A
Position Summary
The Senior Manager, Commercial FP&A serves as the primary finance business partner to the Chief Sales Officer and Commercial leadership team. This role is responsible for leading financial planning, forecasting, sales performance analytics, customer profitability analysis, and executive reporting activities that support revenue growth, margin expansion, and strategic decision-making across the business.
Key Responsibilities
Lead monthly and annual financial planning processes for Commercial activities, including Budget, monthly forecasts, and Long-Range Planning.
Own the sales forecast process for both the United States and Canada.
Develop and maintain forecasts related to revenue growth and decline trends, gross margin and profitability, customer retention and churn, sales productivity, and strategic initiatives.
Identify risks and opportunities impacting commercial performance and recommend mitigation plans.
Develop and publish management reporting, dashboards, and financial analytics to improve visibility and decision support.
Lead analysis of sales performance across customers, product categories, regions, channels, and sales teams.
Develop and maintain customer churn analysis and identify opportunities to improve retention and profitability.
Perform growth and decline analysis to identify underlying business drivers and emerging trends.
Develop reporting and KPIs to measure revenue growth, gross margin performance, customer retention, sales productivity, and customer profitability.
Lead financial support for sales compensation and commission programs.
Partner with Sales leadership and Human Resources to design, model, and administer incentive plans.
Develop reporting and analytics to measure sales representative productivity and performance.
Evaluate the effectiveness of incentive programs and recommend improvements.
Own all sales and demand-related financial analytics and materials supporting the Supply Chain, Inventory, Operations, and Procurement (SIOP) process.
Prepare financial presentations and executive reporting for recurring SIOP meetings.
Provide insights on sales trends, demand assumptions, inventory implications, forecast risks, service levels, margin performance, and revenue outlook.
Translate commercial and operational metrics into financial impacts and recommendations.
Pricing & Margin Management
Partner closely with the Pricing team to develop and maintain financial assumptions supporting forecasts and long-range planning.
Incorporate pricing actions, margin targets, and strategic pricing initiatives into the forecasting process.
Evaluate the financial impact of pricing decisions and recommend opportunities to improve profitability.
Ensure alignment between Commercial Finance and Pricing on assumptions and strategic initiatives.
Commercial Business Partnership
Act as the primary finance advisor to the Chief Sales Officer and Commercial leadership team.
Collaborate cross-functionally with Pricing, Operations, Supply Chain, Accounting, and FP&A teams to drive enterprise objectives.
Provide ad hoc financial analysis and executive support for strategic initiatives and leadership requests.
Process Improvement & Strategic Initiatives
Lead initiatives involving forecasting improvements, reporting optimization, planning system enhancements, and process automation.
Identify opportunities to streamline reporting processes and improve forecast accuracy.
Support implementation and enhancement of financial and commercial systems.
Team Leadership
Develop, mentor, and manage team members to ensure delivery of high-quality, timely, and actionable financial analysis and reporting.
Foster a collaborative, high-performance team environment focused on continuous improvement and business partnership.
Qualifications
Bachelor’s degree in Finance, Accounting, Economics, or related field.
8+ years of progressive experience in Finance, FP&A, Commercial Finance, Sales Finance, or Business Analytics.
Experience supporting Sales and Commercial in product-based industry (e.g., distribution, manufacturing, wholesale, or aftermarket/industrial goods).
Strong financial modeling, forecasting, and variance analysis capabilities.
Demonstrated experience managing budgeting, planning, and reporting processes.
Advanced Excel and financial systems proficiency.
Strong communication, presentation, and stakeholder management skills.
Preferred Qualifications
Experience supporting executive-level business partners, preferably a Chief Sales Officer or Commercial leader.
Prior experience in a private equity-backed companies.
Experience with sales forecasting and demand planning processes.
Experience with customer profitability and churn analytics.
Experience with sales incentive and commission programs.
Experience with business intelligence and visualization tools (Power BI, Tableau, Snowflake, etc.).
Prior people management experience.
Key Competencies
Strategic business partnership.
Financial planning and analysis.
Commercial and sales analytics.
Revenue forecasting.
Customer profitability management.
Executive communication.
Leadership and talent development.
Problem solving and critical thinking.
Process improvement and automation.
Cross-functional collaboration.
Results orientation.
Executive presence and influence.
Success Measures
Forecast accuracy and financial predictability.
Revenue and margin performance.
Customer retention and churn improvement.
Timeliness and quality of reporting.
Sales forecast accuracy for the United States and Canada.
Effectiveness of sales incentive programs.
Quality of strategic customer reviews and contract analysis.
Process efficiency improvements.
Stakeholder satisfaction and partnership effectiveness.
Team development and engagement.
Pay
USD $140,000.00 - USD $160,000.00 /Yr.