Role Purpose
Drive commercial performance visibility, governance, and executive storytelling across regions by delivering high
quality insights, structured reporting, and actionable analytics.
This role sits at the intersection of business, analytics, and leadership communication, enabling senior stakeholders to
make informed decisions through QBRs, performance reviews, and strategic insights
Core Responsibilities
1. QBR & Executive Performance Storytelling
• Lead preparation of Quarterly Business Review (QBR) materials for regional and leadership forums
• Develop performance trend analysis and regional footprint views (EMEAA/global)
• Validate KPIs and insights with Commercial and Global Account teams
• Craft clear, outcome-driven narratives aligned to business priorities
• Ensure consistency in KPIs, messaging, and visual storytelling across presentations
• Deliver leadership-ready decks with minimal rework
2. Monthly Commercial Performance Reviews
• Develop and publish monthly commercial review packs covering:
➢ Pipeline performance
➢ Revenue progress and opportunity tracking
➢ Key risks and performance gaps
• Facilitate monthly review discussions with country teams
• Identify actionable insights and improvement opportunities
• Track closure of actions and follow-ups
3. Client & Leadership Engagement Materials
• Create high-quality materials for client meetings, conferences, and leadership reviews
• Develop:
➢ Regional overview dashboards
➢ Airline/customer contract summaries
• Pipeline and competitor intelligence snapshots
• Ensure standardized, executive-ready presentation formats
• Collaborate with commercial teams to maintain up-to-date market intelligence
4. Target Setting & Budget Planning Support
• Support annual planning and budgeting cycles
• Consolidate and validate:
➢ Renewal pipelines
➢ New business opportunities
➢ Country-level inputs
• Conduct deep-dive analysis with markets on performance drivers
• Support THC benchmarking and cost recovery strategy development
• Partner with Finance on margin improvement and recovery initiatives
5. Pipeline Governance & Performance Tracking
• Own pipeline hygiene and governance frameworks
• Maintain and refresh opportunity registers (weekly/monthly)
• Track:
➢ Stage movements
➢ Wins/losses/slippages
➢ Forecast vs actual performance
• Build and manage action trackers for key accounts and lanes
• Prepare leadership summaries highlighting wins, risks, and focus areas
6. Data Quality & KPI Governance
• Define and maintain KPI dictionary and calculation logic
• Ensure consistency and standardization of metrics across reports
• Conduct data validation checks and reconciliation
• Manage data issue logs and resolution tracking with BI/IT teams
• Ensure audit trails, version control, and transparency in reporting
7. Ad-hoc Commercial Analytics Support
• Provide on-demand insights to regional teams on:
• Capacity trends
➢ Market share
➢ Pricing and yield analysis
• Support urgent business scenarios (pricing decisions, customer deep dives)
• Act as a central coordination point for analytics requests
8. Pricing / THC Support & Issue Resolution
• Support THC benchmarking cycles and data consolidation
• Track uplift implementation vs plan and highlight gaps
• Handle pricing-related queries and discrepancies
• Ensure timely resolution and proper documentation
9. Automation & Standardization
• Develop standard templates for QBRs, review packs, and trackers
• Create reusable tools for:
➢ Pipeline tracking
➢ Action management
➢ Pricing and performance monitoring
• Drive basic automation (PowerQuery, Excel models, refresh processes)
• Improve efficiency by reducing manual effort and turnaround time
Success Metrics (KPIs)
• Timely delivery and quality of QBR and monthly review packs
• Leadership feedback on clarity and usefulness of insights
• Pipeline accuracy and action closure rates
• KPI consistency and data accuracy across reports
• Turnaround time for ad-hoc analytics requests
• Reduction in reporting errors and rework
• Adoption of templates and standardization frameworks
Qualification
• Bachelor’s degree required; MBA preferred
• 3–5 years of experience in Commercial Analytics / Business Analytics / Strategy / Sales Operations
