Commercial Analyst

The Commercial Analyst supports the commercial organization within a CRO environment by delivering data-driven insights on sales performance, pipeline development, and customer activity. This role is critical in managing KPIs, improving forecast accuracy, and ensuring transparent and accurate sales incentive calculations. The position works closely with Business Development, Finance, and Operations teams to drive profitable growth and optimize commercial performance.

Sales & Pipeline Analysis

• Analyze sales performance, order intake, and revenue trends across customers, projects, and therapeutic areas
• Monitor and evaluate the commercial pipeline using Salesforce data (opportunities, conversion rates, cycle times)
• Provide insights on business development performance and project progression

KPI Management & Reporting

• Define, track, and report key commercial KPIs (., pipeline value, win rates, revenue, margin, project lifecycle metrics)
• Develop and maintain interactive dashboards and reports in Power BI
• Ensure alignment and consistency of KPIs across commercial and finance teams

Sales Incentives Management

• Calculate and validate sales incentives based on defined compensation plans
• Track individual and team performance against targets
• Collaborate with Finance and HR to ensure accurate and timely incentive payouts

Forecasting & Commercial Planning

• Develop and maintain sales and revenue forecasts based on pipeline data and historical trends
• Partner with Business Development and Project Management teams to assess probability and timing of deals
• Support budgeting, S&OP inputs, and long-term commercial planning

CRM & Data Governance (Salesforce)

• Ensure data quality, completeness, and consistency in Salesforce CRM
• Support users in maintaining accurate pipeline and customer data
• Identify and implement improvements in CRM usage and reporting structures

Business Partnering & Insights

• Provide ad hoc analysis on pricing, margins, customer profitability, and project performance
• Support strategic initiatives such as account planning and portfolio optimization
• Translate complex data into clear insights and recommendations for senior stakeholders

• Bachelor’s degree in Business Administration, Finance, Data Analytics, or related field
• 3-6 years of experience in commercial analysis, sales operations, or business analytics
• Experience in CDMO, pharma, biotech, or life sciences industry strongly preferred
• Advanced Excel skills (data modeling, pivot tables, complex formulas)
• Hands-on experience with Salesforce CRM (reporting, pipeline analysis, data management)
• Experience with Power BI is a plus (dashboard creation, data modeling, DAX)
• Ability to analyze complex datasets and generate actionable insights
• Experience with forecasting methodologies and KPI frameworks
• Strong attention to detail and data accuracy
• Ability to work cross-functionally (Business Development, Finance, Operations)
• Proactive mindset with strong organizational skills