Sales Analytics Senior Analyst

Description

Job Summary

The Sales Analytics Senior Analyst role’s primary responsibility is the planning, forecasting, and reporting of sales activity. This includes booking and revenue performance as well as sales and marketing investment, trade commissions, incentives, and sales expenditure (including Co-op expenditure). This role guarantees a data-driven approach to the commercial development and resource optimization of the company.

Essential Job Duties

STRATEGIC

• Budget – define the trade partner’s annual guest/revenue budget and commission program.
• Work with local commercial/sales/finance team to build trade agreement contracts, developing quarterly targets for travel agent commission, overrides and trade incentives.
• Commercial analysis – conduct analysis of internal and external business trends to direct the commercial activities of the local office.
• Costs - Optimize total cost of sales and align local market goal and actions to headquarters strategy and priorities.

REPORTING AND FORECASTING

• Revenue Reporting – develop and run daily, weekly, and monthly reporting of the trade and direct channels booking performance. Provide regular updates on territory and travel agents/trade partners performance identifying successes, risks, and opportunities.
• Distribution Reporting – develop and run monthly reporting of travel agent booking performance, commission, and overrides. Monitor contracted travel agent partners versus annual growth targets.
• Sales team Reporting – set the quarterly revenue targets for the Sales Team/Business Development Managers’ sales territories; regularly track and report on their performance.
• Forecasting – Provide support in the budgeting and forecasting definition (revenues, commission, travel agent growth targets and sales and marketing costs). Track Annual and Quarterly Sales revenue and passenger goals for external Trade Partners.
• Others – Prepare reports and dashboards for sales team to include in presentations to clients / potential clients.

SALES, MARKETING AND REVENUE MANAGEMENT

• Sales – Work with Sales channel owners to form a strategy, review and interpret business performance, and provide guidance on adjustments to sourcing and tracking, as well as on activities and promotional plans for the trade channel.
• Conduct breakeven analyses of special offers comparing cost and revenue dilution with expected increase in sales volume and revenue. Analyze promotion and account performance post-mortem and use findings to inform future offer decisions.
• Marketing – Evaluate the potential impact of Marketing promotions or prospective programming elements (ROI) by reviewing pertinent sales data, trends and comparable examples to forecast sales.
• Travel Agent Database – work with the Sales team to regularly update and cleanse the travel agent database.
• Ad hoc analysis – work with the leaders of the Sales, Marketing, Reservations and Revenue Management functions to provide ad hoc analysis as required.

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Functions, duties, responsibilities, and activities may change at any time with or without notice.

Work Environment

Works in a typical office environment with quiet-to-moderate noise generated by computer printer, fax machine and light traffic.

Physical Demands

Requires sitting, standing, walking, bending, and reaching. May require lifting or pushing up to 25 pounds. Requires manual dexterity sufficient to operate standard office machines such as computers, fax machines, calculators, the telephone, and other office equipment.

Expected Hours of Work

The position is full-time and frequently requires working additional time outside of normal business hours.

Requirements

Education: Bachelor’s Degree in a business field of study

Experience: 3+ years of experience in a commercial role (e.g., revenue management, business analytics)

Skills/Qualifications:

• Strong analytical skills
• Self-starter, able to work with little supervision.
• Flexible approach to responsibilities with ability to pivot and adapt quickly.
• Proficiency in MS Excel (advanced skills), Word and PowerPoint
• Able to present data and findings concisely and simply to a broad audience.
• Able to simultaneously balance short- and long-term priorities.
• Strong written and verbal communications
• Strong interpersonal skills at all levels of the business, a team player
• Approachable and helpful