Commercial Analyst
Role Overview
The Commercial Analyst supports equipment sales and rental operations through financial analysis, cost visibility, and commercial reporting.
The role is a hands-on individual contributor with no direct reports and serves as a liaison among Sales, Accounting, and Finance.
The position analyzes transactions and recommends improvements while following functional controls; Accounting and Payroll process approved entries and payments, the Controller controls accounting treatment, and commercial leadership approves pricing and deals.
Key Skills for This Role
Full Job Posting
Role overview
The Commercial Analyst supports equipment sales and rental operations through financial analysis, cost visibility, and commercial reporting.
The role is a hands-on individual contributor with no direct reports and serves as a liaison among Sales, Accounting, and Finance.
The position analyzes transactions and recommends improvements while following functional controls; Accounting and Payroll process approved entries and payments, the Controller controls accounting treatment, and commercial leadership approves pricing and deals.
Deal analysis and margin support
- Review proposals and completed transactions for pricing, equipment and chassis costs, upfits, attachments, freight, setup, inspections, repairs, trade-ins, discounts, and OEM credits.
- Maintain deal economics, including carrying costs, commissions, and transaction expenses; distinguish accounting gross profit from broader deal contribution using Finance-approved definitions.
- Identify missing or duplicate costs, pricing errors, unsupported credits, and inconsistent assumptions; reconcile estimated to actual margins and recommend improvements.
- Track expected costs with Accounting to support complete profitability analysis.
Rental contracts and commissions
- Review rental and rental-purchase option rates, terms, billing, payments, purchase credits, and conversion calculations; flag inconsistencies and evaluate profitability with the rental team.
- Prepare commission calculations, splits, overrides, and incentives under approved plans; validate profit basis and eligibility, reconcile exceptions, and submit documented calculations for approval and payroll processing.
Inventory and working capital
- Report inventory cost, age, turn, location, availability, and committed status by unit and product segment; reconcile records across inventory, sales, and accounting.
- Track floorplan and carrying costs, upcoming interest exposure, and aged inventory; provide Product Line Managers with analysis for stocking, pricing, and disposition decisions.
Reporting and coordination
- Build and maintain Excel models and recurring reports using Power Query, pivot tables, lookup formulas, data validation, and approved add-ins or connectors.
- Combine, scrub, and reconcile CRM, rental, inventory, and accounting data; investigate discrepancies, verify corrections, and document sources and assumptions.
- Prepare schedules and explanations for financial analysts covering margin variances, inventory trends, rental performance, and commercial forecasts; coordinate follow-up with Finance and Sales.
- Explain accounting requirements to sales managers and communicate deal structures and commercial considerations to Accounting.
- Support month-end review with transaction documentation and supporting calculations.
Requirements
- Hands-on individual contributor role with no direct reports.
- Ability to analyze commercial transactions and validate direct and indirect costs.
- Ability to prepare supporting schedules, reconciliations, financial analyses, and documented calculations.
- Ability to build and maintain Excel models and recurring reports using Power Query, pivot tables, lookup formulas, and data validation.
- Ability to combine, scrub, and reconcile CRM, rental, inventory, and accounting data, documenting sources and assumptions.
- Ability to communicate findings clearly to internal leadership and financial analysts and coordinate with Sales, Accounting, and Finance.
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