Channel Economics and Contribution Analytics Director

The mandate

This project will create a comparable view of contribution across direct, assisted and partner-enabled routes without revealing any organisation-specific channel strategy in the public brief. Current analyses use different cost boundaries and attribution rules, preventing confident decisions about investment, service intensity and migration between routes.

Four required artifacts define the assignment: an attribution and cost-boundary policy, channel contribution model, decision pilot covering selected choices, and governance-and-transfer pack. The consultant must expose overlap and customer movement without allocating every shared cost in a way that falsely implies avoidability.

Milestones fall at weeks four, nine, fifteen and twenty. The Commercial Finance Sponsor accepts policy and model; a joint decision group accepts the pilot; the CFO delegate accepts final governance. Acceptance requires reconciliation to controlled totals, transparent residuals, sensitivity around contested attribution and independent reproduction by internal analysts.

The client will provide approved aggregated activity and financial extracts, current route definitions, named cost and revenue owners, historical decision cases and controlled access to subject-matter expertise. If attribution cannot be evidenced, the consultant will present bounded alternatives. Data gaps do not authorise invented precision and are handled through the dependency log.

What you will own

• Define route, interaction and conversion events consistently enough to track movement without misrepresenting multi-channel journeys.
• Set contribution boundaries that distinguish direct, attributable, avoidable and shared economics for different decision horizons.
• Reconcile channel views to controlled financial totals and explain overlap, timing, unassigned balances and methodology differences.
• Quantify acquisition, assistance, fulfilment, retention and migration effects through ranges appropriate to source-data quality.
• Create decision tests for shifting investment or service activity, including capacity, cannibalisation and customer-response dependencies.
• Pilot the model against three historical and two forward choices, comparing model implication with observed or approved outcome.
• Establish attribution-change control, exception review, measure ownership and a schedule for recalibrating assumptions.
• Transfer model operation through analyst reproduction, scenario challenge and documented sign-off of remaining limitations.

Candidate qualifications

• Fourteen or more years in commercial FP&A, contribution analytics or route economics with Director accountability.
• Evidence of building multi-route economics where overlap and customer movement made simple attribution misleading.
• Strong capability in incremental contribution, cost behavior, assisted conversion, cannibalisation, cohort movement and reconciliation.
• A worked example of presenting bounded attribution alternatives rather than claiming certainty unsupported by data.
• Experience linking analytical outputs to real allocation decisions and backchecking their subsequent economic effects.
• Ability to maintain privacy through aggregate analysis and refuse uses that extend beyond legitimate planning purposes.
• Proof of transferring a complex model to internal analysts through reproduction tests rather than passive training.

Working terms and boundaries

• The five-month, five-day-week commission contains four milestones, each requiring written acceptance against stated criteria.
• Deliverables are limited to policy, contribution model, five-case pilot and transfer pack; implementation of commercial changes is excluded.
• The consultant can recommend analytical treatment but cannot choose routes, set prices, alter partner terms or direct customer activity.
• Approved aggregated extracts, definitions, owner access and historical cases are required client inputs tracked through formal dependency control.
• Completion requires reconciled totals, an accepted pilot, closed critical defects and successful internal reproduction of key outputs.

Application

Applications for this mandate are received in one way only: through the India Board Terminal's application process. It is automated end to end. Your Executive Passport travels to the mandate holder in its confidential form, your answers to the three questions below are read before anything else in your file, and every stage that follows is recorded on your applications page.

There is no address to write to and no intermediary to call. The mandate holder reads what the Terminal delivers and nothing else, which is what keeps the process the same for every applicant and keeps your name out of it until you release it. Applications close on 8 October 2026. Mandate reference FPA-CON-2026-MAD-20.