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Commercial Channel Product Marketing Specialist

North Ryde, Australia

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Job ID R032475 Date posted Sep. 02, 2019

Are you keen to work in a dynamic Marketing environment where you can bring in your innovative ideas and work cross-functionally to develop first-class marketing programmes? We are looking for a Commercial Channel Merchandising Manager to join us in Sydney and work with our Sales team to accelerate the growth of our Client solutions.  

Dell is a collective of customer-obsessed, industry-leading visionaries. At our core is a commitment to diversity, sustainability and our communities. We offer unparalleled growth and development opportunities for our team members. We believe that technology is essential for driving human progress, and we’re committed to providing that technology to people and organizations everywhere, so they can transform the way they work and live.  
Merchandising is the execution and adjustment of the Business Unit plan in Quarter for Distribution Stock & Sell through the 4Ps (Product, Pricing, Promotion, Place) and is the core connection point to distribution partners   They deliver the product and configuration plans to our partners that enables optimal sell in and sell out in order to hit our PnL goals for channel. They use market and competitive data to decide on configuration selection for their market and partner and drive promotional and messaging activity – both planned and adhoc as needed to drive the business in quarter. While the Merchandising manager is responsible for the product, placement and price they do not own to channel and through channel marketing or the sales engagement and POs for our distribution partners. Merchandising rely heavily on Product Line Marketing and Pricing Team analytics to guide their decisions on configurations, placements and promotional activity and spend.   

Lead Channel Merchandising & country Price books:

Own the Price book (SPL) for Distribution Stock & Sell. Select the right configurations/ SKU’s for different markets. Provide oversight on merchandizing managers are expected to work across local and regional marketing and sales teams within the Business Unit and Commercial/Enterprise Sales Marketing to achieve the in-quarter plan.  The team uses Market analytics to decide on SSL configurations for their market and to drive the weekly sell in and out with partners in order to hit RUM targets    

Drive Sell Through Promotions:

Quarterly plan of promotions that can be either monetary offers (money off, free S&P or Services etc) or purely through messaging. The promotions support the overall Dell Client Solutions SnS strategy in the quarter and aligns to, supports and strengthens the overarching campaigns as decided by Global Client Solutions marketing and executed by Country Commercial/Enterprise Marketing. Merchandisers give input into the Promotional roadmap with country relative information of product and seasonal needs and unique Distribution partner and reseller needs/wants. Merchandising meets weekly with Distribution sales to communicate the promotional plan agreed in previous meeting  

Engage APJ Channel leaders to drive Distribution Revenue/Unit/Margin (RUM) plan:

Initiate short & medium term actions to drive SnS RUM, DSI or Ageing goods. Merchandising monitors these key KPIs in the weekly business meeting cadence and takes actions on promotions within their decision remit for immediate execution in SnS. Merchandising communicates and briefs internal and external partners and monitors results of promotions to ensure continual learning of effectiveness is made. Merchandising meets weekly with Client Solutions marketing and Business Unit planners to review prior week sell out and inventory (DSI and Ageing) and takes decision on adhoc promotional activities needed to drive these 3 KPIs and hands over to Commercial/Enterprise marketing to communicate the holistic promotional and marketing plan to distribution and reseller partners  

Key Responsibilities  

 Manage promotion plan across channels following Commercial/Enterprise Marketing campaign monthly focus

 Work with cross functional Client team (Product, Pricing, Marketing, Channel sales) deploying to the field

 Lead & own competitive Channel SPL for all markets

 Price point mix assortment for Channel partner profitability at account level yielding agreed sell through ratios of SPL offers

 Discount offer price for promotions plans by offer to achieve financial RUM goals in quarter

 Weekly Engagement with Partners on Sell in, Sell Out and Market intelligence

 Create ad hoc promotions for slow and aging Dell or Channel inventory

 Sales communications for inventory & availability

 Provide SSL demand input for channel with actions for sell through of aging and excess  Collaborate with Online merchandise on   

Qualifications & Requirements:  
 12 years of relevant experience in a product marketing / marketing / Brand role  

 Bachelor degree/equivalent; MBA a plus.  

 Good understanding of Commercial PC markets. Channel experience preferred.

 People management experience to lead a team of Merchandisers in countries.

 Strong organizational and planning skills.  

 Excellent presentation and influencing skills.  

 Effective communication skills, both verbal and written.  

 Flexibility to travel around Asia as required.  

 Ability to thrive in a high-growth, fast-paced and demanding environment.  


Our people are the most critical component of our long-term success and their health and wellbeing are our priority. You will enjoy a comprehensive, locally competitive benefits package.  

Dell is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex (including pregnancy), sexual orientation, gender identity and/or expression, national origin, protected veteran status, disability, genetics, or citizenship status (when otherwise legally authorized to work) and will not be discriminated against on the basis of such characteristics or any other status protected by the laws or regulations in the locations where we operate. Dell encourages applicants of all ages. 

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