Director of Commercial Marketing

Clearwater, FL

The Director of Commercial Marketing is responsible for driving the go-to-market positioning, marketing strategy, and industry segmentation for the entire Commercial product offering by leading the go-to-market process for new and existing products in order to ensure revenue targets and other key performance indicators (KPIs) are met. In addition to owning the go-to-market process, this individual will function as the primary product evangelist for all Commercial products. In this capacity, the Director of Commercial Marketing will clearly define the Company value proposition and target markets, as well as ensure all appropriate internal and external audiences clearly understand that value and are able to communicate it effectively. This role will also contribute to the entire product lifecycle, from conceptualization through informing lead generation, and ultimately product sale and field and channel enablement for all PODS products and services.

The ideal leader will have a combination of visionary, strategic and pragmatic skills, encompassing both strong strategic product marketing abilities and hands-on tactical involvement. This position will lead analytics and reporting for the commercial function along with drive acquisition of our most profitable customers in our most profitable channels

This is a highly visible leadership role, driving joint initiatives across cross-functional teams, and be considered a key leader driving PODS’ growth for the future. This position possess a combination of marketing, partnerships, revenue management, quantitative, and planning skills, with exceptional collaborative and execution skills.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Establish the go-to-market vision, strategy and model for the Company product portfolio and communicate that vision and strategy across the organization
Develop deep understanding of the buying audience for the organization by conducting research and gather insights about target personas, buyer needs and the purchasing decision process
Define market/industry segmentation and targeting in order to clearly identify the market opportunities for the product portfolio and partner with marketing leaders to build business cases for expanding market presence or entering new markets
Create product positioning, value propositions, and messaging that resonates with the buying audience; ensure that Marcom is providing messaging for use by downstream marketing functions such as demand generation and content teams
Develop the competitive positioning for the product portfolio by using competitive analysis, direct research, feedback from sales teams, as well as input from the Residential marketing team
Establish strategies to drive upsell and cross-sell opportunities for the product portfolio, and work through the formalized customer marketing function to execute on those strategies
Monitor and report on the performance of the product portfolio, results of related sales and marketing efforts
Leads strategic thinking related to how we drive acquisition of new customers for the company
Develop positioning and messaging that resonate with customers, communicating product features/capabilities in terms and categories that customers understand
Know the customer and have close relationships with important customers and be able to evangelize how our products have been successful in different customer scenarios
Work with sales to understand the sales cycle such as buyer personas, sales motions and adoption barriers and work with a cross functional team to streamline the sales cycle
Create sales enablement materials that help sales reps and partners effectively position and sell our products and services against the competition
Develop and execute go-to-market campaigns including product launches, briefing industry analysts and press, developing product collateral and sales tools and driving product launch plans
Leverage insights to define and understand target customers and leverage tools to reach them in the right places at the right time with the right messages in the right order
Identify the most profitable channels, segments, geographies, products, and customers

MANAGEMENT & SUPERVISORY RESPONSIBILTIES

Typically reports to Chief Strategy and Digital Transformation Officer
Job is directly responsible for managing other associates

JOB QUALIFICATIONS:

Essential Skills, Abilities and Example Behavior(s)

Customer Focus: Providing service excellence to internal and/or external customers
Results Orientation: Focusing efforts on achieving high quality results consistent with the organization's standards
Teamwork/Collaboration: Working collaboratively with other to achieve organizational goals

JOB QUALIFICATIONS:

Education & Experience Requirements

High level of personal and professional integrity and trustworthiness with strong work ethic and the ability to work independently with minimal direction
Bachelor's degree (B.S.) in marketing or business administration; MBA desired but not required
10+ years in product marketing leadership
Experience in full product lifecycle management from business planning to launch to program management and measurement
Strategic and analytical mindset with demonstrated ability to simplify complex concepts and articulate uniquely differentiated value propositions to both technical and business audiences
Strategic, critical but creative thinker, strong business sense and excellent financial skills
Proven record of leadership and managing a marketing organization with global responsibility and establishing long term strategic growth initiatives
Be a good storyteller. Have the ability to communicate that story verbally and in writing
Great track record in attracting and selecting a diverse pool of top talent
Familiarity with appropriate technologies