Commercial Program Manager

Job Purpose

The Commercial Program Manager role is a high impact, highly cross functional and high energy role. Responsible for working with our team of Commercial Strategy Managers, Sales Leaders, Marketing Managers and Product team amongst others to support the strong execution of our commercial strategy and to turn it into impact. Primarily focusing on our Field Sales product lines, you will be accountable for analysing sales performance of different product lines, implementing promotions and campaigns to boost performance and managing the commercialisation of new products as well as the wider product life cycle with the commercial team.

Analytical, a strong communicator and team player, you will be working in a large matrix organisation and a fast paced, results driven team. A typical day will include coordinating efforts with marketing for promotional activities, providing guidance to specialised sales teams, optimizing channel sales strategies, and ensuring master data, sales operations, planning/logistics are equipped with the necessary information to operate effectively.

Your role will be EMEA based, reporting to the EMEA Commercial Strategy Director – Field Sales, but will require you to work extensively with our global teams in Product, Marketing and Sales.

• Support with the development and lead execution of annual strategic growth plans for IG/FCAL/FNET/FPI & CMA product lines within EMEA region
• Analyse business performance alongside industry and market trends to identify growth opportunities
• Establish and monitor key performance indicators to ensure that sales performance at the product line regional levels are on track to meet or exceed goals
• Partner with business unit leadership and Regional Sales & Marketing leadership to execute marketing plans
• Define and deploy marketing and lead generation campaigns designed to grow end user market or increase market share specificity around product growth, share gain and market making with strategic verticals
• Own the campaigns & promotions pricing, in alignment with business cases and financial targets
• Coordinate activities of regional marketing & sales teams to support new products, commercial and marketing activities
• On New Product Introductions:
• Create Regional Marketing Plan and manage the cross functional implementation of the plan (demand gen, awareness, channel marketing and assets)
• Partner with business unit leadership and Regional Sales & Marketing leadership to create EMEA go-to-market strategy and execution plan
• Partner with marketing, sales and channel partners to manage new product introduction training, demo deployment across EMEA region
• Create and maintain key performance indicators of NPI success

Commercial Planning

• Own the annual and quarterly commercial plan for assigned product lines
• Ideate on, build and drive execution of all commercial programs with all internal stakeholders like Marketing, Sales, Inside Sales, Sales Operations
• Comprehensively report on progress of commercial activities through bowlers, narratives and monthly L2 KPI reviews
• Act as stakeholder for regional and global agile teams in the marketing organization

Commercial Excellence

• Through FBS tools like Daily Visual Management drive prioritization and resource allocation within commercial teams based on targets and performance
• Through solid Voice of Customer (VOC) skills, market understanding, and customer proximity be able to drive market segmentation, transformative marketing, value selling and sales process optimization within relevant teams
• Actively embrace, drive and report on problem solving related to agreed commercial programs and priorities
• Represent Fluke, the commercial team and/or the workflow on internal congresses, strategic distributor events, exhibitions etc
• Continuously, through analysis of proprietary data and/or market data, assess opportunities for growth

• Bachelor’s degree in marketing and/or business
• A minimum of 5 years’ experience in marketing, sales or product management working in organizations with highly advanced, innovative technical products
• Experience with sales and/or marketing of…