Commercial Channel Product Marketing Specialist – DELL – Australia


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 i

Quarter for Distribution Stock & Sell through the 4Ps (Product- Pricing

Promotion- Place) and is the core connection point to distribution partner

They deliver the product and configuration plans to our partners that enable

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)

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

 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.

Job Family: Marketing Job ID: R032475