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Job Description Segment Manager's primary responsibility is to gather valuable industry insights from a user perspective through interviews, research, and customer & partner engagement. They will use these industry insights to collaborate with Sales and Marketing teams, shaping effective marketing campaigns & strategies.

They are tasked to analyze competitive data, monitor industry trends, and develop customer value propositions. Additionally, they'll lead sales enablement efforts, develop industry-specific go-to-market programs, and ensure their successful execution in alignment with business goals.

Their role also involves continuous self-development, supporting sales counterparts, and fostering relationships with industry stakeholders, all of which contribute to the organization's market positioning and business growth.

DUTIES AND RESPONSIBILITIES:

Market Insights 

Drives the market insights generation from a user/buyer and seller perspectives through effective in-depth interviews, participation to industry’s relevant engagements/events, customer immersions and from industry association’s research/industry publications/paid research data subscriptions.

Leverages on market insights for deeper customer understanding in defining the segment’s customer needs and growth opportunities aimed at recommending/ creating product offerings and effective go-to-market strategies and plans. 

Leads the analysis and synthesis of insights that is comprehensive and relevant to the internal stakeholders, mainly Sales and Marketing that will help enable them in formulating their respective product marketing strategies. 

Analyzes competitive information with a forward perspective resulting to actionable critical insights to its marketing programs. 

Regularly monitors the industry and competitive environment in determining market and technological trends and key performance indicators 

Relates competitive information/activities with both internal (data-driven) and external (research, macro-economic, regulatory) customer information to arrive at richer customer value propositions 

Sales Enablement

Recommends Segment Marketing-initiated program, develops and provides sales organization with the information, content, and tools that will help sales successfully engage the client throughout the buying process, in collaboration with Product Marketing teams and Brand Communications. (e.g. animated video for total portfolio, deck on product portfolio)

Leads in formulating industry-specific use cases for enablement tools/materials by maximizing on market insights and business intelligence data which in turn, helps in the overall communication and selling of the products/solutions. 

Initiates close collaborations with key stakeholders in Product Marketing and Branding/communications’ in the conceptualization and ensure agreed implementation plans in executing the sales enablement materials/tools.

Implements other special enablement initiatives identified by Management through efficient program management by providing relevant industry insights, organizing project completion, seamless coordination with key support teams towards timely project delivery. (e.g. Account Plan)

Creates and entice internal learning sessions for Sales and other stakeholders in helping enable the organization for deeper understanding of relevant technologies impacting the industry, trends and practices. 

Go-to-Market 

Act as the go-to-market arm of Product/Solutions’ Marketing in terms of developing industry-specific strategies and programs to support the growth of the overall business performance.

Development and implementation of go-to-market industry-specific strategies and programs shall entail the following:

- Establishing the industry snapshot and landscape, profile and sub-segments using market insights and business intelligence data.

- Reviews the overall business and industry performance, conducts analysis of data and insights in identifying demand or key growth opportunities in the industry.

- Recommends the overall approach/positioning of our brand in the industry in relation to the target market and product/solutions’ focus identified.

- Conceptualize an effective go-to-market program that is fully aligned with the overall industry strategy in generating the leads and business gains in collaboration with key stakeholders, mainly Sales, Product /Solutions’ Marketing, Marketing Communications inclusive of inter-departmental collaborations too.

- Plans the program execution by identifying the necessary work plan, processes, budget and implementing guidelines/mechanics subject to timely execution, monitoring and post mortem report.

- Leads and implement the actual go-to-market programs guided by the approved overall program work plan. 

- Negotiates, aligns and work with external parties identified in the overall plan in executing the program (e.g. vendors, suppliers, partner associations, event partners, customers/accounts). 

- Conducts the effective communication of programs to Sales and other internal stakeholders to ensure alignment and seamless implementation. 

- Reviews and approves both internal and external communication materials (e.g. PR, ICON) in alignment with the overall go-to-market strategy and plans. 

- Identify actionable insights and ensure capturing of leads generated and other business opportunities as a measure of program success. 

- Recommends segment marketing plans for the Enterprise business, products and services to develop/reinvent/redefine value propositions in different industry verticals served

- Determines and develops high-level relationship with critical stakeholders of the respective industry organizations, partners and governing institutions to further enable insights generation, business opportunity identification and collaborative go-to-market programs.

Others

Leads continuous self-development in enhancing skills and capabilities for agility by identifying training requirements in collaboration with Immediate Superior. 

Provides strong support to its respective counterparts in Sales by constant engagement and collaboration to ensure fulfillment of go-to-market plans and programs.

Participates in select /critical customer engagement/account level activities where a Segment Marketing representative will be required. 

REQUIREMENTS

WORKEXPERIENCE:

Minimum 3years experience in Brand Management preferably in the telcoM Industry, FMCG or FSI Industry

Experience in B2B Marketing is preferred

LEVEL OF KNOWLEDGE:

Experience in B2B Marketing is preferred

Proficient in Brand Building, Communications Strategy, and PR

Proficient in Marketing Strategy, Planning and Implementation

Proficient in Project Management

Proficient in Strategic Partnerships & Alliances

EDUCATION:

A Bachelor’s degree in Marketing, Business Administration/ Management, or a related field is required

SOFT SKILLS:

Analytical Thinking: Ability to critically analyze data, identify patterns, and derive meaningful insights to drive decision-making

Communication: Excellent verbal and written communication skills to convey complex data insights and strategic recommendations clearly and effectively to diverse stakeholders

Collaboration: Strong interpersonal skills to work effectively with cross-functional teams, including marketing, sales, IT, and executive leadership

Problem-Solving: Creative and proactive approach to identifying problems, generating solutions, and implementing improvements in marketing strategies

Leadership: Ability to lead projects, influence stakeholders, and drive initiatives that align with business objectives and goals

Time Management: Strong organizational skills to manage multiple projects, prioritize tasks, and meet deadlines in a fast-paced environment

Adaptability: Flexibility to adapt to changing market conditions, business priorities, and technological advancements

HARD SKILLS:

Marketing Foundation

Strategy Development

Data Analysis

Customer insight

Presentation and Communication

Campaign Optimization: Knowledge of optimization techniques and strategies to improve the performance and ROI of marketing campaigns

Project Management: Competence in project management methodologies and tools to effectively plan, execute, and monitor marketing projects

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