ANZ eComm Commercial 4P Lead

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Description and Requirements

Role Purpose

The ANZ eComm Commercial 4P Manager is responsible for shaping and executing the commercial 4P strategy (Product, Price, Place, Promotion) across all eCommerce routes to market, with a strong focus on Commercial/SMB outcomes. This role drives profitable growth by leading category enablement, product lifecycle management, pricing governance, promotion strategy, and portfolio planning. It acts as the critical link between sales, marketing, supply chain, analytics, global teams, and external partners to deliver sustainable revenue, margin, and market share outcomes.

Role Scope

This role owns commercial portfolio planning and execution across the full product lifecycle, including New Product Introductions (NPI), in-quarter trading, promotions, pricing governance, and end-of-life (EOL) management. The incumbent leads quarterly COMEBACK plans and yearly STAMP planning, manages PxQ, and continuously optimizes plans based on market dynamics, inventory position, and performance trends.

The role requires strong analytical capability, stakeholder influence, and the ability to operate in a fast-paced, ambiguous environment while maintaining commercial discipline and governance.

• Own the end-to-end 4P strategy for eComm commercial portfolio across SMB, Education, Public Sector, and Enterprise web stores.
• Lead demand planning, forecasting, and inventory management for eCommerce, aligning supply risk, ATS/LTS positions, and quarterly planning cycles.
• Partner with product, marketing, and analytics teams to design winning portfolio strategies, go-to-market (GTM) plans, and new product introductions (NPI/NPL).
• Ensure strong alignment across pricing, promotions,  and overarching eComm segment P&L goals.
• Direct collaboration with regional teams to adopt planning, drive category targets, and influence WW alignment.

Key Responsibilities & Deliverables

1. Product Management & Portfolio Enablement

• Lead 4P planning for all eComm product categories (ThinkPad, ThinkCentre, ThinkStation, ISG, Services).
• Ensure timely NPL launch coordination, lifecycle management (NPI to EOL), and readiness with all stakeholders.
• Provide forecasting, consumption planning, and product training to sales.
• Review historical data to design compelling MTMs and offerings.

2. Pricing Strategy & Governance

• Collaborate with Pricing Team to govern monthly and quarterly pricebooks.
• Conduct weekly pricing reviews and competitive PFV analyses.
• Maintain aligned pricing across SMB and eComm, ensuring minimal complaints.
• Support clearance and aged inventory pricing strategies.

3. Promotion & GTM Execution

• Build quarterly and yearly promotional calendars aligned to major sales events.
• Partner with Demand Gen and merch teams to optimize promo ROI and execution quality.
• Analyze competitor programs and adjust promotions to achieve highest return.

4. Quarterly & Annual Planning (COMEBACK & STAMP)

• Build and manage quarterly comeback plans and annual STAMP plans for the eComm business.
• Deliver CA, Revenue, GP$, and 3x3 targets through structured PxQ planning.
• Drive cross-functional reviews with Finance, Sales, Supply Chain, and global eComm.

5. Business Health & Cadence Management

• Lead weekly business tracking—BMS dashboards, QTD performance, Adobe dashboards, Tableau/Power BI reports.
• Present weekly business insights to eComm leadership, ANZ MD, and regional/global leaders.
• Drive corrective actions through structured operational cadence.

6. Stakeholder Engagement & Cross-Functional Alignment

• Maintain strong alignment with pricing team, alliance partners (Intel, AMD, Microsoft), and regional teams.
• Influence cross-functional teams to deliver portfolio health metrics—premium mix, TAM growth, market share.
• Review BU  fund proposals and ensure execution aligns to business outcomes.
• Product championship, training and Sales Enablement to internal as well as external teams
• Assist the product team to drive qualitative business health parameters such as Premium mix, Industry differentiator / first to market product offerings

Skills & Expertise Requirements

Top Skills

• Strong analytical and financial acumen
• Time management & prioritisation
• Communication & stakeholder management
• Presentation & storytelling
• Commercial awareness & problem solving
• Ability to work in ambiguity and manage change
• Strong cross-functional collaboration

Expertise

• Product Management & Portfolio Planning
• Pricing & Promotion Strategy
• P&L Ownership & Business Planning
• Advanced Excel + Power BI + Tableau capability
• Project Management
• People Enablement (training, onboarding, cross-team capability building)

Key KPIs

• Revenue, Units, Margin, AUR, Market Share, Premium Mix
• Quarterly & Yearly CA/Rev/GP delivery (COMEBACK + STAMP)
• Accurate forecasting (FGI, ATS/LTS, SCI) and inventory health
• Promotional ROI & contribution to sell-through
• Pricing alignment across channels
• Execution & program adoption

Position Requirements:

• Must Have: Bachelors degree
• Desired: MBA
• Overall 8+ years’ experience across product management (minimum 3+ years) & sales.
• Stakeholder management
• Entrepreneurial Skills
• The person should be passionate and willing to work in a entrepreneurial, collaborative & limited information environment which is highly dynamic
• Ability to articulate strategy and plans clearly to stakeholders
• Stakeholder collaboration