Manager, Competitive and Market Intelligence

This is a fully remote position, open to applicants in Florida.

📋 Description

• Take ownership of continually updated insights into competitors and new digital entrants, encompassing pricing, positioning, sales strategies, contract terms, and retention methods.

• Keep an eye on carrier rate announcements, USPS regulatory filings, PRC proceedings, and changes in FedEx/UPS surcharges.

• Monitor earnings calls, analyst reports, job postings, product release notes, and customer review sites for signals of strategic changes.

• Create frameworks for differentiation and competitive storytelling.

• Facilitate scenario-planning sessions to equip sales teams for competitor actions.

• Develop and manage a pipeline of competitive takeaway targets driven by intelligence.

• Establish frameworks for target scoring and prioritization.

• Collaborate with sales leadership on quarterly objectives and prospecting strategies.

• Provide guidance on active competitive initiatives, deal strategies, positioning, objections, and stakeholder mapping.

• Design and oversee a systematic win/loss program.

• Generate quarterly intelligence reports and enhance narratives, battle cards, and displacement playbooks.

• Create and maintain competitive enablement content, integrating it into sales training and preparation.

• Monitor battlecard utilization, content adoption, competitive win rates, and the effectiveness of enablement initiatives.

• Present competitive briefings to commercial and senior leadership teams.

• Collaborate with product marketing on messaging, positioning, and campaign strategies.

• Develop dashboards to track competitive deal performance, win rates, and pipeline health.

• Create feedback loops between field intelligence and internal strategic initiatives.

⛳️ Requirements

• Over 5 years of experience in competitive intelligence, product marketing, market strategy, or sales strategy within a B2B context.

• Prior experience in mailing, shipping, logistics, or related industries is highly preferred.

• Capability to establish and manage a competitive intelligence function, including monitoring systems, competitor profiling, and win/loss analysis.

• Profound understanding of buyer switching decisions and the ability to translate buyer psychology into competitive narratives and guidance for the field.

• Experience in tracking regulatory and pricing environments, including postal rate adjustments, carrier surcharge cycles, or government procurement timelines.

• Practical experience with tools such as Klue, Crayon, AlphaSense, Clozd, Gong, ZoomInfo, or 6sense.

• Proficient in CRM platforms; Salesforce experience is preferred.

• Ability to link competitive intelligence to pipeline and revenue results.

• Strong executive-level communication skills and the ability to distill complex market data into actionable recommendations for sales leadership.

• An MBA or advanced degree in business, marketing, or strategy is an asset.

🏝️ Benefits

• Eligible for an annual performance bonus.

• Opportunities for career growth and development.

• An inclusive environment that fosters diverse perspectives and ideas.

• Engaging and unique opportunities to contribute to the success of a transforming organization.

• Comprehensive global benefits, including PB Benefits and Wellbeing Programs.