Manager, Competitive and Market Intelligence

Pitney Bowes • US FL Remote, FL

3d • $105,000 - $150,000

About The Position

The Manager of Competitive & Market Intelligence is the company's authority on the competitive landscape in the mailing industry. This role exists to ensure we know more about our competitors than they know about themselves, and to turn that knowledge into a continuous pipeline of displacement opportunities for the sales organization. Operating at the center of a fast-moving market where carrier pricing, postal regulation, and digital disruption are constant variables, this person builds the intelligence infrastructure, competitive narratives, and field-ready tools that give our sales team a decisive edge. This is a high-visibility, high-impact role that reports findings directly to sales and commercial leadership and influences go-to-market strategy at the company level.

Requirements

• 5+ years of experience in competitive intelligence, product marketing, market strategy, or sales strategy in a B2B environment; experience in mailing, shipping, logistics, or adjacent industries strongly preferred
• Demonstrated ability to build and run a competitive intelligence function, including monitoring systems, competitive profiling, and win/loss programs that drive measurable sales outcomes
• Deep familiarity with how buyers make switching decisions; able to translate buyer psychology and decision drivers into competitive narratives and field guidance
• Experience tracking regulatory and pricing environments, such as postal rate changes, carrier surcharge cycles, or government procurement timelines, as competitive intelligence inputs
• Hands-on experience with CI and sales intelligence platforms such as Klue, Crayon, AlphaSense, Clozd, Gong, ZoomInfo, or 6sense
• Proficiency with CRM platforms (Salesforce preferred) and the ability to connect competitive intelligence directly to pipeline and revenue outcomes
• Executive-level communication skills; able to synthesize complex market data into clear recommendations and present confidently to sales leadership

Nice To Haves

• MBA or advanced degree in business, marketing, or strategy is a plus

Responsibilities

• Own deep, continuously updated intelligence on key competitors and emerging digital entrants, covering pricing structures, product positioning, sales motions, contract terms, and customer retention tactics
• Monitor carrier rate announcements, USPS regulatory filings, PRC proceedings, and FedEx/UPS surcharge changes to identify market shifts that create switching opportunities or competitive vulnerability
• Track competitor earnings calls, analyst reports, job postings, product release notes, and customer review platforms to surface early signals of strategic change
• Develop and maintain differentiation frameworks and competitive narratives that clearly articulate why customers should switch to us, grounded in real buyer decision drivers and documented customer outcomes
• Lead scenario planning sessions that pressure-test our positioning against likely competitor moves and prepare the sales team to respond
• Build and own a systematic, intelligence-driven pipeline of competitive takeaway targets by identifying accounts where competitor relationships are vulnerable due to contract cycle timing, price increases, service disruptions, product gaps, or regulatory changes
• Develop a scoring and prioritization framework that ranks competitive targets by displacement probability and revenue potential, directing sales effort toward the highest-value opportunities
• Partner with sales leadership to set quarterly competitive takeaway targets and align prospecting strategy to the intelligence pipeline
• Serve as an embedded strategic resource on active competitive pursuits, advising on deal strategy, competitive positioning, objection handling, and stakeholder mapping
• Design and manage a structured win/loss program that captures buyer decision drivers, competitive objections, and switching barriers from every contested deal
• Synthesize win/loss findings into quarterly intelligence reports that identify competitive patterns, expose positioning gaps, and drive measurable improvements to sales messaging and field tactics
• Use win/loss data to continuously refine competitive narratives, battle card content, and displacement playbooks, ensuring field tools reflect what buyers actually say, not just what we assume
• Build and maintain a competitive enablement library including battle cards, displacement playbooks, objection-handling guides, competitive talk tracks, and pre-call briefings tailored to the mailing and shipping competitive set
• Partner with Sales Enablement to embed competitive content into onboarding, ongoing training, and pre-call preparation workflows so reps are equipped before every competitive conversation
• Track battlecard usage, content adoption, and competitive win rates to measure enablement effectiveness and continuously improve the program
• Champion competitive awareness across the sales organization through deal coaching, regular intelligence briefings, and a clear internal channel for field reps to surface new competitive signals
• Deliver regular competitive briefings to commercial and senior leadership that connect market intelligence to pricing strategy, product roadmap priorities, and go-to-market decisions
• Partner with product marketing to ensure competitive insights directly shape messaging, positioning, and campaign strategy
• Develop and maintain dashboards that track competitive deal performance, win rates by competitor, and pipeline health across competitive takeaway targets
• Establish a structured feedback loop between field intelligence and internal strategy so the organization learns systematically from every win, loss, and at-risk renewal

Benefits

• Provide the opportunity to grow and develop your career
• Offer an inclusive environment that encourages diverse perspectives and ideas
• Deliver challenging and unique opportunities to contribute to the success of a transforming organization
• Offer comprehensive benefits globally (PB Benefits and Wellbeing Programs)

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed