Company Description

Inmarsat has been at the forefront of global mobile satellite communications for over forty years, and is the market leading provider of voice and high-speed data communications for users on land, at sea and in the air through its constellation of 14 geostationary satellites.  Inmarsat is a privately owned company with a profitable track record and significant growth aspirations. This is represented by more than 55 nationalities in the workforce, reflecting the global and dynamic nature of the business. With an investment of over $3 billion in its latest network infrastructure, Inmarsat is at the forefront of global mobile communications innovation.

Commercial and Product Management

Inmarsat’s Commercial & Product Management (CPM) group is accountable for ensuring the voice of the customer is heard and used in all aspects of defining our offer. Coupling customer insight with market intelligence, this informs our product strategy, our channel strategy and our commercial offer. In addition, it helps us support the business to win, grow and retain customers as well as allowing us to be clearer on how we will partner with other players who can create value, and why partnering and working with Inmarsat is valuable to them. CPM also focuses on how to develop, deliver and maintain the right products and services to be competitive, ensuring our costs to serve are optimised and reducing complexity.

Job Description

Primary role purpose:

Assess and support implementation of commercial initiatives, or parts of large-scale commercial initiatives, to support business unit’s growth aspirations. Supporting the Commercial Director who focuses on the expansion of existing business initiatives as well as the development of new ones. The position will involve working in projects within an interdisciplinary team environment across other divisions of Inmarsat, including Engineering, Operations, Finance, Billing Operations, Marketing, Sales, Contracts, Legal and Product Development.

The commercial projects should support the delivery of the Business Unit’s (BU) strategic objectives, enabling the sales teams to drive sustainable growth across the satellite connectivity portfolio to drive these outcomes:

1. Keep the current customer base: reduce churn

2. Increase share of wallet: cross-selling new products and services into the existing base

3. Grow new customer relationships

4. Reduce cost base

This role is responsible for supporting delivery of new/improved value propositions in the Inmarsat portfolio through intimate knowledge of our customers and markets, delivering the go-to-market into the BUs within a team in a high performing, fast-paced environment. 

Key Accountabilities:

• Undertake analysis of Market requirements, from both a regional and sector perspective, to support strategic proposition planning and inform commercial and product strategy;
• Input to the preparation of Transaction Review Board (TRB) submissions for both strategic and tactical BU initiatives, ensuring high quality customer, market, competitor, financial and product analysis is summarised and presented effectively to gain C-Level support for commercial initiatives;
• Input into a differentiated proposition strategy across the portfolio, both short (in year), medium and long term (LRBP).
• Use reporting to review the performance of market propositions, campaigns, new services, and price plans to inform decision making and ongoing commercial strategy;
• Work with the insight team to create an ‘outside-in’ mentality for customer lead propositions;
• Collaborate with Sales, Sector and Marketing teams to identify and address market opportunities through the alignment of commercial propositions, incentives and marketing campaigns;
• Consider the customer lifecycle impacts of the proposition, driving new sales, upsell/cross-sell opportunities, recontracting, reducing churn and proposition retirement;
• Contribute to programmes of work / lead smaller, discrete work streams within a programme that drive material change into the business unit;
• Foster collaborative working practices across multiple functions to support the identification of opportunities to optimise and implement pricing plans to support growth;
• Support the development of medium and long-term business planning decisions; make suggestions based on comprehensive assessment of growth potential and sustainability;
• Support delivery of the implementation of commercial propositions with comprehensive end to end go to market launches, where appropriate;
• Ensure key learnings from post-implementation reviews are captured and acted upon so that our proposition development and go to market approach is continuously improved over time
• Build models, develop proposals, create and present business cases for various strategic initiatives with support of the Commercial Director;
• Define requirements and draft terms and agreements for commercial contracts with support of the Commercial Director, Legal, Contract Management and other relevant key stakeholders

Key Interfaces

• Product
• Insight
• PMO
• Business Unit sales leaders
• COO
• CTO
• Marketing
• Finance

Qualifications

Essential Knowledge and Skills:

• Relevant commercial experience in the telecoms sector
• Experience in supporting the development of innovative ideas through conception to implementation;
• Confident communicator
• Driven to ensure commercial initiatives are effectively implemented at high quality;
• Experience in building business cases, spreadsheet-based financial models and delivering associated presentation/pitches to support the development of new business initiatives;
• Strong research skills and demonstrable analytical ability to process large amounts of information and draw out logical, creative insights and summarise in a concise and effective way;
• Comfortable in a fast-paced environment, being able to prioritise multiple asks;
• Strong verbal communication and interpersonal skills;
• Good influencing and persuasion skills in both written and verbal communication;
• Good organisational and stakeholder management skills;
• Ability to understand / willingness to learn the technical details of a product to create commercial value and differentiation 

Desirable Knowledge and Skills:​​​​​​​

• Business related degree desirable
• Experience in the satellite industry
• Strong writing skills, mastery of presentational materials
• Multi-cultural awareness; experience of working in, and with, a wide variety of cultures

Additional Information

You must be eligible to work in this location advertised.

Inmarsat Values: 

Our values define Inmarsat’s culture and represent what we believe in. Inmarsat employees aspire to certain behaviours which support our corporate values, they create a stronger working environment and lie at the heart of our continued success as an organisation.

• Accountability – taking ownership, getting results and keeping our promises
• Respect – collaborating, embracing diversity and valuing differences
• Excellence – creating bold solutions for our customers and putting quality at the heart of everything we do