Develop and apply strategies that guide campaign-related activity to optimum efficiency by placing a consistent flow of leads/opportunities into the top-end of the pipeline after appropriate qualification, and guiding those leads to a close by monitoring sales and operations follow through using CRM metrics and dashboards.
Draw upon specialized skills in campaign execution to deliver an average of 30 to 40 high-quality phone calls and emails per day that support demand-developing activity, balancing the need for additional lead generation with the organization’s need for lead-advancing assistance and the sales team’s ability to absorb additional leads.
Host opportunity-advancing customer calls, helping progress customer interest forward to the next opportunity development stage.
Apply advanced knowledge of opportunity development and customer purchasing behaviors to optimize the flow of leads within marketing campaigns based on average opportunity size, pipeline velocity, and organizational ability; maintaining an appropriate lead generation pipeline to support the continuous flow of new opportunities to sales.
Manage Customer Contact, Lead Page, Account, and Opportunity information inside the CRM with a high-level of consistency and influence other departments and users do the same.
Communicate clearly and consistently with internal & external customers while offering innovative ideas.
Host weekly meetings with key channel representatives to receive feedback on lead quality and campaign progress.
Report process and program concerns, to CRM Manager, helping resolving inefficient or ineffective CRM features & functions.
Maintain high standards for lead quality, list quality, and strategic targeting; provide feedback to the strategic marketing team on list quality and ideas for improving targeting.
Maintain appropriate lists of prospective and current customers for the purpose of trade show marketing, pre-show and post-show, in order to drive traffic to WIKA trade shows and events.
Send emails and communications to target persons and groups to invite to WIKA events and trade shows. Locate new attendees via research to target and attract.
Lead follow-up from trade shows, conferences, events. Reporting on lead quality and progress by working with Event Marketing Specialist.
Daily Pipeline Management Activity, including Call Volume, Quality Conversations, Follow-up Conversations, Internal Dialogues, and Opportunity Advancing Phone Calls.
Lead Development Pipeline, Qualified/Converted Leads/Opportunities, Pipeline Velocity, and Closed/Won Opportunities
Percentage of Leads Rejected. Detailed and regular reporting on lead status before and following events and trade shows.
Consistency maintaining, updating, monitoring and communicating within the CRM.
Use of advanced networking skills to communicate with areas of internal influence that include marketing, CRM manager, lead generation manager, quote team, fulfillment team, account managers, and senior leadership.
Consistency leveraging dashboards and pipeline metrics to uncover the need to accelerate, advance, or un-stick opportunities within the pipeline.
Ability to balance inbound, outbound, communications, and campaign activity.
Leadership, timeliness, professionalism, desire to learn, and willingness to contribute to continuous improvement.
Undergraduate degree and 1 to 3 years relevant work experience in business development, demand generation, or lead generation.
1 to 2 years demonstrated track record taking pro-active steps to guide complex opportunities to a close through organizational influence.
Experience monitoring results within a CRM, and using metrics and dashboards to identify opportunities that have stalled or need additional assistance.
Detailed familiarity with integrated communications programs.
Strong interpersonal skills with the ability to influence internal stakeholders, business partners and cross-functional departments to take action on the opportunity pipeline.
Well-organized with the ability to plan and organize personal activity, consistent cross- functional checkups, and multi-department fulfillment of opportunities.
Driven individual with a desire to achieve quotas on a consistent basis while balancing internal and external pipeline management activities.
Quick learner with the ability to tailor messages to the right audience.
Training and experience navigating company structures, finding influencers and decision makers.
Ability to adapt to changing conversations and customer situations.
Ability to communicate clearly and appropriately with a wide variety of roles and backgrounds, from front-end employees, to engineers and C-level executives.
Strong writing, presentation, and computer skills, especially Microsoft Office Suite with the ability to develop compelling PowerPoint presentations.
Solid business acumen, management, and problem-solving skills with the ability to prioritize and handle multiple tasks simultaneously.
It is the policy of WIKA Instrument LP to afford equal opportunity for employment to all individuals regardless of race, color, religious creed, sex, age, national origin, genetics, disability or veteran status. WIKA is an equal opportunity/affirmative action employer.