Order Intake (OI) resulting from Marketing Generated Opportunities (MGO) is at the heart of the responsibilities of theSales Lead Coordinator team.
The Tele Lead Generation Team Leader oversees the daily operations of the SLC team : the roll out of outbound customer acquisition programs, the qualification of incoming marketing generated leads, the handover of opportunities to sales and the proper follow up of the conversion of those opportunities into Order Intake (OI).
He / she is also in charge of the permanent improvement of the standard work and visual management used by the SLC team. And equally helps the SLC team to realize its targets, by executing all lead qualification and outbound calling activities for one of the EMEA sub-regions him / herself.
Ensure all SLC team targets are met :
Achievement of OI targets from MGO’s at new customers
Permanent assessment of progress made vs. plan in close collaboration with EMEA Marketing Director and Sales Management.
Definition of countermeasures where required. And follow up on their execution.
Conversion of MGO to OI
Follow up on the proper evolution of the generated opportunities through the # sales stages : from needs analysis >
solution demonstration >
closed WON or lost.
Permanent search for opportunities to improve the quality of the MGO’s, as well as the support given by marketing to Sales : Raise ideas, take initiatives and collaborate with Field Marketing Managers (FMM) and local Sales teams to optimize the sales acceptance and MGO throughput.
Define, implement, run and permanently improve the SLC daily visual management process : have daily QDIP alignment sessions with the SLC team to ensure performances remain on track.
Safeguard SF.com compliance by sales. Provide training and assistance whenever required # Calls
Outbound : New customer acquisition & pipeline creation from social selling & outbound telemarketing activities :
Definition of outbound tele-lead-gen programs and calendar.
Development of campaigns in close collaboration with corporate marketing.
Execution by the SLC team
Execution of calls for the sub-region of your own responsibilities
Qualification of inbound leads : Timely follow up of incoming leads from digital marketing, events and marketing campaigns.
Handover of opportunities to sales based on pre-established rules : Assignment to opportunity owners, inclusion in nurturing tracks, Data quality : - CRM database maintenance & enrichment.
Insure high quality of all the collected data. Make sure all new contacts and accounts are marketing ready (incl. contact details + opt in) when adding them to our CRM db.
Coach, inspire, train, develop and improve performance of each individual SLC team member.
Representation of the SLC team in the weekly EMEA marketing review and visual management meetings
Analysis & reporting of Marketing & SLC results :
Safeguard strategic product mix
Monitor funnel per sub-region and individual sales person
Proper hit-rate Process improvements :
Permanent improvement of SLC standard work
Development of specific lead process for indirect channels
Sustainment of digital lead capturing & daily reporting at events
In close collaboration with Corporate marketing ; further development and implementation of nurturing flows
Further development of marketing dashboard in Salesforce
Bachelor’s degree, preferably with a concentration in Marketing - lead management (or similar by experience)
At least 3 to 5 years of exerience in an entry-level marketing or call-center role
Experience with managing a team
Microsoft office, focus on Excel
Fluent in EN & SP NICE TO HAVE :
Knowledge of Esko products is a plus
All other languages are an asset