Sr. Manager, Sales Operations

Senior Manager, Sales Operations

The Senior Manager of Sales Operations will be responsible for managing lead generation operations and the marketing attribution strategy for Precision AQ, supporting Marketing campaigns across various channels to drive high quality leads.  This position is responsible for enhancing lead generation capabilities through automation, integration, and optimization.  The ideal candidate is results driven and a reporting expert, having the ability to design and implement processes that can attribute leads and determine ROI for Marketing campaigns.

Reporting to the Senior Director of Sales Operations, this position will manage a contractor who will execute on the tactical elements of lead generation, such as building/deploying email campaigns, managing HubSpot contact lists, and building landing pages.  Ideal candidate must be comfortable creating and executing autonomously and as part of group collaborations on strategic decisions, tactical execution, tool/system management, and data reporting. 

Roles & Responsibilities:

Measure and Analyze Results

• Develop and ensure effective processes and tools are in place to actively monitor, analyze, measure and report the health of Lead Generation campaigns
• Harness data-driven methods to improve lead generation efficiency and drive predictability in the customer acquisition funnel
• Develop, implement, and disseminate metrics/KPIs about performance and outcomes through dashboards and data visualization tools
• Create compelling data stories using data and analytics
• Provide data-driven recommendations to improve lead acquisition channel strategies, campaign performance, and increase conversions
• Establishes a reporting cadence for deliverables, provides executive-friendly updates, and presents findings to key stakeholders.
• Create and manage a marketing attribution system model, inclusive of process and tools in which opportunities can be attributed to Lead Generation campaigns to determine which Marketing strategies are having the biggest impact on revenue
• Design an attribution model that can support key lead generation channels (conferences, email, webinars) and is aligned to Precision AQ’s lead generation funnel and sales process
• Implement marketing attribution processes for new leads, existing prospects and cross-sell / upsell opportunities
• Develop and automate lead scoring methodologies to ensure high intent leads are prioritized
• Partner with the BD Leadership to build reports and dashboards that measure Inside Sales performance (meetings, opportunities, and activity)

Campaign Execution

• Act as the HubSpot expert for Precision AQ, ensuring that campaigns are configured correctly across HubSpot and Salesforce
• Ensure that the integrations between HubSpot and other tools such as ZoomInfo, Salesforce, and Sales Navigator are supporting Precision AQ’s needs. Collaborate with the Sales & Marketing Technology team to correct any issues and implement new features and functionality to meet business objectives
• Oversee resources that build and deploy integrated email campaigns, manage HubSpot lists, and create landing pages to generate leads
• Create and manage workflows to route all leads to the correct BD team for qualification and triage
• Contribute to maintaining data hygiene across contact and lead records
• Create and execute a process to monitor Precision’s domain health to maximize email deliverability

Qualifications:

• Bachelor’s Degree in relevant discipline or equivalent work experience
• 3-5 years of experience in B2B marketing to enterprise organizations, ideally for Life Sciences organizations
• Experience with implementing and managing marketing attribution models across multiple channels (email, paid social, conferences, and webinars) for new and existing customers.
• HubSpot expertise is required, certifications preferred.
• Proficiency in various sales and marketing technologies and platforms, including Salesforce, Looker Studio, and ZoomInfo.
• Ability to understand high-level sales strategies, translate them into system and process requirements, and ensure execution and business impact
• Strong interpersonal and influencing skills, with the ability to build productive working relationships and collaborate with multiple functional areas
• Exceptional ability to effectively manage multiple projects in a fast-paced environment, with changing priorities and significant time pressures 
• Excellent critical thinking and analytical skills with demonstrated experience in analyzing and synthesizing data to generate insight and make informed decisions
• Strong business acumen with superior organizational and project/process management skills
• Demonstrated ability to improve processes and a history of successful cross-functional collaboration
• Strong verbal, written and PowerPoint presentation communication skills

Skills:

• Excellent interpersonal and communication skills, with strong written and verbal presentation
• Strong collaboration skills and ability to influence leaders across functions and companies
• Proven ability to take ownership and lead multiple engagements with minimal oversight
• Ability to synthesize complex concepts into understandable and actionable solutions

Competencies:

• Demonstrated expertise in Precision Products and Services with ability to recommend existing solutions and/or propose new products and services based on client need
• Ability to drive executive level conversation regarding business value
• Demonstrated cross-functional sales and business development success
• Passionate and confident communicator with ability to energize stakeholder decision-making

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