Job SummaryThe job holder is primarily responsible for managing the incoming demand and reporting on the ROI for all lead generation programs. The Leads Manager will manage the companys telesales/leads programs, which includes external outbound telesales vendors / General leads, in order to launch/grow this new acquisition channel for their products.Key Responsibilities

• Creates business rules: Follows the written business rules which sales channel must pursue to ensure 100% accountability for all lead generating activities.
• Supports Sales: Creates inquiries and qualified leads to support the sales forecast for the company on a Daily, weekly, monthly quarterly and yearly basis.And upon request
• Creates Qualified Leads: Has sufficient experience to recommend to marketing / CRM management and the companys agencies, techniques to increase the number of qualified inquirers who respond to the companys promotional efforts.
• Forecasting: Must be able to deliver qualified leads from the sales inquiries generated by the company (or External vendors). Guides systems and processes to give the sales people qualified sales leads (not just inquiries).
• Lead Distribution: Distributes inquiries and leads to the sales Teams, within the company set SLAs
• On-Time Lead Arrival: Works with the corporations agencies (Marketing/ CRM) to create a blend of sales inquiries that arrive on a predictable schedule each month.
• Follow-up: Works with sales management to be sure that 100% of all sales inquiries are followed-up.
• Scoring/Grading: Understands how to grade inquiries based on the answers to profile questions.
• ROI: Ensures that sufficient quantitative and qualitative research has been completed with prospects and customers so that management can make informed decisions about the ROI for lead generation.
• Formulas: Understands the formulas that are used to predictmarketing/CRM ROI.
• Reports: Reports on inquiry activity by product, source, and source type. Delivers on Daily/Weekly/monthly report showing sales results from sales inquiries and leads.
• CRM: Understands the CRM system and works to make sure that the system delivers qualified inquiries (sales leads) in a timely fashion to the sales channel.
• Database: Understands database marketing and can make recommendations about the type of database structure needed.
• Fulfillment: Ensures the fulfillment of prospect requests for information within set SlAs
• Marketing Automation: Understands and is capable of guiding inquiry nurturing processes which ultimately deliver sales ready leads. Nurturing includes but is not limited to email, telemarketing, printed fulfillment, webinars, and marketing automation programs.
• New Technologies: Has a working knowledge of new technologies such as business intelligence, account based marketing and predict marketing software.

Required Skills

• College degree (BS or MBA) preferably in marketing. Comparable life experience in lieu of degree acceptable.
• 3 years of industry experience in Sales or proven marketing achievements in a related industry is desirable
• Experience as a marketing communications manager a plus.
• An understanding of product positioning, promotion, and return on marketing investment are needed.
• Technically competent to judge the various programs that manage inquiries (SaaS, CRM and SFA programs, Marketing Automation software, etc).

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