Senior Marketing Manager - AMEC at Malvern Panalytical in Westborough, Massachusetts

Job Description:

Title: Senior Marketing Manager - AMEC




Location: Westborough, MA



From hand-held, through to tabletop and floor standing, our analytical systems and solutions help the world's top researchers do ground-breaking work on the small things that make big things possible. We're after enquiring minds, imaginative thinkers, solution finders, and proud geeks. Those who are irresistibly drawn to hard problems others can't crack. Those who are always thinking 'what if...'. Are you looking for a position in which you can fully exploit your commercial, technical and teamwork skills? Do you want to do this in an international, global, but personal and friendly environment? Then this might be your chance to become a part of our innovative and enthusiastic Global Marketing Team for North America!


As a member of the Field Marketing and Inside Sales (FM&IS) Management team, the North American (NORAM) Senior Manager of Field Marketing and Inside Sales plays an important role in the transition to a global and customer centric marketing organization delivering effective and efficient lead generation and nurturing programs. He/she is responsible for the strategy, global process and planning of field marketing and inside sales teams around North America.



SPECIFIC DUTIES & RESPONSIBILITIES:

• Deliver the demand generation and nurturing targets (MQL, Opps A, Opps B, and related conversion rates) that enable delivery of the sector business objectives.


• Develop pipeline acceleration, qualifying and nurturing programs in collaboration with sales, sector and global marketing teams and oversee their execution in the different geographies.


• Manage and measure business impact of field marketing through applying a predictive lens to data, diagnosing and optimizing the demand funnel, including conversion rates and stage velocity.


• Provide ongoing, accurate pipeline and forecast reports to Marketing, Commercial and Sector teams.


• Work with sector marketing teams to ensure all service-level agreements (SLAs) related to demand generation are met across the segments of Food, Pharma, Mining, Automotive, Plastics and Academia.


• Develop capabilities of Field Marketing and Inside Sales team to capture market, segment and customer insights to support both NVI and demand generation program development.


• Proactively support and comply with the Group's policy on Code of Business Ethics, and monitor the GDPR compliance for marketing system, data and processes, including marketing's supply base.


• Manage the global field marketing and inside sales budget, allocate and govern resources to geographies based on ROI maximization.


• Lead and develop the field marketing and inside sales team, including PDR and OCR cycles.


• To manage the NORAM team and ensure they are motivated, informed and engaged, resulting in leading scores from internal Connect surveys.

Inside Sales

• Develop and implement a global scalable inside sales process and policy that meets the productivity and quality standards to effectively and efficiently drive demand generation.


• Manage inside sales team member to ensure productivity and quality standards to effectively and efficiently drive demand generation (prospecting, qualifying, nurturing)


• Develop and/or localize calling scripts, track the outcome of calls and adapt the calling strategy to achieve the desired outcome


• Ensure team member accurately captures and reports account and opportunity information within the sales force automation (SFA) system


• Work with sales teams to monitor the handoffs of leads and opportunities to sales

Field Marketing

• Manage the development of country/regional demand generation plans and ensure execution.


• Ensure regional marketing teams accurately capture and report account and opportunity information within the sales force automation (SFA) system.


• Enable the commercial teams to drive incremental sales productivity thru effective sales enablement programs and oversee execution in the geographies.


• Develop Channel Partner Marketing capabilities and direct the channel demand creation planning and partner enablement.


• Mature Consumer Marketing capabilities: oversee strategy development and planning to drive customer interactions throughout the customer lifecycle, execution of programs in support of customer retention goals and execution customer advocacy initiatives.


• Efficiently and effectively execute global and local marketing programs.


• Forecast, measure, analyze and report on impact of variety of marketing programs and tactics such as events, webinars, email campaigns. Localize marketing content and organize events and product demonstrations that will convert leads into sales ready opportunities. This pertains to marketing products and after sales care products like service contracts, training programs, expertise solutions etc.


• Develop a strong working relationship with key opinion leaders to be guest speakers at our events, to develop reference sites or white papers that serve to promote the company's solutions. Enable the commercial teams to drive incremental sales productivity through effective sales enablement programs in collaboration with product/application specialists.


• Execute (global) consumer marketing plans and account-based marketing plans in collaboration with local sales, service and application teams.


• Proactively engage with the sales teams to coordinate, communicate, and optimize the impact of marketing activities.

KEY PROCESSES:



Annual Operating Plan, Sales, Inventory and Operations Plan (SIOP), NVI, Value Based Selling, Lead Generation Process.



IMPACT:

• Impacts on growth of Malvern Panalytical's business on a regional level.


• Enhancement of Malvern Panalytical's brand.


• Impacts professional image of Malvern Panalytical.


• Impacts customer satisfaction.

ACCOUNTABILITY:

• Demand Funnel metrics: MQLs, Opportunities, revenue.


• Operational efficiency.


• Percentage of pipeline sourced/percentage of pipeline influenced.


• To operate within the overall policy of the company and to keep within its written rules.

COMMUNICATION:




Customer and supplier communication

• External customer base and prospects


• Functions: Product Management, Sector/Segment management, Marketing, Customer Service, IT

Internal Communication

• Internal sectors, commercial and marketing functions

ENVIRONMENT AND HOURS:

• Based at US headquarters in Westborough, MA.


• Contractual hours 40 hours per week.


• Overtime unpaid.


• Up to 20% regional travel

REQUIRED KNOWLEDGE, SKILLS AND EXPERIENCE:




Entry Qualifications

• BA or BS required, Master's Degree or MBA preferred.


• 10+ years marketing experience in a B-to-B environment, with preferably 5 or more years leading field marketing and inside sales teams.

Skills & Experience

• Experienced in delivering data-driven marketing strategy, planning and budget allocation.


• Ability to effectively communicate to multiple stakeholders at a local, regional and global scale.

• Has previously overseen marketing suppliers such as marketing and creative agencies.


• Has managed teams, accustomed to talent upgrade, performance management and talent development.


• Absolute integrity: leads by example, can devise and implement strategies that succeed from within clearly marked ethic and compliance boundaries. Leads and wins the right way.


• Culturally agile, can effectively lead and build bridges with teams that are geographically dispersed.


• Insightful and receptive about winning recipes adopted by world class businesses in other industries. Resourcefully connects, adopts, adapts.


• Ability to drive change, and influence and inspire in/outside of hierarchy.


• Focused to deliver results, passionate to thrive with the complete team.

Knowledge

• Proven track record in delivering effective pipeline acceleration, qualifying and nurturing programs.

• Strong attention to details, strong time management and organizational skills


• Foreign language skills and experience of marketing non-English websites is advantageous.


• Up-to-date knowledge on trends and developments in B-to-B marketing.

CORE COMPETENCIES:

• 
  Communication
  


• 
  Cooperation and Team working
  


• 
  Adaptability
  


• 
  Expertise and Professionalism
  


• 
  Problem Solving/ Analysis
  

Your career will take off with a comprehensive induction program. We then continue to support and develop our employees by improving their skills, knowledge and performance by in-house, on-the-job training, and external training.


We value entrepreneurship and commitment by offering real career possibilities.


You become part of a growing company where you can shape the future of our work processes.


We offer a competitive compensation plan. Our benefit offerings include Medical, Dental, Vision, 401(k) with a company match, Life and Disability plans.


We also offer Tuition Reimbursement and a Wellness program.


Vacation, Sick, Personal and Paid Holidays.


We are Malvern Panalytical. We are BIG on Small.


•


YES, I WANT THIS JOB!


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