Job Summary
You will be responsible for developing and implementing targeted pre-lead generation strategies that align with business objectives, setting up and executing pre-lead generation processes to ensure a consistent flow of pre-leads for the sales team, while also optimizing these processes for efficiency. You will collaborate with sales and marketing teams to successfully execute pre-lead generation and transition activities. You will be monitoring and evaluating performance metrics, providing detailed reports to management for informed decision-making, and ensuring continuous optimization of pre-lead generation efforts.
Reporting Structure
• This job reports to Head – Sales Operations.
• Lead generation executives report to this role.
Job Objectives
• Develop and execute strategies to achieve pre-lead generation targets and enhance the quality of pre-leads.
• Set up systematic pre-lead generation processes to ensure efficiency and effectiveness.
• Ensure alignment with SBU on the specifics of pre-lead generation and predefined criteria for qualification.
• Lead and guide team of lead generation executives to ensure proper generation and qualification.
• Define and track performance metrics for pre-lead generation, continuously optimizing team performance through data-driven insights.
Job Responsibilities Pre-Lead Generation Development
• Develop and implement effective pre-lead generation strategies, encompassing the identification of target demographics, selection of appropriate outreach channels, and pre-lead contacting approaches.
• Establish an effective pre-lead generation process and lead the team into ensuring proper delivery of pre-lead generation activities.
• Conduct customer research and market surveys to gather information about potential pre-leads.
• Generate pre-leads through cold calling, social media, email campaigns, networking etc. and nurture pre-leads by maintaining initial ongoing communication with them.
• Qualify pre-leads as per set criteria and customer budget considerations.
• Manage pre-lead scoring systems for prioritization of pre-leads for the sales team.
• Hand over the pre-leads to the sales team for further engagement and conversion.
• Build a pipeline/pool of pre-leads to guarantee a consistent influx.
• Review pre-lead databases to ensure accuracy and relevance while generating necessary data and insights to accurately assess and prioritize pre-leads.
• Oversee the execution of pre-lead generation campaigns across various channels and evaluate campaign performance, making data-driven adjustments as needed.
• Ensure consistent branding and messaging across all pre-lead generation activities.
• Design, implement, and execute strategic pre-lead plans to expand the company's customer database.
Market Analysis and Team Collaboration
• Analyze the market, stay updated on industry trends, best practices, and competitor activities, and identify risks and opportunities to enhance pre-lead generation results.
• Identify emerging markets, shifts, new services and monitor competition status to refine pre-lead generation strategies.
• Work closely with the sales team to understand and align with their needs and get specific updates to optimize pre-lead quality.
• Provide crucial insights to the sales team to support them in driving the company's growth.
• Collaborate with the marketing team to align content and campaigns with pre-lead generation goals.
Performance Monitoring and Reporting
• Continuously analyze and optimize pre-lead databases for accuracy and relevance.
• Set performance targets, track metrics, and conduct regular performance reviews.
• Ensure accurate and updated records of information and interaction statuses of all pre-leads are maintained in a CRM (Customer Relationship Management) system.
• Generate regular reports to track progress, identify trends, and provide insights to management.
• Implement data-driven decision-making processes to optimize pre-lead generation efforts.
Managerial Responsibilities Team Hiring & Selection
• Contribute to defining team Job Descriptions and competencies.
• Perform interview & selection activities and facilitate onboarding & orientation of new Team Members.
Team Management
• Build and lead a diverse group of talented professional team members.
• Hire, develop, mentor, manage and motivate the team.
• Build a transparent, open, and consistent communication system between self and team members, while ensuring that the team has clear understanding of business direction, strategy, and results.
• Consistently monitor team's work and performance by conducting regular team meetings and systematic reviews.
• Enhance team's engagement levels by creating a positive work environment and by ensuring alignment of individual & team objectives to organizational goals.
• Assist and support the team in achieving team goals and elevating productivity.
• Manage the design and implementation of team scorecards in collaboration with the Strategy function.
• Ensure continuous reporting of KPIs.
• Manage underperforming team members.
• Act as an end escalation point for team's critical issues and ensure solving them in a timely manner.
Employee Development & Performance Management
• Effectively use performance management mechanism to ensure growth and development of each individual team member – setting clear objectives, scheduling periodical informal performance conversations and formal review sessions, providing constructive feedback.
• Support & guide individual employees in the team to achieve work and personal development goals through coaching and mentoring.
• Contribute to career path planning by creating development plans for individual team members and ensuring plan implementation.
• Aid in succession planning by determining the critical roles in the team and identifying ideal successors for the critical roles.
• Ensure training needs analysis is done for team members and that the chartered training programs are administered properly.
Processes, Best Practices & Work Standard Management
• Ascertain that work processes and tools followed by the team are effectual and of high standards.
• Establish and document best practices.
• Compare current practices to relevant industry best practices and bridge gaps (if any).
• Closely monitor & audit the processes of the function to ensure the quality & work standards are maintained.
• Evaluate the efficiency of the tools and constantly update them.
• Research the evolving areas of work, new market trends & changes and keep functional processes and standards.
Job Requirements
• Bachelor's degree in a relevant technical field (Computer Science, Information Technology, Engineering, or related field).
• 5+ years of experience in lead generation within the technology industry, with a minimum of 2 years in a leadership role.
• Proven experience in lead generation with a track record of meeting or exceeding targets.
• Proven track record in lead generation research & optimizing lead generation processes through technology.
• Must have previous experience in the GCC market preferably Qatar.
Skills and Abilities
• Proficient in using CRM systems and lead generation tools.
• Knowledge of marketing automation tools, and lead tracking processes.
• Knowledge of workflows within Salesforce, Dynamics 365, and MS Teams.
• In-depth knowledge of technology trends, market dynamics, and competitor landscape.
• Strong analytical skills with the ability to interpret tech-specific data and metrics.
• Excellent communication skills with the ability to convey technical concepts to non-technical stakeholders.
• Good interpersonal skills.
• Ability to communicate well in both English and Arabic is preferred.
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