Marketing & Sales Excellence Manager

This role will serve as a vital link between marketing and all the various sales teams. The primary focus is to ensure marketing leads are promptly and effectively actioned, emphasizing the continual work required to drive sales and contribute to overall business growth. The role includes analyzing lead data, providing actionable insights to leadership, and supporting sales representatives. Given the significant investment in generating these leads, this role is essential for ensuring marketing efforts translate into tangible sales opportunities and growth.

Key Responsibilities

This includes but is not limited to the following.

• Regularly analyzing marketing leads to identify trends and to improve lead routing, quality, and action (e.g., conversion rates, disposition reasons, funnel stages, speed to lead, marketing channels, outreach, volume, close rates, etc.).
• Outlining trends in lead distribution and analyzing relevant data by group.
• Calculating revenue gains from effectively actioned leads and the potential revenue loss from unactioned leads.
• Providing guidance and recommendations to ensure consistent lead management across the teams.

Collaboration and Training

Collaboration and training with the entire sales organization will be the cornerstone of success for this role. Responsibilities include but are not limited to the following.

• Partnering with sales leadership to interpret reports, coach representatives, and recommend next steps and actions.
• Based on data analysis and trends identified, collaborating with sales leadership and sales enablement on potential training.
• Co-facilitating marketing lead onboarding, regular training sessions, and workshops, as needed, to ensure sales teams are equipped to effectively action marketing leads.
• Providing ongoing support and mentorship to sales leadership and representatives to enhance their skills and performance.
• Fostering a culture of continuous improvement by encouraging feedback and incorporating it into training initiatives.

Communication

• Providing insights and analysis to leadership on lead performance and program impact.
• Creating a leaderboard to track and display the performance of sales reps in actioning leads.
• Communicating effectively with sales reps to support their lead engagement efforts.
• Gathering feedback from VPs, Directors, and sales reps as needed.
• Analyzing and implementing feedback to continuously improve lead management practices.

Qualifications

• Bachelor's degree in Business, Marketing, or a related field is an asset.
• Proven experience in sales and marketing roles, with a focus on lead analysis and management.
• Strong analytical skills and proficiency with data analysis tools.
• Excellent communication and stakeholder management skills.
• Ability to provide actionable insights and support to sales teams.
• Experience with CRM and lead management systems.
• Self-started and able to execute with little direction.

Info-Tech Research Group of companies is an equal opportunity employer committed to diversity and inclusion and does not discriminate on the basis of any legally protected status or characteristic including Minority/Female/Sexual Orientation/Gender Identity/Disability/Veteran and are pleased to consider all qualified applicants. To that end, upon request, ITRG will ensure, to the extent possible, that accommodation be made available to applicants throughout the recruitment and hiring process.