Official Specifications
Role Overview & Mandate
Executive Summary
Description of role This senior leadership role within the business unit will be responsible for a team charged with lead...
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Description of role
This senior leadership role within the business unit will be responsible for a team charged with lead generation and new business growth, including:
- Developing, delivering and communicating growth strategies for new / emerging customer segments.
- Developing and managing partnerships, including dealers, marketing partners, Catapult Centres.
- Overseeing marketing plan and marketing team.
- Lead generation and qualification.
Growth Strategy
The role is responsible for leading efforts to establish new business growth opportunities. You will be responsible for identifying areas of new business growth for the business unit outside of its current core segments (which are: medical, aerospace and defense, and automotive). This will include undertaking market research into new market segments to understand the market size and opportunity for ZEISS. You will then develop a plan for any new segments identified as worth pursuing, and be directly responsible for initial networking, market education, the marketing plan and subsequent lead generation.
Partnership Management
The role is responsible for managing our key partners, including dealers, marketing partners and Catapult Centers, and for identifying new potential partners.
You will engage with our dealers to help support them in marketing and other initiatives to help grow their pipelines and sales. This will also include understanding their current sales pipelines and ensuring that this information is maintained within the CRM sales pipeline – in this you will be supported by a Lead Qualifier (see below)
Catapult Centers and other organizations are key to our visibility, reputation and influence through their networks, and therefore you will develop and maintain long term trusted and valuable relationships.
Marketing
You will manage the local marketing team, supporting the Marketing Manager to develop and implement the marketing plan. This will include balancing the requirements from various stakeholders (including segment leads, aftermarket, partners and your own growth strategies). The marketing team is responsible for implementing the marketing plan, including planning events, marketing communications, marketing content creation and other marketing initiatives in partnership with the global marketing team.
Lead Qualification
You will manage a Lead Qualifier, with overall responsibility for lead management and qualification. This includes qualifying leads generated by marketing or any other source by being the first point of contact for a new prospect, gathering vital information and responding to the enquiry quickly and professionally to the point where the lead is handed over to sales. The role is also responsible for maintaining leads within our CRM system, including dealer pipelines.
General
You will be joining the business at a very exciting time of expansion following the merger with a partner organization which has resulted in an expanded team and portfolio, and significant potential to grow market share. You will therefore play a key role in shaping and delivering this important opportunity.
Other Responsibilities
- Be knowledgeable about the products and services offered by the business.
- Be a strong communicator, showing leadership and providing motivation both within the business and externally.
- Build long-term and trusted partnerships with stakeholders (customers, partners and internally)
- Directly manage the marketing and lead qualifying team members.
- Educating team members on best business practices and techniques for increasing effectiveness.
- Undertake market research and develop strategies for new business growth.
- Maintaining a positive attitude that inspires team work to grow the business.
- Work closely with the sales team to identify and maximise sales opportunities.
- Develop new relationships within new segments to open doors for future sales.
- Raising the ZEISS company profile by attending relevant conferences and seminars.
- Presenting findings to the team and executive members of staff (SLT/BG)
- Negotiating with stakeholders.
Personal Attributes
- Strong experience in business development, including the development and implementation of business development strategy in new segment areas.
- Experience in sales and account management.
- Experience in strategic marketing.
- High-level communication skills.
- Stakeholder management and relationship skills (both internally and externally).
- Proven track record of operating within industrial manufacturing and quality control.
- Proven ability to negotiate.
- Strong leadership qualities.
- Ability to maintain a high level of accuracy and attention to detail.
- Excellent interpersonal skills and confidence in presenting solutions to customers.
- The ability to motivate self, team and those around
- Overseas travel may be undertaken on request.
Performance Indicators
Annual performance is defined on an individual level by way of a variable compensation scheme or VCS. This is defined at the start of the FY and assessed at the end of the FY. This will include KPIs around strategy development and implementation, activity completion, funnel growth and top line development.
Annual appraisals to be undertaken by the Head of Sales & Service, objectives set for the forthcoming year.
Your ZEISS Recruiting Team:
James Lawn, Kate Benyon, Melissa Prescott, Natarlee Lawrence, Suya Rolph
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