Marketing Manager - Industry Solutions (: Insurance, )

Marketing Manager - Industry Solutions (: Insurance, )

We are looking for a candidate with a successful integrated marketing track record, outstanding people skills, and technical expertise, who is a creative and innovative thinker.  You will work and interface with a range of internal departments and external organizations, with direct links to the sales team. You will have responsibility for creating and executing OUR  CLIENT’ integrated marketing strategies to drive new business for OUR  CLIENT’s industry solutions practices in North America.  You will build and execute an integrated marketing plan, to include activities such as awareness, thought leadership, online and interactive marketing, search engine optimization (SEO), event marketing, public relations, event marketing, search marketing, social media marketing and advertising.

The Marketing Manager is responsible for creating and implementing programs to help the assigned sales team achieve its pipeline objectives by helping to identify new opportunities while accelerating existing opportunities through the pipeline. The Marketing Manager will work with sales management, geography marketing, business unit marketing and corporate marketing to build brand awareness, improve market perception and generate qualified opportunities via the efficient implementation of innovative marketing programs and integrated marketing campaigns.

Specific responsibilities include:

• Develop and implement local lead generation initiatives:
  • Provide ongoing communication with sales and alliance management counterparts on demand generation needs, priorities, and results
  • Identify local events and forums for participation; stay abreast of business unit-level events that may be held in the region.
  • Coordinate with corporate marketing and local marketing resources on event planning, solicitation of appropriate audiences and on-the-ground event support.
  • Coordinate with Business Unit Marketing and Geo Marketing to develop, implement and assist in follow up of appropriate direct marketing campaigns
  • Identify and implement local Alliance Partner joint-marketing programs; facilitate periodic Alliance Partner meetings with local sales force and joint approaches to specific customers and prospects.
  • Work with appropriate field personnel to ensure that leads are reviewed and acted upon by appropriate sales personnel in a timely manner.
  • Assure compliance in lead management process and systems
  • Localize as necessary any positioning, value messaging and competitive differentiation as provided by Business Unit Marketing leads
• Provide strategic account and large pursuit support:
  • Access or conduct account-specific research – from industry-level trends to organization and personnel mapping
  • Assist as required with appropriate branding of RFP responses, presentations, etc. including assembling necessary corporate facts and ‘boilerplate’
  • Develop and manage high touch executive events for strategic OUR  CLIENT accounts and contacts
  • Work with Business Unit Marketing and account management personnel to identify potential cross-sell/up-sell growth areas within accounts, build briefing packs with input from business unit leads and marketing
  • Assist in competitive research for the specific industries – leveraging Corporate Marketing Services in the process as necessary
• Develop community involvement and networking strategies:
  • Identify industry, trade or executive associations for regional participation – represent OUR  CLIENT at such events as necessary
  • Establish relationships with local academic institutions and look for opportunities for joint initiatives with academic bodies and/or alumni associations
  • Coordinate with Public Relations to look for appropriate media placement opportunities
• Maintain the suspect database and help in honing market focus for the sales force:
  • Provide analysis to sales management on vertical/sub-regional trends, market and opportunity sizing, value vs. volume information, etc.
  • Coordinate with local administrators to ensure regional data is accurately represented in geography-level reports through Marketo, Siebel CRM, etc.
  • Ensure that new pursuits fall within the parameters of the master suspect list, or that there is a sound business justification for pursuit outside that list
• Conduct other marketing support and sales enablement activities as required:
  • Work with Business Unit Marketing to facilitate periodic sales training for key offerings
  • Maintain marketing calendars and monitor/track associated budgets; track the success of programs against the sales team’s pipeline objectives
  • Take a lead role in gathering and preparing approved customer references in the form of case profiles, testimonials, sales references and quotes for publication
  • Provide leadership and/or support to local internal/associate communications activities

Required Experience:

• Proven success developing and executing integrated business-to-business marketing campaigns, including goal setting, budget management and results measurement.
• 8 + years experience in technology or professional services marketing & communications, with prior experience at the national/director level, preferably in a consulting or technology services and outsourcing organization.
• Experience in one or more of the following industries a strong plus: Insurance, Healthcare, and Professional Services.
• Experience evaluating and assessing internal and external client needs and market needs, and transforming them into actionable marketing plans/campaigns.
• Bachelor’s degree in communications, journalism, marketing, business, or a related field.
• Strong organizational skills.
• Excellent communicator – well-spoken with excellent writing skills.
• Experience with Marketing Automation tools (Eloqua, Marketo) and CRM tools (, Siebel CRM) a strong plus.
• Strong people skills across all levels and functional areas of the organization.
• Positive attitude, leadership qualities, and flexible team-oriented approach to working with others.

• Experience analyzing market/industry data including market sizing information and competitive intelligence to support new offering introductions and the development of marketing campaigns.

Reporting Relationship:

• Reports to the Head of Marketing & Communications for North America.

Location:

• Edison, NJ