Manager, Lead Development

  • Epson
  • US - CA - Los Alamitos
  • 1 week ago

Company Name: Epson

Location: Los Alamitos, CA, US - 90720

Job Duration: 2021-05-04 to 2021-06-03


Principal Accountabilities
In addition to the following Epson's policies and procedures, principle accountabilities include, but are not limited to:


Management of Lead Qualification Team & Processes 
•    Build and coach a team of Lead Development Representatives who conduct multi-channel outreach to generate interest in Epson’s commercial and industrial product lines
•    Provide strategic guidance to team on how to qualify prospective customers 
•    Collaborate on strategies to drive incremental account penetration into key areas of the business
•    Partner with marketing leadership to define key success metrics for the role and how to measure against them
•    Understand KPIs that drive the business and develop standardized processes to maximize performance of the team 
•    Inspire and lead the team to meet and exceed goals by closely monitoring and managing process consistency; identify and make recommendations for improvements in process and productivity
•    Utilize proven best practices to growing pipeline development with an account-based approach
•    Ensure team is consistently meeting and achieving the needs of the marketing, product, and sales organizations 
•    Oversees all lead qualification activity for the group, including identification of customer needs, presentation of appropriate solutions and programs, and successful implementation of sales and marketing strategies
•    Provides critical feedback to corporate and product management regarding activity, trends, and competitive findings in the marketplace


Relationship Management
•    Partner with marketing, product and sales leadership to design and implement inbound lead qualification and outbound acquisition strategies and playbooks using a data-driven approach
•    Develop strong cross-functional relationships across sales, product, and marketing leadership
•    Work closely with marketing and lead management team on defining campaign follow up and reporting

Success Metrics

  • Qualified leads passed to and accepted by sales
  • Number of appointments set/percentage deemed worthy by sales
  • Opportunity/pipeline value generated from leads passed, generated by marketing


Other Requirements

  • 5-7 years of demonstrated successful experience in lead generation management
  • Deep understanding of inbound and outbound pipeline development – prospecting, cold calling, objection handling and qualifying
  • Technical expertise and ability to acquire knowledge of new products to be able to articulate value in an outbound prospecting motion
  • Demonstrated ability to manage through change and help others celebrate it
  • Experience in developing and implementing strategic processes to increase team efficiencies
  • Experience coaching and mentoring junior employees and a genuine motivation to help facilitate the career growth of others both personally and professionally
  • Ability to develop relationships at multiple levels within an organization and to multiple functions
  • Strong verbal and written communication skills
  • Excellent organizational skills and analytical capabilities
  • Proactively utilize the CRM system to advance sales and communicate efficiently with all stakeholders
  • Experience with Salesforce, marketing automation and sales engagement platforms

Epson America, Inc. is an Equal Opportunity/ Affirmative Action Employer

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, disability and protected veteran status, as well as any other characteristic protected by federal, state or local law.