Basic Purpose:

- Responsible for managing the team handling creation of business relationships and generating sales leads with potential customers for Brillio in the US and UK markets.

- The role is responsible for overall management of the lead generation / business development team to drive account intelligence, audience targeting, and integration with field marketing campaigns through the primary function of inside sales.

- The role is measured by contribution to meeting specific new logo acquisition targets and pipeline development goals, team management, activity planning and execution, performance management and reporting.

Essential Duties and Responsibilities:

Business Development:

- Work closely with the marketing and field sales team in identifying target market, target accounts and services to be covered in the business development (lead generation) activity

- Plan and oversee segment and account level research and map the account, identify potential buyers, identify key needs and positioning of Brillio’s services

- Oversee Contact database management - data sourcing, contact qualification, classification, communication and updates

- Plan out lead generation campaigns with the head of field marketing including email and calling campaign plan, lead qualification follow-up and nurturing

- Manage day to day operation of team members

- Oversee calling, lead qualification and handover to sales

- Oversee adherence to Salesforce.com processes and tracking

Tracking and Reporting:

- Report weekly activity and log all lead related data

- Weekly planning call with field sales to identify weekly activity, target accounts, lead generation strategy and plan

- Pipeline reporting and tracking from lead to pursuit to closure

KRAs:

- Development and execution of quarterly and yearly lead generation plan

Performance indicators will include:

- Quality of leads generated

- Progression of leads into opportunities

- Number of deal closures and new client acquisition

- Value of business generated

- Overall team management, training, enablement and performance management

- Hiring, training and enablement of team members

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