Project Manager - B2B lead generation (networking products and services

Netscribes is a global market intelligence and content services provider that helps corporations achieve strategic objectives through a wide range of offerings. Our solutions rely on a unique combination of qualitative and quantitative primary research, secondary/desk research, social media analytics, and scientific research. As part of our market intelligence services, we also offer research driven lead generation services for our clients globally.

For more than 18 years, we have helped our clients across a range of industries, including technology, financial services, healthcare, retail, and CPG. Fortune 500 companies, as well as small- to mid-size firms, have benefited from our partnership with relevant market and competitive insights to drive higher growth, faster customer acquisition, and a sustainable edge in their business.

Netscribes is backed by Helix investments, a US-based private equity fund.

Title: Project Manager - B2B lead generation (networking products and services)

Level: Manager / Senior Manager

Location: Gurgaon

No. of Positions: 1

Project description:

1) Netscribes offers lead generation services for global firms. Our lead generation teams are a combination of researchers and business development executives.

2) The business development executives are responsible for identifying prospects and for converting them into leads via active engagement on email, calls and social media.

3) They are supported by the research team who trains them on the relevant products and services, helps them identify large opportunities and also supports them on live pitches.

4) The research support is critical for engaging with prospects, who are typically senior executives globally, in a meaningful and focused manner.

5) We are currently setting up a lead generation team for a global telecom and network service provider. This team will be responsible for covering the US, Europe, Asia Pacific and India regions to generate qualified leads for the client's sales team and for setting up meetings.

6) The team will work across multiple shifts 5 days a week in Gurgaon and will carry monthly targets for qualified leads, apart from quality and productivity metrics.

7) The lead generation approach will not be driven by volumes but rather by the quality of the leads. The lead generation team will be supported by a research team.

Positions open: We are looking for a Project Manager who can take complete end to end ownership of this entire engagement. The Project Manager will lead a 30-40 member team of business development executives and researchers and will be the single point of contact for the client. The Project Manager will oversee the team leads who will be responsible for individual regions and shifts.

The key activities of the Project Manager will be:

1. Operational management of the entire team - End to end ownership of leads targets

- Hiring, training and mentoring business development executives, researchers and leads

- Drive daily / weekly targets for emails, calls and social media engagement

- Support conversion of prospects to leads wherever needed

- CRM maintenance and updates

- Management reporting and corrective actions, as needed

2. Strategy and planning

- Work with the client to design campaign plans and execute the same

- Constantly look for strategies that can improve the quality of leads generated and result in greater revenue for the client

- Effectively use technology platforms, CRM systems, third party tools and databases to drive the lead generation process

- Help define and monitor key performance metrics across the team

3. Engage in lead nurturing, rather than just lead generation

- Engage with the research and client teams to understand the campaign in detail and help identify targeted and focused prospects list

- Develop a strategy to maximize conversion over a period of time through consistent, non-intrusive and relevant touch points

- Wherever needed, engage directly with prospects or support team members in engaging with high value prospects

- Constantly gather feedback from the sales team to judge the effectiveness of the lead generation process and bring in necessary improvements.

Candidate Profile : 

- Must have at least 12 years of experience, of which 7 years or more should be in leading teams for B2B lead generation processes.

- Experience in lead generation for telecom or technology products and services in international markets would be a definite advantage. Domain knowledge of telecom and networking products and services for the B2B (enterprise) market would help.

- Must have past exposure to planning and executing high volume, high value email campaigns and tele-calling campaigns is necessary

- Must have comfort with using CRM systems for daily tracking and reporting

- Will need to be a people manager with the ability to mentor and support large teams and drive daily performance through coaching, rewards and a culture that thrives on performance.

- Must have above average written and verbal English communication skills.

- A confident, results driven personality that can engage comfortably with international clients.

- Must have exposure and working knowledge of project management methodologies, reporting and tracking tools and the ability to effectively use them for the project.

- Must be a strategic thinker who can help nurture the client relationship and constantly drive higher value.

Educational Qualification - Graduate or post graduate in any discipline. Technical education (Engg / Science) would be an added advantage. An MBA would be preferred.

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