Assignment Details
Our client a leading analytical laboratory instrument manufacturing company, is looking to engage with a Consultant to focus on the optimization of the company's Marketing Qualified Lead (MQL) handling processes, coordinating and prioritizing the work of a team of lead qualification specialists across the Asia Pacific Region.
Key Responsibilities:
• Efficiently handle the APAC MQL queue by coordinating and prioritizing the work of a team of qualification specialists.
• Engage with new and existing APAC customer contacts that have expressed an interest in Waters solutions, identify their needs and generate business opportunities through the conversion of MQLs to the state of sales readiness or to contacts for nurture.
• Ensure that lead qualification specialists are trained and prepared to cover a range of product and solution offerings, across the APAC region, aligned with current marketing campaign and product portfolio messaging and focus.
• Monitor and ensure that lead qualification specialists complete the necessary information in our customer relationship management system (Salesforce), in a timely and accurate manner, to allow for ongoing nurture of customer contacts in future marketing and business development activities, and/or for seamless handover to account managers for opportunity development.
• Through the collation of strong metrics, a keen interest, engagement and understanding of industry best practices and Waters’ business and systems, continually improve and optimise company’s lead qualification practices and processes.
•Through the high-quality customer and prospect interactions of the lead qualification specialists, identify, summarise and communicate market and competitive insights to business stakeholders.
• Set and meet lead qualification key performance indicator targets, aligned with service-level agreements between sales, marketing and demand generation.
• Work with Sales teams, Commercial Operations and other regional leaders to drive MQL opportunities into orders, constantly looking for ways to drive increase conversion to orders.
• Collaborate with the APAC field marketing and sales organisations to ensure customer and business success vs annual operating plans.
Locations: Ahmedabad, Bangalore, Chandigarh, Hyderabad, Mumbai, Delhi, Salt Lake City India. (This role can be performed from any of the company's locations in India therefore proximity to any local company office is required. Some APAC travel may be required.
Capacity: Full time
Duration: 3 months
Skills Required
• BSc or higher in an analytical or life sciences-related area, or business/commercial qualification and familiarity with the market of analytical instrumentation and/or company's’ primary customer market segments.
• Experience of campaign and/or project planning and management.
• Direct and indirect people management experience preferred.
• Experience managing stakeholders from diverse geographic and cultural backgrounds preferred.
• Sales, tele- (inside) sales, business development or marketing experience preferred.
• Knowledge of chromatography, mass spectrometry and related consumables and software advantageous.
• Knowledge or experience with Salesforce and/or Marketo systems valuable.
• Strategic mindset with a strong execution focus – willing and able to be hands-on and involved in the work of lead qualification when needed.
• A clear team player and change management advocate.
• Entrepreneurial spirit with a growth mindset.
• Ability to effectively influence management and peer group.
• Outstanding verbal and written communication.
• Excellent interpersonal skills.
• Evidence of effective collaboration & networking skills.
• An enthusiasm for growth and development of self and others.
• Exceptional organization, time management and problem-solving skills.
• Spoken and written fluency in English; additional European languages would be a plus.
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