Sales Lead Manager

Stellar Public Adjusting Services

Sales Lead Manager

Position Purpose and Objectives

The Sales Lead Manager is responsible for managing the incoming demand and reporting on the ROI for all lead generation programs.

Essential Functions

• Creates business rules. Follows the written business rules which marketing and the sales channel must pursue to ensure 100% accountability for all lead generating activities.
• Supports Sales. Creates inquiries and qualified leads to support the sales forecast for the company on a monthly quarterly and yearly basis.
• Creates Qualified Leads. Has sufficient experience to recommend to marketing management and the companys agencies, techniques to increase the number of qualified inquirers who respond to the companys promotional efforts.
• Forecasting. Must be able to deliver qualified leads from the sales inquiries generated by the company (or vendors). Guides systems and processes to give the Public Adjusters qualified Sales Leads.
• Lead Distribution. Distributes inquiries and leads to the Public Adjusters
• On-Time Lead Arrival. Works with the corporations agencies (PR, Advertising, On-Line, Direct Mail, Telemarketing) to create a blend of sales inquiries that arrive on a predictable schedule each month.
• Follow-up. Works with sales management to be sure that 100% of all sales inquiries are followed-up.
• Scoring/Grading. Understands how to grade inquiries based on the answers to profile questions.
• ROI. Ensures that sufficient quantitative and qualitative research has been completed with prospects and customers so that management can make informed decisions about the ROI for lead generation.
• Formulas. Understands the formulas that are used to predict marketing ROI.
• Reports. Reports on inquiry activity by product, source, and source type. Delivers a monthly report showing sales results from sales inquiries and leads.
• CRM. Understands the CRM system and works to make sure that the system delivers qualified inquiries (Sales Leads) in a timely fashion to the sales channel.
• Database. Understands database marketing and can make recommendations about the type of database structure needed.
• Fulfillment. Ensures the fulfillment of prospect requests for information within 24 hours.
• Fulfillment. Creates literature packages or PDF files for fulfillment.
• Marketing Automation. Understands and is capable of guiding inquiry nurturing processes which ultimately deliver sales ready leads. Nurturing includes but is not limited to email, telemarketing, printed fulfillment, webinars, and marketing automation programs.
• New Technologies: Has a working knowledge of new technologies such as business intelligence, account-based marketing and predict marketing software.