Lead Generation Specialist
Mechanicsville, VA 23116
JOB SUMMARY: The Lead Generation Specialist qualifies leads and prepares market analysis for the Healthcare Logistics sales team. The function is responsible for managing and processing leads through a defined sales process and Customer Relationship Management software. Position is also responsible for market planning and analysis, product and supplier targeting and segmentation and conducting market research that provides a deep understanding of the healthcare supply chain market in support of our business goals. This position reports directly to the Director of Healthcare Logistics Sales.
ESSENTIAL JOB FUNCTIONS: Identifies and qualifies prospects for the Healthcare Logistics division, tracks and monitors their progress using a defined sales process and Customer Relationship Management tools and assists in communicating with them orally and in writing in support of the sales staff. Primary point of contact managing inbound and outbound phone calls to qualify prospects sourced from trade events, website, etc. Develops written communications to prospects and customers. Performs updates to the CRM and opportunity tracking software, and performs extracts, data analysis, report writing, and presentation of status and results supporting all aspects of Business Development functions. Develop targeting and segmentation analysis and recommendations to the businesses as warranted. Identification of rich sources of candidate companies, securing an adequate number of leads to fill the sales funnel and qualification of an adequate number of leads to provide viable targets for the members of the sales team. Direct primary competitive, customer and market intelligence efforts that support Healthcare Logistics business. Report findings with recommendations and conclusions to the businesses as warranted. Work with teammates to develop and foster use of insight. Gather and review all marketing activity including printed collateral, web content, and field campaigns to better understand competitor activity. Assists in the development of presentations, proposals, agreements and other ancillary sales and marketing material as part of the sales process including the integration of sales material and analyses into presentation formats, including MS Word and MS PowerPoint, for presentation to the prospect. Is responsible for translating data in graphs and other depictions to visually convey meaning. Develops ad hoc reports for sales, financial, operational and process analyses as dictated by departmental needs. Create strategic intelligence reports, basic business profiles, SWOT analysis. Identify opportunities for businesses to expand through strategic partnerships. Develops cost estimates and evaluates return on investment for sales and marketing tactics.
SUPPLEMENTAL JOB FUNCTIONS: Becomes knowledgeable of other O & M programs and promotes those programs, where appropriate, with targeted accounts. Business liaison between the customer and the Marketing department to document successes and build white papers. Creates and analyzes comprehensive sales analysis reports for customers, Management and Sales team. Perform other duties as needed.
QUALIFICATIONS: A. EDUCATION & FORMAL TRAINING: Equal to a four-year degree college or university education with a broad knowledge of a discipline such as finance, business administration, marketing, supply chain management and/or an aligned medical discipline. B. WORK EXPERIENCE: At least three years (up to and including) five years, preferably in a financial, marketing or sales position that required some combination of direct customer contact (cold calls), an attention to detail, data management, market analysis, data reporting, and data presentation. Experience in a client- or supplier-side position in healthcare, medical device or pharmaceuticals. C. KNOWLEDGE, SKILLS & ABILITIES: - Fearless communicator with good interpersonal, verbal and written skills, including the ability to communicate with teammates, prospects and customers up to and including the C-level.
- Strong PC, data management and analytical skills with a good understanding of Access, Excel, Word, PowerPoint, Reporting(Crystal, Business Objects) and CRM (e.g. SalesForce.com) software.
- Project management, planning and organizational skills with the ability to track multiple projects through varying project paths and lifecycles.
- Ability to review and analyze information from multiple sources.
- Ability to work under structured and unstructured supervision, independently and as part of a team.
- General understanding of supply chain management, medical and financial terms.
- Demonstrated leadership and skill in the following areas; data analysis; competitor insight and analysis modeling techniques.
- Ability to prioritize, set deadlines, and manage projects in a time-sensitive environment.
- Familiarity with web-based research and sources as well as market research concepts.
- Demonstrated problem-solving ability from prior work environments.
Owens & Minor is not seeking assistance or accepting unsolicited resumes from search firms for this employment opportunity. Regardless of past practice, all resumes submitted by search firms to any employee via-email, the Internet or directly to hiring managers at Owens & Minor in any form without a valid written search agreement in place for that position will be deemed the sole property of Owens & Minor, and no fee will be paid in the event the candidate is hired by Owens & Minor as a result of the referral or through other means. O&M recognizes & values the diversity of its teammates, customers & business partners. EOE/M/F/D/V
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