Especialista em Desenvolvimento de Leads

Main responsibilities:

New Leads Development:

• Perform market research using market intelligence tools looking for potential leads (companies and contacts) at priority market silos and regions determined.
• Identify leads that meet a the qualification criteria to be assigned as MQL (marketing qualified leads).
• Cross-reference different lists, having a clear organization and understanding of which contacts should be assigned to which campaigns.
• Develop an in-depth understanding of each of the 4 businesses of the Hartwell Company to strategically support the business by proposing/suggesting, new personas, job titles, that have been proven to achieve higher conversion rate.
• Develop actions for engagement, moving leads through sales funnel, by leading SDR weekly touch FUP meetings, taking notes on sales feedback and applying lessons learned.
• Control weekly qualified leads in all funnels stage, from qualified to request a quote, in various systems (Apollo, Acumatica, HS), guaranteeing all efforts are being clearly tracked.
• Act as a Contact Quality Data guardian, ensuring all systems contacts database are up to date (store view, contact owner and silo information) and defining action plans to improve lead and customer data quality (monitoring MoM improvements).
• Analyze campaigns results and bring insights of what’s working and/or needs improvement.
• Develop ownership on Outbound Campaigns OKR, nurturing its results on a weekly basis.
• Implement analytical mindset when assessing data and campaigns performance, being able to argument with sales team in an informed and critical-thinking way.

Other responsibilities

• Touch base with sales team to discuss about leads generated and receive feedback about qualify of leads handed over.
• Continuously gather key market information, update the CRM system, and assign a nurture path and follow-up activities.
• Track lead generation metrics and hot leads conversion rates for continuous improvement.
• Perform maintenance routines under CRM to keep data accurate and clean.
• Reports directly to Marketing Operations Manager

Skills and experience required:

• Minimum 3 years of experience with sales, market research, estimating or another commercial role.
• Strong analytical skills, capacity to search, combine, cross reference, and analyze data.
• High fluency in English capable of interacting with the commercial team based in US and with customers.
• Previous experience working for US companies focused on domestic market is a plus.
• Previous experience working with Construction Insight, ZoomInfo, Apollo and D&B platforms.
• Experience working at B2B industries, specially at construction, agriculture and government silos is also a plus.
• Soft skills: Team player and collaborative, data driven, proactive attitude proposing ideas and taking responsibility for working on solutions.
• Tools: Tech savvy, strong skills using excel and CRM (experience with Hubspot or Acumatica is a plus).

Other details of the position:

Contract type: Full time consultant.

Working hours: 8 hours daily (from 8am to 5pm EST).