The Manager of Market Development has an intimate understanding of the team’s daily performance against objectives through effective communication and utilization of Salesforce.com CRM reporting, is able to continuously identify and execute opportunities to increase overall quantity and quality of new leads through collaboration with internal and external resources, and makes personnel decisions based on measured data and clearly communicated expectations.

Functional Outcomes
• Using the tools at your disposal, analyze, track and understand the efforts of the team in prospecting for new leads.
• Find new lead databases and opportunities by developing relationships with industry organizations and vendors.
• Develop and maintain a strong working relationship with marketing communications that leverages the group’s resources to the benefit of creating new leads for the team. Actively participate in the planning, execution and analysis of lead-generating activities.
• Develop and maintain a strong working relationship with the sales leadership team to ensure their active assistance in ensuring positive lead handling results with the regional sales managers and an open, on-going dialogue regarding lead quality.
• Routinely research new prospective sources for leads and ensure they are communicated and utilized by the team and marketing communications where applicable.
• Supervise, administer and adjust as necessary, incentive plans for the team.
• Identify, administer and monitor the success of regular learning opportunities (classroom and in-field) that equip team members to be a knowledgeable and credible first contact for prospective customers.
• Create, communicate, publish and adjust as necessary, team processes and work instructions that ensure consistency in daily work and measurable outcomes.
• Create, evolve and present monthly KPI reports related to the performance of the team and its relevant contribution to helping the region meet its annual revenue objectives.
• Conduct weekly team meetings to ensure communication and identification of issues and opportunities.

Key Results
• Continuous flow of qualified leads delivered to sales team per annual plan
• Team and individual performance metrics achieved in prospecting, new lead creation and funnel contribution per annual plan
• Positive and productive relationship with the marketing communications team validated by routine communication and collaboration on lead-generating activities
• Positive and productive relationship with the sales team validated by routine communication, integration of constructive feedback and overall satisfaction with lead quality