ABOUT THE JOB
The Market Development & Lead Generation Manager (MDLM) is primarily responsible for
identifying, nurturing, and converting new business opportunities within target B2B markets. This role focuses strictly on the Top-of-Funnel activities, ensuring a robust and high-quality pipeline of qualified prospects for the specialized consulting team.
- Short-term requirement: You must have proven experience in Lead Generation.
- Long-term development: You must be eager and willing to develop comprehensive expertise across all business development functions.
KEY RESPONSIBILITIES
The MDLM will specialize in generating and developing business opportunities through one or more of the core channels below:
Strategic Relationship (Top Tier Corporate DX Focus)
- Targeted Corporate Network: Proactively establish and cultivate relationships with decision-makers specifically within top-tier corporations engaged in major Digital Transformation (DX) initiatives.
- Networking & Relationship Building: Develop and maintain a valuable network of personal contacts, industry stakeholders, and influencers, with a strong emphasis on the DX ecosystem.
- Referral Strategy: Actively seek out high-quality referrals from key partners or leaders within the DX space.
- Strategic Alliances: Identify and establish strategic partnerships with technology vendors, consulting firms, or platforms that service the Top Tier DX Corporate segment to generate co-selling opportunities.
- Leverage Personal Equity: Utilize personal reputation and network to gain access and establish high-level meetings with target DX prospects.
Consistent Direct Approach (Outreach)
- Sales Materials: Wrap up and showcase our built solutions to generate leads.
- Deep Prospect Research: Conduct in-depth research on target companies and individuals to ensure outreach messages are highly relevant and address specific pain points.
- Outbound Campaign Execution: Develop and execute personalized, consistent, and data-driven direct outreach campaigns (cold email, LinkedIn messaging, cold calling).
- Conversion Focus: Take responsibility for warming up cold contacts and qualifying them into viable opportunities ready for the pitching stage.
Inbound Channels (Online-Offline)
- Channel Optimization: Collaborate with the Marketing Team to optimize inbound channels (website, webinars, thought leadership content) to attract ideal prospects.
- Event & Partnership Management: Lead the planning of proprietary Flagship Events or spearhead participation in key industry conferences to generate qualified leads and establish brand authority.
- Inbound Qualification: Define and manage the inbound lead qualification process to ensure that only the most fitting opportunities are advanced to the pitching phase.
- Content Contribution: Provide input on content strategy and topics to position the company as an industry expert, thereby attracting high-quality leads.
- Channel Engagement: Actively monitor and engage with industry social channels or forums to identify and respond to potential opportunities.
