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Regional Field Marketing Manager - RT

Company:
Absolute Opportunities
Location:
Woodbridge Township, New Jersey, United States
Posted:
February 14, 2018
Description:

Regional Field Marketing Manager - RT

Iselin, New Jersey

As part of a global marketing team for DE&P, provide specialist regional field marketing support to the Head of Demand & Field Marketing. Their remit is to build and run a demand generation and field marketing engine in North America that will deliver marketing sourced pipeline (both direct and through channel partners) in support of the revenue targets of the US DE&P business. Provide support for business and strategic planning with local sales (NADE) and DEB marketing teams, omni-channel campaign planning and execution, guiding customer/partner/sales communications & enablement programmes, reporting & tracking.

Accountabilities

Business & Strategic Planning: Support the Head of DG with market and internal data to aid strategic decisions. Make recommendations for the NADE field marketing plan. Help to set targets for marketing sourced pipeline. Help to define target audience in terms of company profiles, personas, verticals, channel partners etc.

Campaign Planning & Delivery: Working as part of a global team, design (or adapt) and deliver world class B2B campaigns for customer acquisition, development and retention that can scale across field sales, partners and customers. Taking an omni-channel (online/offline) and verticalised approach, utilise digital and social marketing to deliver a personalised, insight-driven experience. Work with the Marketing Automation specialist to set up and execute campaigns in the Marketing Automation system. Work with the marketing database owner to ensure correct segmentation and targeting for multi-campaign design. Work with the Digital Marketing Operations team to request appropriate customer data sets.

Event Marketing

Work with the DEB marketing team and NADE sales team to compile a calendar of events for NADE

Ensure that events are planned and executed as part of an omni-channel campaign (including digital and social).

Manage contract process and negotiate with vendors

Create and manage communication with event attendees.

Participate in event strategy sessions

Create and maintain timelines and work backs to ensure project deliverables are accomplished on time.

Clearly communicate expectations to event presenters and assist with presentation content creation, when necessary

Provide on-site event support at North America events

Help create an events “center of excellence” by documenting processes, creating tools and sharing best practices among the events and content team to ensure flawless execution of events across the world.

Manage event budgets and ensure events are executed within allotted budget

Identify event success metrics and report on those metrics post-event

Manage post-event follow-up strategy to both attendees and internal stakeholders

Track, Measure and Refine: Support the Head of DG in all aspects of campaigns including lead scoring, lead nurturing and reporting across market segments and sector verticals. Track marketing funnel leads to ensure they are accurately progressing through each stage of the demand waterfall and ensure marketing qualified leads (MQLs) are routed to sales and processed in a timely manner

Relationship Management: Build strategic sales, channel and marketing partnerships internally and externally, to influence, motivate, and move the business forward.

Content Marketing: Working with the Product Marketing team, input to the content Marketing calendar and incorporate into campaign design

Develop campaign materials and toolkits to facilitate Sales teams' understanding of customer needs and ability to spot opportunities for selling Distributed Energy and Power products and solutions

Understand and follow DE&P brand standards when developing any materials

Identify candidates for customer stories/case studies in North America and work with the programme lead in the content team to create these

Determine the communications strategy for customers/partners in North America and work with the comms lead to ensure personalised messaging enabled through the marketing automation/content management system

Competencies

General competencies:

B2B Marketing expert with experience at omni-channel marketing to a broad range of market segments, from INC to SME

5+ years of relevant B2B energy or technology event marketing

Focus on driving measurable results

Strong attention to detail and project management skills

Able to work collaboratively with diverse, multi-location, and geographical teams and partner successfully with Sales management and Sales enablement teams

Strong team player who is passionate, quality driven, technology savvy and self-motivated

Ability to work independently.

Must be able to thrive in a dynamic, flexible work environment and switch rapidly from strategy to execution

Able to effectively and efficiently work to deadlines and manage multiple projects across the organisation

High proficiency required in the use of Microsoft Office, especially Microsoft Word, Excel, and PowerPoint, as well as Microsoft Outlook.

Ideally has worked with Marketing Automation systems and is advanced in their knowledge and use of social media channels

Marketing Competencies:

Strategy & Planning Intermediate – SP2

Has a broad understanding of all marketing strategy, planning tools and techniques and can provide in-depth advice on a number of these to colleagues. Is competent in collecting and analyzing market and internal data to aid strategic decisions. Gathers data from field staff and customers to understand specific customer needs and leverages knowledge of how technology addresses core business issues. Validates concepts and ideas about market dynamics using multiple sources, including marketing colleagues, sales, industry analysts, and financial analysts. Segments the market to reflect homogeneous groups based on customer need and describes how service offerings address the needs of target market segments. Can interpret information and make strategy recommendations. Maintains an understanding of internal and external dynamics. Independently commissions and briefs external agencies to undertake research work.

Portfolio Management Intermediate – PM 2

Has a developing understanding of Centrica DE&P capabilities and its offers, and how these relate to customer issues and opportunities. Has a basic understanding of the commercial terms appropriate for different types of offers. Has a basic understanding of how to create a value proposition.

Content & Communication Advanced – CC 3

Plans integrated marketing communications, selecting the best mix to achieve overall marketing or program objectives. Determines the most effective and cost effective media such as digital, PR, AR etc. Designs integrated communications to build a progressively evolving relationship with prospective buyers. Has in-depth expertise in one or more media. Ensures that the service messages overall are consistent with each other and align with the corporate message. Designs and applies metrics to evaluate and measure results.

Marketing Operations Intermediate – MO 2

Collaborates to design the processes and systems that will ensure the efficient and effective operation of the marketing community and takes ownership of one or more, ensuring others within the community are well briefed in their use. Defines a set of project-specific systems and metrics to provide co-ordination and communication across the marketing team and other internal stakeholders, and reports on the performance of marketing activity.

Sales & Field Enablement Advanced– SE 3

Collaborates with sales and account teams to design collateral, tools and education required. Tracks the usage, quality, and effectiveness of these elements and uses data and feedback to improve their future quality and effectiveness. Maps the sales support tools to the relationship development process: awareness, preference, consideration, and loyalty and ensures that the sales team are aware of what is available to them at each stage.

Partners & Alliances Intermediate – PA 2

Supports the partner teams with digital collateral such as presentations to develop relationships and progress opportunities. Develops and ensures easy access to digital support programs, documents, and other collateral that reflect the partners’ needs.

Education

Level of education required to carry out the role competently and effectively

Degree level qualification in any discipline – or equivalent

Work Experience

Depth/breadth of experience required to carry out the role competently and effectively

Demonstrated track record of excellence in B2B event marketing and tradeshows

Excellent planning and programme management skills

Strong communication skills

Physical Demand

Physical demands that must be met to perform the essential functions of the job

Must be physically able to conduct customer site visits including energy centres, and construction sites

Ability to travel up to 50% and to spend long days on their feet in a tradeshow environment.

Work Environment

Physical geographical location as well as immediate surroundings representative while essential job functions are performed:

Office environment

Building energy centres

Constructions sites (e.g. ground mount and roof top solar and CHP)

Travel Requirements

Office based in the US (Pittsburgh or NJ)

Travel as required to key events/tradeshows

Occasional global travel to US for team meetings

Job Dimensions

Strategic Input

Long-Term (sets strategic direction over 3+ years)

LT Membership

Key Stakeholders & Working Relationships

US Commercial: Work with commercial team to gain insight on channel effectiveness – gathering insights and doing research through them

US Sales: Work with sales team to agree a common language, set targets, sales priorities for marketing and align on a field marketing plan for NADE

DEB Marketing: work closely with the DEB marketing team to align plans and leverage activities

Global Technology: Understand the latest technology coming into our propositions and how they might impact channel strategy

Global Propositions Design: Work with design teams to ensure the proposition is fully understood and can be delivered in practice

Profit Centre Gross Revenue

Responsible for supporting the delivery of the ROW revenue targets to +£1bn by 2021

Financial Responsibility

Responsible for spending the marketing budget compliantly and accurately

Required Knowledge, Skills, and Abilities:

1. B2B Marketing expert with experience at omni-channel marketing to a broad range of market segments, from INC to SME

2. 5+ years of relevant B2B energy or technology event marketing

3. Focus on driving measurable results

4. Strong attention to detail and project management skills

5. Able to work collaboratively with diverse, multi-location, and geographical teams and partner successfully with Sales management and Sales enablement teams

6. Strong team player who is passionate, quality driven, technology savvy and self-motivated

7. Ability to work independently.

8. Must be able to thrive in a dynamic, flexible work environment and switch rapidly from strategy to execution

9. Able to effectively and efficiently work to deadlines and manage multiple projects across the organization

10. High proficiency required in the use of Microsoft Office, especially Microsoft Word, Excel, and PowerPoint, as well as Microsoft Outlook.

11. Present Salary?

12. Salary Expectation?

13. Must be a US Citizen or Green Card holder?