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Senior Director Marketing, Sales Channel Enablement

Senior Director Marketing, Sales Channel Enablement

Job ID 
2017-1420
# of Openings 
1
Job Locations 
US-MD-Rockville
US
Posted Date 
12/21/2017
Category 
Marketing/PR

More information about this job

Overview

Life is short...work somewhere awesome.

 

The Sr. Director Marketing/Sales Channel Enablement is responsible for improving the overall performance of DrFirst sales efforts through the implementation and management of sales enablement programs, active sales development and performance assessment monitoring.  This organizational leader is focused on driving improvements in sales effectiveness measured by increased sales funnel velocity, deal size, and SQL conversion rates.  Using CEB Challenger Sales methodologies, the leader will ensure all DrFirst sales channels and sales professionals develop the necessary skills to consistently achieve sales performance goals. 

 

The Sales Channel Enablement leader will develop commercial insights for all marketing defined solutions and penetration products.  In conjunction with the rest of the DrFirst marketing team, the sales enablement leader will support the effective deployment of Challenger-based marketing programs.  Ensuring seamless messaging during the MQL to SQL transition process, the sales enablement leader champions the cultural shift to problem focused selling of Intelligent Medication Management solutions.  Through standardized scoring and skillset assessment, the leader will support sales professionals to refine their effectiveness and improve their performance.  The Sr. Director Marketing/Sales Channel Enablement serves as the catalyst for driving revenue growth for the defined sales channels by leading and coordinating programs in partnership with:

 

  • Defined Sales Channels - The Sr. Director Marketing/Sales Channel Enablement implements marketing programs designed to support new lead generation and/or upsell opportunities with the sales channels. The Sr. Director Marketing/Sales Channel Enablement trains sales teams on Challenger based messaging and supports marketing to execute high performance programs.  The Sr. Director Marketing/Sales Channel Enablement constructs the Challenger Sales programs for each campaign, ensuring sales channels and marketing efforts are consistent with the Challenger model.  The leader standardizes commercial insights in coordination with sales input, marketing research data and marketing defined solutions.  The Sr. Director Marketing/Sales Channel Enablement supports sales channel training to ensure readiness and effectiveness of sales channels. 
  • Product Segment Marketing Teams – The Sr. Director Marketing/Sales Channel Enablement works with the Sr. Director Product Segment Marketing and specific Product Segment Marketing Managers (PMSMs) to drive the creation of marketing demand generation programs for the defined market segments in support of all channels and market segments. As a critical part of the solution development and go-to-market process, Sales Channel Enablement facilitates the development of deep and insightful sales messaging that supports strategic solution goals and progresses sales opportunities.  Working in concert with Product Segment Management, the leader ensures that sales and marketing alignment yields the optimal program implementation results.
  • Digital Marketing Teams – The Sr. Director Sales Channel Enablement works with Digital Marketing support teams to coordinate the execution of all content and program strategies and timeline adherence. The Sr. Director Sales Channel Enablement ensures the timely execution of marketing programs in conjunction with the Digital Marketing team.  The Sr. Director Sales Channel Enablement works with Digital Marketing team to develop and execute integrated marketing programs through the preparation of sales channels efforts. 
  • Product Management Teams – In partnership with Product Management, the Sr. Director Marketing/Sales Channel Enablement supports the development of specific product solutions that address the specific market needs that are consistent with the corporate marketing strategy. Efforts will primarily be centered around the penetration products identified for product stimulus advertising.  The Sr. Director Marketing/Sales Channel Enablement works with Product Management to develop and execute Product rollout and expansion that meet segment growth goals. 

The position will report directly to DrFirst’s Vice President of Marketing, and will work closely with the Sales Channel General Managers as well as the Sales, Marketing, Business Development, Program Management, Product Management and Product Development teams across DrFirst.

Responsibilities

  • Development of persuasive Challenger insights targeted to a variety of key audiences/personas, including health system C-suite administrators, physician and medical staff users, practice and medical enterprise administrators, pharmaceutical brand managers and their agencies, strategic partners and content providers, general market healthcare IT and pharmaceutical industry executives, and internal executives and employees
  • Developing and managing channel-specific Challenger implementation and performance measurement programs to ensure effective demand generation programs are implemented consistently and to ensure sales goals are met
  • Acquiring and leveraging marketplace research/data that can be used to improve sales and marketing communication effectiveness/impact
  • Producing sales messaging inclusive of catalyst statements, commercial insights, A/B statements, reframing, prospect screening, and emotional and strategic imperative linkage guidance documents. Support in development of sales presentations, product sheets, case studies and other marketing content that enables communication differentiation of product functionality and enhances sales force effectiveness
  • Defining, refining and measuring sales performance metrics to ensure continued development of sales capabilities to implement programs and progress sales opportunities
  • Providing significant input into annual marketing planning, including sales forecasts and marketing initiatives supporting such goals
  • Leading innovation of sales enablement programs that drive our sales teams to be the gold standard in the industry, defined through continuous sales effectiveness in selling transformative solutions.

Qualifications

  • Bachelor’s Degree in Marketing, Communications, Business, or related field
  • MBA a plus but not a requirement
  • 8+ years of overall marketing experience
  • 8+ years in healthcare related enterprise sales experience
  • Additional experience from software/ SaaS and/or product marketing highly valued
  • Prior experience in healthcare IT is helpful but not required
  • Exceptional written communication skills, including the ability to write high-impact persuasive sales communications materials
  • Exception verbal communication skills and the ability to establish clear expectations which can be met, while managing the needs/deliverables of multiple different internal departments.
  • Sales performance measurement and reporting experience, with sales management or sales enablement leadership responsibilities
  • Strategic thinker views marketplace at a high level in order to define and deliver tactics that drive sales and product adoption
  • Creative thinker – proven ability to problem solve and meet marketplace challenges using traditional and non-traditional methods
  • Effective influencer – relies on their good ideas and collaborative style, not their title, to influence and direct internal and external teams to achieve desired outcomes
  • Self-starter – a can-do, team-oriented demeanor, well organized, and able to work effectively on multiple projects and project types, in a timely manner, with limited management oversight

In addition to working with colleagues in Marketing, Product Management and Sales, the Sr. Director Marketing/Sales Channel Enablement must be able to effectively collaborate and coordinate with diverse internal constituents across the company, including with staff from all company Divisions as well as leaders in functional areas such as Operations, Accounting, Finance, and HR.

 

All interested candidates must submit resume as well as two or three writing samples indicative of their ability to ideate and execute persuasive sales communications.