Marketing Lead Development Specialist

Position Overview:

We are seeking a highly motivated and detail-oriented individual to join our marketing team as a Marketing Lead Development Specialist. As the Marketing Lead Development Specialist, you will play a critical role in the success of our marketing campaigns by qualifying leads and ensuring a smooth handoff to the sales team. You will be responsible for assessing the quality and potential of marketing-generated leads to maximize conversion rates and revenue growth, for nurturing potential leads and for expanding our customer database.

If you have a strong analytical mindset, excellent communication skills, and a passion for driving business growth, this role is perfect for you.

• Lead Qualification: Evaluate and qualify leads generated through marketing campaigns, including online inquiries, event registrations, and content downloads, to determine their quality and sales-readiness based on predefined criteria, ensuring they meet the qualifications and fit the target buyer profile. This includes conducting thorough research and verification of lead information to ensure accuracy and relevance, including company size, industry, contact details, and any additional qualifying factors.
• Data Quality and Accuracy: Ensure our CRM database for contacts are maintained to the target Quality Standard. Clean marketing leads, regularly refresh contact data, remove potential duplicates.
• Data Analysis:
  • Analyze lead and campaign data to measure the effectiveness of lead development initiatives, identify trends, and make data-driven recommendations for optimization.
  • Analyze lead data and perform lead scoring to identify high-potential prospects based on predefined criteria
• Lead Nurturing: Collaborate with the marketing and sales teams to develop lead nurturing strategies and campaigns to engage and further qualify prospects who are not yet ready for sales handoff.
• Lead Generation: Contribute to Lead generation by identifying and qualifying prospects besides Marketing Campaigns
• Communication and Collaboration: Coordinate closely with the marketing and sales teams to facilitate seamless lead handoff, ensuring all necessary information is provided and documented.
• Reporting: Generate regular reports on KPI including lead quality, conversion rates, and other relevant metrics to measure the effectiveness of marketing campaigns and identify areas for improvement. Present insights to the Marketing team
• Process Improvement: Continuously evaluate and refine lead qualification processes and criteria including lead scoring, segmentation, and nurturing workflows to optimize lead conversion rates and enhance overall marketing and sales effectiveness.

• • Bachelor degree
  • Experience: Minimum of 2 years of experience in marketing, lead qualification, or related roles, in a Life Science, Medical or B2B environment.
  • Strong Analytical Skills: Ability to analyze and interpret data, identify patterns, and make data-driven decisions to optimize lead qualification processes.
  • Detail-oriented: Meticulous attention to detail and a commitment to maintaining accurate and reliable lead data.
  • Communication Skills: Excellent verbal and written communication skills to effectively interact with both internal teams and external prospects.
  • Collaborative Team Player: Proven ability to work collaboratively with cross-functional teams, including marketing, sales, and customer success, to achieve shared objectives.
  • Problem-Solving Abilities: Strong problem-solving skills to identify and address issues in lead qualification processes and propose effective solutions.
  • Tech-savviness: Proficiency in using CRM (Salesforce.com preferably) and marketing automation tools, as well as a good understanding of lead management systems and processes.
  • Results-Driven: Demonstrated ability to meet or exceed targets and deliver measurable results in lead qualification and conversion rates.
  • Adaptability: Flexibility to adapt to changing priorities, business needs, and market dynamics.
  • Continuous Learner: A growth mindset and a willingness to learn and stay updated with the latest marketing trends, techniques, and tools.

If you are passionate about driving marketing success, possess outstanding analytical skills, have a strong customer mindset, and thrive in a fast-paced environment, we would love to hear from you. Join our team as a Marketing Lead Development Specialist and contribute to our continued growth and success.

Good Knowledge of MS Excel or any other BI tool will be preferable.

Basic Product Knowledge to guarantee correct product selection is made.

Other duties may be assigned as required by the business need.

I.KEY RESPONSIBILITIES

Responsibility – In order of priority

Measure of performance

Qualify leads for our Medical, Industrial and Life Science Divisions, while managing our lead qualification outsourcing strategy.

4-hour follow-up on all Web inquiries

24-hour follow-up on all leads

Execute online chat as well as direct phone/email from website (If applicable)

Website conversion rate.  Lead qualification delivery rate using SFDC report

Ensure that each valued sales lead and/or product inquiry that Leica Microsystems North America receives is properly entered into our database in a timely fashion and with complete and accurate information.

Positive feedback from sales team on contact quality

Establish and maintain proper reporting to Sales Reps and Management to lay the groundwork for expeditious follow-up.

Requested reports delivered on time

Assist Market Managers in the measurement of marketing return on investment (ROI) using the automated reports built around Salesforce.com.

Requested reports delivered on time

Ensure all Marketing events which deliver customer inquiries are properly entered and managed in the global CRM system; particularly the diverse eMarketing modes we deploy.

% events entered on time

All eMarketing modes tracked as separate events

Continuous improvement of the existing processes surrounding Marketing lead qualification, while customizing the process for each sales division per their requirements.

Standard Work updated within 2 days of changes

Install, manage and continuously improve lead capture systems to improve inbound data quality; specifically electronic lead retrieval systems for our trade show events.

eLead system set-up and deployed for all marketing trade shows and events

Consult with Market Managers and Global eMarketing Manager to ensure marketing campaigns deliver content-rich, sales ready opportunities.

Decreasing time-to-entry for leads received

Optimize the hard copy and soft copy literature fulfillment process; specifically focusing on outsourcing of hard copy brochures and managing our vendor.

Reduction of in-house processing time

Performance within budget of partner

II.REQUIREMENTS FOR THIS POSITION

Professional Experience

• Minimum 2 years of CRM, customer service or telemarketing required
• Marketing Campaign experience preferred

b)  Education

•  Bachelor’s degree required. Science stream preferred

c)  Language

• English (proficient in reading, writing and speaking) required

d) Travel (required estimated % of time)

• Minimal (<10%) travel may be required to attend training events.

III.PERSONAL TRAIT PROFILE

• Must be computer proficient with Microsoft Excel and Internet Explorer, along with Apple iPad

• Experience using a CRM system including salesforce but not limited to Salesforce.com
• Ability to read, write and speak English fluently
• Strong phone presence and presentation skills
• Proficient with web presentation tools

IV.KEY RELATIONSHIPS

a)  Internal

• Reports directly to Marketing Operations Manager
• Direct Reports include:

• None

• Works closely with Marketing Team members
• Engages with Product Performance Managers, Market Managers CRM and Data Specialists when questions arise

b)  External

• Potential and existing Customers
• Sales Representatives (Direct and Indirect)
• Outsourcing partners

V.CORPORATE SUMMARY

Leica Microsystems

Leica Microsystems is a world leader in microscopes and scientific instruments. Founded as a family business in the nineteenth century, the company’s history was marked by unparalleled innovation on its way to becoming a global enterprise. 

Its historically close cooperation with the scientific community is the key to Leica Microsystems’ tradition of innovation, which draws on users’ ideas and creates solutions tailored to their requirements. At the global level, Leica Microsystems is organized in three divisions, all of which are among the leaders in their respective fields: the Life Science Division, Industry Division, and Medical Division.

Leica Microsystems has five manufacturing facilities in four countries, with sales and service organizations in 20 countries. The company is headquartered in Wetzlar, Germany.

Danaher

Danaher Corporation is one of the most remarkable success stories in the Fortune 500. In addition to Leica, Danaher owns some of the world’s leading industrial brands - products that span the most demanding applications in the world. Currently over 50 companies and 60,000 employees around the globe are working together challenging each other to take this success even further. Our joint quest does not only increase chance of success, it also fosters an environment in which a global career path is encouraged and limited only by your talent, capacity and ambitions.

Physical Demands:  Must be necessary to perform the “essential functions” of the job.

Activity                                     Amount of Time Spent Performing Activity

None

Up to 1/3

1/3 to 2/3

2/3 or more

Job Duty if more than “None”

Stand

Walk

X

Sit

X

Computer Work

Use hands to finger, handle or touch

X

To type and use phone

Reach above shoulders

X

Climb or balance

X

Stoop, kneel, crouch, or crawl

X

Talk or hear

X

Communication

Taste or smell

X

Use foot/feet to operate machine

X

Lift:

     Up to 10 lbs.

X

Light office equipment/files

     Up to 25 lbs.

X

     Up to 50 lbs.

X

     Up to 100 lbs.

X

     More than 100 lbs.

X

Tools & Equipment Used:  Must be necessary to perform the “essential functions” of the job.

Tools & Equipment                                                 Amount of Time Used

Up to 1/3

1/3 to 2/3

2/3 and more

Job Duty

Computer

X

Enter lead information, update database

Calculator

X

Phone

X

Vision Requirements: (Check all that apply.)  Must be necessary to perform the “essential functions” of the job.

___x__ Close Vision (clear vision at 20 inches or less)

______ Distance Vision (clear vision at 20 feet or more)

___x__ Color Vision (ability to identify and distinguish colors)

_____  Peripheral Vision (ability to observe an area that can be seen up and down or to the left and right while eyes are fixed on a given point)

_____  Depth Perception (three-dimensional vision, ability to judge distances and spatial relationships)

___x__  Ability to Adjust Focus (ability to adjust the eye to bring an object into sharp focus)

_____  None (No special vision requirements)

Describe the specific job duties that require the physical demands selected above. 

Data entry, reading documents

Work Environment:

Condition                                                   Amount of Time Exposed

None

Up to 1/3

1/3 to 2/3

2/3 or more

Job Duty if more than “None”

Wet, humid conditions (non-weather)

X

Work near moving mechanical parts

X

Work in high, precarious places

X

Fumes or airborne particles

X

Toxic or caustic chemicals

X

Outdoor weather conditions

X

Extreme cold

X

Risk of electrical shock

X

Work with explosives

X

Risk of radiation

X

Vibration

X

Risk of injury by ________________

X

Noise:

     Very Quiet

X

     Quiet

X

     Moderate Noise

X

Office Environment

     Loud Noise

X

     Very Loud Noise

X

Job Qualifications:  (ADA Compliance – No information needs to be completed for this section.)

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.  The requirements listed on this job description are representative of the knowledge, skill, and/or ability required.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

At Danaher we bring together science, technology and operational capabilities to accelerate the real-life impact of tomorrow’s science and technology. We partner with customers across the globe to help them solve their most complex challenges, architecting solutions that bring the power of science to life. Our global teams are pioneering what’s next across Life Sciences, Diagnostics, Biotechnology and beyond. For more information, visit www.danaher.com.

At Danaher, we value diversity and the existence of similarities and differences, both visible and not, found in our workforce, workplace and throughout the markets we serve. Our associates, customers and shareholders contribute unique and different perspectives as a result of these diverse attributes.