EMEA Channel Development Manager

hace 7 días

Pozuelo de Alarcón, España Tennant Company A tiempo completo

The Channel Development Manager plays a crucial role in driving Leads Acquisition by the definition, the development and execution of strategies to generate high quality sales leads within the EMEA region.

He/She reports to Customer Experience & Channel Development Senior Manager EMEA and partners with local Sales Leaders and Commercial Teams, EMEA Product Management Team, Customer Experience Team and Global Marketing Operations Team.


Main Responsibilities:

Creating comprehensive lead generation strategies tailored to the unique market dynamics of the EMEA region and aligned with the EMEA Strategic plans and the local business strategies (Direct & Indirect market). This involves understanding the target audience, industry trends, and competitive landscape.Acquiring Leads across different channels by employing various tactics such as inbound marketing, outbound prospecting, ABM campaigns, content marketing, customer’s events, customer’s engagement, partnerships, SEM, Social Media, promotionsSupporting the indirect business growth leveraging specific initiatives (i.e. Dealer Program, etc…)Implementing lead nurturing programs to engage potential customers at different stages of the buying journey. This may involve email campaigns, targeted content, and other forms of communication to keep leads engaged and moving through the sales funnelMaking the product launches outstanding with ad hoc product communication materials and targeted communication plans to grab in target prospect and customers segmentsMonitoring and analising leads, campaigns and business KPIs reports for data driven decision to propose proactively innovative solutions/initiatives and promptly react to reallocate resources and review tacticsWorking closely with Sales, Marketing, and other relevant teams to ensure lead generation execution and meet business objectives. This includes sharing insights and reports, and highlighting resources allocation and new initiatives when needed to achieve short and long term targetsStaying updated on industry trends, market developments, and competitor activities within the EMEA region. Using this knowledge to refine lead generation strategies and identify new opportunities for growth.



Main tasks:


1.Lead generation:

Develops and coordinate successful EMEA leads gen plans execution (multi-channels campaigns, customers engagement initiatives and brand awareness actions) by excellent briefings to the Global Marketing Operations Team, ensuring and validating the quality and effectiveness of the customized collaterals, continuous fine tuning and optimization based on metrics (Conversion rate, Cost per Lead, Revenue per Opportunity)Multi-channels Campaigns development in alignment to EMEA Strategic initiatives and local business strategies. Proposing innovative acquisition models per market segmentsDeveloping and managing the EMEA Dealer Program. Defining criteria, process, contents & benefits, performance metrics, etc..Coordination of third parties (agencies, suppliers, etc..) to ensure the execution of the Channel Development plans and the milestones achievement as well as the monthly targetsProvide clear and detailed briefing to the Global Marketing Operations Team and third parties for the realization of attractive and ad hoc communication materials with outstanding standard of qualityEnsure timing execution to meet plansTracks results and analyses reports regularly to improve campaigns efficiency and resource allocationAnalise competitors initiatives and market trends continuously


2.Product launch excellence:

Definition of the customized/ad hoc product communications materials kit focused on promoting machines innovation, features, applications, added value service and stimulating in-target prospects and customers reaction (action-to)Make sure that the quality of product communication materials meets the sales journey and the business needs and sales people are informed accordinglyDevelop lead generation campaigns to get brand awareness to support the product launchCoordinate the product launches in collaboration with Product Management Team and local commercial teams and Business Marketers


3.Customers engagement:

Design the concept (hybrid approach – online/in presence) and coordinate the execution of the online/offline activities to ensure successful customers engagement (events, webinars, digital initiatives, …) as part of the business development supportPropose innovative initiatives/actions to provide a overall customer engagement (pre-event, during the event and post event)Coordinate the execution by third parties to roll out the plans effectivelyMonitor the short term and long term results (qualitative & quantitative) and the impact on the business


Skills:

- B2C/B2B Leads generation, innovative marketing models (Digital, AI, …) and Customers engagement experience

- Team leader, entrepreneurial approach, negotiation skills, marketing communication & business passionate

- Familiar with data analyses for data driven decisions

- Excellent communication skills

- Professional level of English, other European languages are an asset

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