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Lead Development Specialist (Mississauga) - Part Time

Function: Marketing
Location: Corporate Advantage Mississaug, Mississauga, ON CA
Date posted: 3/9/2018 8:58:21 PM
Type: Part-time
Permanent / Contract: Regular
Job number: 1042555
Position Summary
Hours: 8:00-3:00 pm
Are you early in your career and someone who thrives on having probing conversations with prospective customers?  Would you like to see how Marketing and Sales work together to ensure acquisition optimization?  Do you want to work to be the first point of contact for new prospects at Staples Business Advantage?  We’re looking for a Part-Time Marketing Lead Development Specialist responsible to: 
1.  Phone qualify new Leads from the “Become A Customer” and other queues as needed to define new business opportunities
2.  Understand potential pain points of the prospective clients
3.  Determine if Staples Business Advantage can meet their needs
4.  Pass qualified, curated leads to a B2B business development manager in the sales group to open and onboard the account
As a Staples Business Advantage Marketing Lead Development Specialist, you are a master of building a pipeline of prospective customers. You love customer conversations and are passionate about helping to address the needs of our B2B buyers. A fundamental part of your job would be to speak with prospective customers over the phone and determine which prospects are ready to engage with a B2B business development rep immediately; if they would benefit from a participating in a nurture program a little longer; or are truly not a valid prospect for the B2B division rep supported programs. 
To do this will require you research accounts, weed out fraud potential, identify key players, generate interest, and successfully navigate and answer the prospects initial questions and possible obstacles.
While you will work closely with net new prospects and the hand-off process to both inside and outside sales professionals, this is a marketing role and you will not be travelling to meet prospects in person. 
Primary Responsibilities
Lead Source Planning
  • Maintain your process map to ensure smooth transition thru all points of contact
  • Provide input to all Become a Customer contact points for optimized initial client interactions with us
  • Participate in the development of talk track materials
    Lead Prioritization
  • Be aware of all active Marketing Campaigns able to generate leads that may flow thru the “Become a Customer” queue
  • Daily management of various Lead Source queues within SLAs and provide immediate feedback on queue volume to ensure next day SLAs can be consistently met
    Lead Management
  • Conduct appropriate research for all new leads
  • Build off a standard talk track to build call plan for each lead
  • Ensure initial contact with prospect is done within required SLA
  • Take comprehensive notes during call into CRM lead record (Salesforce) to enable full knowledge transfer to BDM/AM team when lead is assigned
  • Collaborate with Website Automation Manager, Onsite Marketing Coordinator, Sales leadership, and Salesforce.com development teams to enhance/troubleshoot “Become A Customer” lead integrations
    Lead Reporting
  • Ensure all leads are tagged appropriately in SFDC for daily tracking
  • Provide weekly tracking at each stage of leads: Received/source; Processed/New vs Existing; Leads Assigned by destination; Converted accounts & opportunity $
  • Call volume reporting to meet standard Staples benchmarks
  • Input where possible to Lead Process Optimization discussions by working with sales to gain feedback on the account closure rates vs pain points they feel within this lead queue

  • 2-4 year diploma or degree in business, marketing, sales or related field
  • 1-2 years of business experience with marketing, sales or database automation exposure
  • Excellent communication skills (verbal, written, presentation).  Ability to think on your feet and carry-out consistent professional verbal communication with prospects is the back-bone of this role
  • General understanding of online marketing tactics and best practices
  • Experience with Marketo, HubSpot, Eloqua or Salesforce.com an asset
  • Exposure to any account acquisition processes
  • Ability to work on multiple projects simultaneously
  • Strong QA and testing with an attention to detail
  • Analytical thought process that can be used to connect research to create relevant talk track from draft
  • Conscientious, thorough and organized in all aspects of your professional life.
  • Strong Team Player but must be capable of self-management
  • Innovative, motivated, organized, high energy team player who likes to take ownership
  • Ability to communicate effectively cross-functionally
    Preferred Requirements
  • Experience working in a business-to-business (B2B) environment
  • Experience implementing and optimizing lead scoring models preferred
  • Experience not only running a project, but also measuring and evaluating its success
  • Proven ability to work collaboratively in a fast-paced, team environment
  • Experience developing reports in marketing or CRM systems
  • 1-2 years Related Work Experience and/or other activities that developed transferrable skills
  • College Diploma or University Degree in business related field.
    Staples is committed to providing accommodation to people with disabilities throughout the job application and interview process to the point of undue hardship. If you require an accommodation during the application or interview process, please contact a Customer Care Representative at 1-866-782-7537.

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