Senior Manager, Demand Generation

3 weeks ago

Palo Alto California, United States Guardant Health Full time
Job Description

This individual will own Demand Generation and Growth Marketing activities and be an essential part of the BioPharma Marketing team. The remit of the Demand Generation lead will be to develop / maintain a tiered target list of BioPharma prospects, develop a plan to engage with those prospects, and execute tactics to generate a pipeline of leads and opportunities. This individual must have a strong understanding of the oncology therapeutic area market landscape and our portfolio of product offerings to identify our ideal set of prospects and effectively market our products and services to them.  

To create customer demand, this individual will own events (virtual and live) and activities that continue to deepen our relationships with customers and drive belief in Guardant Health as the best-in-class partner. They will partner closely with marketing to develop content, identify thought leaders (internally and externally) and successfully execute these deliverables.

Core Responsibilities:

Demand Generation:

Clearly define our target accounts and target customer profiles

Create / maintain a tiered, master target list of new prospective clients for outreach based on their drug development pipeline; collaborate closely with BD leadership to cross reference the active customer list and re-categorize customers as they evolve through the sales cycle

Capture all inbound leads into Salesforce / CRM lists and handoff leads to Business Development as appropriate; track and quantify this process (Marketing Qualified Leads, Sales Accepted Leads)

Build and provide a monthly metrics report to quantify leads and measure results of marketing tactics related to demand generation; based on results, strategically evolve programs

Manage and provide guidance to internal / external partners and vendors

Manage to budget numbers

Partner closely with our internal SFDC team and BD operations to automate, organize and input new leads / prospects into our CRM

Growth Marketing:

Build, deploy and measure tactics focused on demand generation (e.g. webinars, eBooks, whitepapers); collaborate closely with marketing team to create compelling content

Develop and maintain the CRM email calendar, deploy emails in collaboration with marketing, own post-email reporting   

Own conference and event calendar; lead planning and execution for BioPharma including collaborating with marketing, bioinformatics and scientific affairs to develop the correct content; support event logistics where necessary; assess competitive landscape to inform and optimize our conference / event calendar  

Continue to ideate on new ways to deepen engagement with customers and build loyalty to Guardant

Desired Skills / Competencies:

Learning Agility – This role will require the ability to quickly build strong technical knowledge of the Guardant Health products and services for the Biopharma audience, in addition to understanding the BioPharma customer needs across precision oncology drug development

Strategic Relationship Building – Ability to build strategic relationships within an organization to gain buy in, build enthusiasm for, and advance demand generation and growth marketing activities

Initiative into Action – Ability to drive things forward in an ambiguous environment; provide active thinking and recommendations

Results Oriented – Build a track record of success meeting or exceeding demand generation / customer engagement goals that support business objectives

Collaborative – Be a team player; demonstrate strong verbal and written communication skills when engaging with internal and external customers

Strategic Approach – Consistently considers how each tactic and activity ties back to the overall business and strategy; deeply understand the market landscape to effectively guide content creation and tactical executions

 

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