The Leads Development Representative is responsible for designing and implementing a new lead qualification process at DrFirst where all leads are cultivated from initial discovery/declaration to marketing qualification (MQL) and, ultimately, to sales qualification (SQL). Essentially, this position will accelerate the sales funnel expansion of all DrFirst channels by adding a critical “human touch” to the demand generation and lead nurturing workflows built into DrFirst’s programmatic advertising and marketing automation platforms (respectively, Centro DSP and HubSpot). Initially starting as an individual contributor, this role can quickly evolve into building and overseeing a team of talented lead conversion specialists.

The Leads Conversion Manager will perform two primary functions:

• Triaging: Monitor HubSpot for inbound leads and determine the appropriate market segment and channel assignment for each new prospect.
• Qualification: Qualify the prospect’s interest, organizational focus, readiness and ability to buy.

This position’s ultimate measure of success is the effectiveness of ushering prospects to SQL status and getting them to make a commitment.

The Leads Conversion Manager reports to the Senior Director of Digital Marketing and supports business line leaders and the related sales and go-to-market teams in driving revenue growth for all sales channels and defined segments.

Responsibilities:

• The ability to insert friction into a conversation with the genuine purpose of helping the prospect to solve real problems. The ability to articulate DrFirst’s value proposition fluently and adapt messaging to meet the specific use cases of the prospect.
• Managing multiple sales opportunities simultaneously, ensuring the delivery to specific timing guidelines. This includes coordinating with multiple internal and external parties to ensure effective communications and program coordination.
• Supporting the development of effective marketing programs that are targeted to a variety of key audiences, including health system C-suite administrators, physician and medical staff users, independent practice and medical enterprise administrators, healthcare associations, municipal and government healthcare 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.
• Managing and executing against channel-specific marketing calendars to drive effective demand generation programs and ensure the successful achievement of sales and marketing goals.
• Acquiring and leveraging marketplace research/data that can be used to improve sales and marketing communication effectiveness/impact.
• Producing sales and marketing collateral, including sales presentations, product sheets, case studies and other marketing content that enables communication differentiation of product functionality and enhances sales force effectiveness.

• Bachelor’s Degree in Business Administration, Marketing, or related field.
• MBA a plus but not a requirement.
• 3+ years of overall sales and/or marketing experience.
• Experience in consultative roles a strong plus.
• Applied and strong knowledge of demand generation, marketing automation and sales enablement platforms.
• Experience using account-based marketing (ABM) tools is a strong plus.
• Deep understanding of healthcare IT, and especially medication management a plus.
• Exceptional communicator – demonstrates high-impact verbal and written communication skills. Ability to engage internal and external stakeholders, set clear expectations and manage needs/deliverables effectively.
• Strategic thinker – views marketplace at a high level in order to define and deliver tactics that drive brand/product awareness, product sales and product adoption.
• Creative thinker – proven ability to solve problems 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 – exhibits 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.
• Curious mind – strongly believes in continuous education and relentlessly pursues knowledge and excellence both in subjects of professional and personal interest.

Comprehensive benefits package includes:

• Medical, dental & vision coverage
• 401(k)
• PTO
• Disability insurance
• Commuter benefits.

Founded in 2000 and headquartered in Rockville, Maryland, DrFirst is an innovative Health IT company experiencing significant growth while creating user-friendly solutions so that doctors can treat their patients quickly, efficiently, and safely. Over 170,000 healthcare professionals, 67,000 pharmacies and 60% of the healthcare IT vendors in the market depend on us every day to reduce clinical errors and improve patient outcomes. Your work will have a direct impact on the lives of millions of patients across the country, including someone you might already know.