Published 30 November 2022

Account-Based Marketing Manager

Purpose

As the Account-Based Marketing Manager (ABM Manager), you will be responsible for supporting our commercial function in growing sales opportunities by executing marketing campaigns tailored to target accounts within the pharmaceutical industry.

Working closely with both the sales and marketing teams, you will plan and execute tactical marketing plans aligned to business goals.

Reporting Structure

Reports to Head of B2B Marketing

Key areas of responsibility

  • Brand expert and ambassador:
    • Develop a thorough understanding of the company’s customers, service offering, people, systems, processes, and capabilities
    • Clearly articulating and steering brand positioning internally and externally
  • Evolution and delivery of EPG Health’s ABM Strategy:
    • Focus on communication and collaboration to proactively collate, use, and articulate intelligence that steers impactful strategy and tactical execution
    • Constantly evaluate and adapt strategy in line with marketing and sales goals
    • Execute multi-touchpoint account-based marketing campaigns (including email and paid social) that create and nurture demand within strategic accounts
    • Tailor campaigns and messaging for individual account plans and purposes
    • Measure and report on the success of campaigns, providing suggestions and influencing decisions backed by analytics and data
  • Market intelligence:
    • Analysis of customers and customer personas, their goals, drivers and purchase lifecycles
    • Competitor analysis to understand our position in the market and influence marketing and sales strategies
    • Customer feedback survey – understand and leverage how clients view our service, areas for improvement, upsell opportunities
  • Sales support:
    • Acting as the primary conduit between the sales and marketing teams, ensuring positive working relationships and practices, understanding of account facing teams, their objectives, challenges, and clients
    • Ghostwriting and reviewing email and social copy and other outbound collateral
    • Manage a calendar of campaign activities to support multiple Account Directors
    • Lead management – monitor leads generated through campaigns, create reports, and motivate relevant internal stakeholders
  • Content generation:
    • Identify opportunity or need for new collateral including case studies, testimonials, thought leader articles, sales slides
    • Update existing marketing collateral to ensure it meets both sales and customer needs, the messaging is consistent, it’s aligned to current intelligence/examples, and is on-brand
    • Leverage or repurpose content to increase exposure/ROI or reinforce important messages with different audiences or channels

Key skills and experience

  • 3+ years’ experience in B2B marketing, including Account-Based Marketing or multichannel marketing, with a focus on lead generation
  • A strong team player, confident verbal communicator, and influencer/motivator across functions
  • Excellent written communication and proof-reading skills, with experience scoping and delivering compelling marketing content
  • Delivering end-to-end campaigns (full-process) – planning, content creation, systems set-up, list building and segmentation, metrics reporting
  • Commercially driven/focussed – familiar with the technical sales cycle, from driving new contacts, nurturing leads, drive adoption, and accelerating growth
  • Life science industry experience is ideal but not essential
  • Attention to detail and discipline to follow established policies and processes

Personal attributes

  • Initiative, drive, determination, and a desire to learn
  • Digitally savvy and confident with technology
  • A strong team player, demonstrating accountability, collaboration and respect
  • Results-focused with good numeracy and analytical skills
  • A strong work ethic, sense of professionalism and responsibility
  • Highly organised and able to work well independently as well as part of a team
  • Strong attention to detail
  • A confident communicator, both verbal and written

This role does not include direct line reports but requires leadership and sits within a team of complimentary functions and skillsets.

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