Pipeline & Market Intelligence Manager

Job Description

Pipeline & Market Intelligence Manager

Job title:

Pipeline & Market Intelligence Manager

Location:

Gloucester, United Kingdom

Function:
Marketing (central function, global remit)

Reports to:

Marketing Director

Direct reports:
Three Research Analysts, based in Pune, India (managed remotely)

Working pattern:
Office-based, with occasional international travel

Contract:

Permanent, full-time

Salary:
Competitive

Optimas International is a global specialist in engineering and industrial distribution, providing fastener distribution and supply chain solutions to manufacturers across the UK, Europe, India and South East Asia, and China. We are entering a period of focused growth, built around six priority global verticals, our existing customer base in each country and a programme of acquisitions.

To deliver that growth we are building a strong central marketing function with the skills and discipline to generate leads, control the pipeline and give the business clear visibility of new wins. This role sits at the centre of that function.

This is a Revenue Operations role in all but name. You will own the master global pipeline in Hub Spot: what goes into it, how accurate it is, and how actively it is worked. You will lead a small research team that identifies new opportunities, and you will hold regional sales and business development teams to account for working those opportunities through to a clear outcome.

It is not a research-only or administrative position. We are looking for a senior, commercially minded operator who is equally comfortable building a reporting framework, challenging a sales leader on stale pipeline, and presenting findings to senior management.

Control the master pipeline. Own the report-out of leads per vertical and per region, feed Hub Spot, and remain accountable for the accuracy of active leads in the system. Hold sales teams in every region to account for pipeline activity and data accuracy.

• Own the master global target file in Hub Spot, combining strategic targets, regional targets and newly identified leads into a single source of truth.
• Maintain a live queue of 10 to 20 active leads per region, ensuring that as one opportunity closes or is lost, the next qualified lead is brought into play.
• Own the report-out of leads by vertical and region, and the process that feeds them into Hub Spot.
• Define and enforce pipeline stages, qualification criteria and data standards, working with the external Hub Spot consultant, who owns technical build, automation and system configuration.
• Hold regional business development teams and P&L leads accountable for Hub Spot workflow compliance, pipeline activity and data accuracy across the UK, Europe, India and South East Asia, and APAC.
• Run regular pipeline reviews with regional sales teams, challenging inactive or poorly qualified opportunities and agreeing clear next actions.
• Escalate persistent non-compliance constructively and with evidence, working with the Marketing Director and senior sales leadership.
• Direct two Research Analysts covering the six global verticals (three verticals each) to identify and qualify new targets.
• Direct one Research Analyst focused on cross-sell, share-of-wallet and global account plant mapping: identifying where an existing global customer has manufacturing sites in regions we do not yet serve.
• Own communication of research findings and market intelligence to sales leads and the Marketing Manager and regional Marketing Executives, so the business stays on the front foot in every region.
• Provide a regular market intelligence and topic feed to the Communications and Brand team to inform content and campaigns.
• Produce clear, consistent pipeline…