Pursuit Marketing Manager

Job Description - Pursuit Marketing Manager (180001TR)

The Pursuit Marketing helps sales develop market expansion through new customer acquisitions, retention and increased share of wallet within the existing CWT client base. Pursuit marketing is a critical part of the sales process that ultimately helps CWT increase bid win rates across key deals (either competitive dialogue or renewals). More specifically Pursuit Marketing Managers are responsible for leading the marketing effort within identified account pursuits working closely with other marketing functions, Business Development and Bid Management functions.

Pursuit Marketing Managers are responsible for leading the marketing effort within identified account pursuits, working closely with marketing functions, Business Development and Bid Management to support growth and improve bid win rates.

• Work with market intelligence functions: help develop, coordinate and apply market, industry, client and competitor insight to each specific pursuit as relevant
• Drive and develop the most relevant, compelling and differentiated CWT win themes and value propositions for each relevant pursuit
• Ensure relationships are built across all relevant stakeholders during pursuit campaigns; uncover and develop a deeper understanding of the client organisation (decision makers and influencers) involved in each pursuit; coordinate client and prospect relationship maps/stakeholder matrices as appropriate
• Drive strategic and tactical marketing initiatives with integrated sales and marketing campaigns into key accounts and prospects in support of growth strategy throughout the pursuit life cycle
• Ensure a bespoke communications plan (demonstrating CWT differentiation, key credentials & capabilities on specific sales activity such as an RFP response) is targeted across the client/prospect relationship map during the sales cycle (leading up to final down select decision). Communicate CWT value during the sales cycle of each pursuit
• Introduce innovative pursuit marketing services to cover bid support marketing including:
  • Strategy to wins – client clinics, war room activity & win theme creation
  • Differentiated value proposition development (Challenger Sales principles)
  • Development and execution of end-to-end pursuit theme
  • Identity and strapline, creative style (normally in keeping with prospect/client brand)
  • Compelling content and memorable client interaction and presentations
  • Competitive ghosting and war gaming
  • Staging of presentation rooms, customised props etc.
  • Help with preparing approach for site visits, references, case studies etc.
  • Red teaming, orals & client presentation rehearsals, “worst questions”
• Help brief and lead the creative process (working with dedicated designers) to bring all CWT pursuit responses and messages to life ensuring that they are memorable, distinctive and heavily differentiated. Optimise and deliver targeted value propositions that are implemented as part of an end-to-end campaign process including but not limited to bespoke marketing projects and deliverables:
  • Customer messaging: eCampaigns and teaser campaigns as part of earlier prospecting (tailored and target messaging)
  • Direct Mail optimisation and management
  • Collateral materials (e.g. POS, handouts, thought leadership, posters, brochures, case study, reference booklets and site visit booklets)
  • Digital (e.g. bespoke videos, microsites and presentations)
  • Talking Points, thought leadership and educational/training materials
  • Supplier advertising program
• Develop a 'lite-touch' pursuit marketing programme for 'smaller' or ‘short timeframe’ deals. Share a self-service approach to adopt pursuit marketing best practise
• Develop training materials for application of pursuit marketing best practise
• Set, monitor and record all pursuit activity objectives to ensure consistency and rigour applied every time.

• Experience Level: 3 to 5 years

• Primary
  
  Location:
  
  Regional
• Employment type:
  
  Standard
• Job Family:
  Marketing
• Scope:
  Regional
• Travel:
  Yes, 25% of the Time
• Shift: Day Job
• Organization: S&C_Marketing

Job Posting:
Apr 12, 2018

As an Equal Opportunity Employer/Affirmative Action employer, the organization will not discriminate in its employment practices due to an applicant’s race, color, religion, sex, national origin, veteran status, disability status, sexual orientation, gender identity or any other federal, state or local protected class.

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