Marketing Manager, Lead Development

The Manager of Marketing Operation is the primary point of contact between the marketing department and company sales, services, finance, procurement and other departments, providing insights on lead flow, campaign results, and budget optimization. The Marketing Operations Manager also is responsible for a Demand Creation team who prospect as well as triage and qualify inbound leads with new and existing customers.

The Marketing Operations Manager oversees the marketing automation platform and related business tools, including their interoperability and connection to CRM and accounting tools to report on campaign performance, lead waterfall performance, marketing influenced and generated sales, and marketing ROI. Other marketing support functions include but are not limited to providing prospecting resources, partner marketing reporting, customer satisfaction reporting, and strategy for engaging prospects and customers at company-produced events.

The Manager of Marketing Operation works to create scalable processes that ensure best practices in lead management and database management. The role conducts the complex data and business analyses that inform strategic decisions by stakeholders across the company.

Job Summary

As Marketing Manager, Lead Development, you’ll lead AVI-SPL’s lead development team while remaining actively involved in qualifying marketing-generated leads and creating sales opportunities.

In this player/coach role, you’ll oversee team performance, lead management processes, and reporting while partnering closely with Sales to ensure qualified opportunities are effectively prioritized, routed, and followed through. You’ll use lead and customer insights to improve conversion, strengthen Sales and Marketing alignment, and contribute to revenue growth.

Essential Duties and Responsibilities

Identify, qualify, and prioritize high-value sales inquiries based on business impact and readiness

Engage with inbound marketing-generated leads to qualify prospects, confirm BANT (Budget, Authority, Need, and Timing) criteria, and identify sales-qualified project opportunities for handoff to the sales team

Respond to prospective customer inquiries by clearly communicating AVI-SPL's solutions, capabilities, and value proposition

Identify the appropriate sales team for each qualified opportunity, facilitate a seamless handoff, and provide follow-up support to maximize lead conversion

Capture and maintain accurate customer and prospect information, update lead records, and create qualified opportunities within the CRM

Maintain CRM data integrity by identifying duplicate records, validating new account creation, and ensuring contact and lead records are accurate and up to date to support reliable sales and marketing reporting

Prepare lead status reports and conduct quarterly business reviews with Sales Managers to evaluate lead outcomes, improve conversion performance, and strengthen Sales and Marketing alignment

Detect, investigate, and prevent fraudulent or invalid inquiries from entering the sales pipeline

Provide prospecting lists to regional offices using ZoomInfo and other tools

Other duties as assigned

Skills and Abilities

• Ability to interact and collaborate with employees, clients, partners, and colleagues within all levels of the organization
• Customer-centric mindset with clear and professional communication skills (both written and verbal)
• Excellent attention to detail, ability to keep accurate records and documentation on activities
• Ability to balance multiple tasks with changing priorities
• Critical thinking skills
• Ability to work and think independently while meeting deadlines
• Demonstrated ability to maintain strict confidentiality and handle sensitive matters with discretion

Education and/or Experience

• Bachelor’s degree in Business or related field preferred
• Minimum two years of prior sales, marketing or telemarketing experience preferred; experience in the Audio Visual or Technology field desirable
• Demonstrated CRM knowledge
• Intermediate proficiency with demonstrated experience utilizing Microsoft Office Suite (Word, Excel, PowerPoint)

Working Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. This job operates in a professional office environment. This role uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines. The work environment is generally moderate in noise (inter-office conversations and computers/printers).

Physical Requirements

The physical demands of this position are those that are necessary to meet the responsibilities and essential functions of this position. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform the essential functions.

This position regularly requires employees to sit, walk, and stand; talk or hear, both in person and by telephone; use hands repetitively to finger, handle, feel or operate standard office equipment

Direct Reports

This position hase one direct report

Work Hours

• AVI-SPL reserves the right to alter work hours and work location as deems necessary
• AVI-SPL is an Equal Opportunity Employer/AA/Disabled/Veteran Protected
• VEVRAA Federal Contractor