Manager, Business and Lead Development

Description:

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 has 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