Director - Marketing Information

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Inventurus Knowledge Solutions

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Director - Marketing

Position Overview: The Director of Marketing will be part of the IKS sales organization that is responsible for helping generate revenues from our clients. The sales organization includes four components Our sales process is consultative and involves understanding the clients requirements, developing customized solutions that meet their requirements, and building credibility and rapport with CEOs, CFOs, COOs and other senior of our client organizations. Our sales cycle takes 6-12 months as a client moves from suspect to prospect to customer, and our sales team makes dozens of interactions with the customer in this duration. IKS uses the salesforce.com (SF) application for managing the overall sales process. Sales team (hunting), which includes sales people based at various markets across the US, primarily in large cities such as Los Angeles, Dallas, Miami, and so on Account management team (farming), that is responsible for generating additional from existing clients Channel management, that is responsible for working with management consulting firms, healthcare IT vendors, and other potential channel partners that could help us reach out to large number of potential customers Solutions team, that is responsible for analyzing client requirements, developing suitable solutions (involving people, process and technology) to meet the clients needs while meeting IKS profitability goals. As a young company, IKS has traditionally focused on its delivery/operations model, and has had relatively less focus on sales. However, IKS has recently revamped its sales organization and has hired several sales people. As part of this new focus on sales, IKS wishes to hire a senior marketing professional who will have the responsibility to enhance our positioning, messaging and visibility in the industry, such that marketing becomes the fifth key component of our sales organization. Responsibilities: IKS provides revenue management solutions including financial services (such as revenue cycle management); technology services (such as application development, IT implementation, training and support); clinical services (utilization review, coding, compliance); and analytical services (business intelligence, predictive modeling) to large US-based hospitals and physician groups through contracts that typically involve: Job Description The Director of Marketing will design, implement and manage marketing programs that have quantifiable outcomes for IKS in terms of brand awareness, customer perceptions, and sales leads. To do so, the Director of Marketing will work closely with IKS management as well as with the sales team, solutions team and delivery teams. The Director of Marketing will perform the following functions Design, create and update IKS sales collateral, including brochures, presentations and case studies Plan and coordinate IKS participation in industry exhibitions, trade shows and other events (primarily in the US), so that we maximize visibility and sales leads while complying with allocated budgets Plan and coordinate events hosted by IKS for current and prospective clients (in India and the US), so that we improve customer relationships and generate sales leads, while complying with allocated budgets Provide inputs to the solutions, sales and delivery teams to ensure that client presentations, proposals, RFI/RFPs, account reviews, and so on are designed in a client-oriented manner Work with the sales, solutions and delivery teams to create white papers and articles that reflect thought leadership by demonstrating our understanding of industry trends, client needs, and how IKS solutions address client needs Design, create, manage and update IKS website content, including search engine optimization (SEO) Design and create newsletters intended for current and potential customers Provide support to the sales organization regarding all aspects of marketing, including customer behavior, positioning, branding and communication Additional Information Will report to the EVP and head of Sales based in Los Angeles, USA Will work closely with the US-based sales team Will normally work in the regular India day shift, but will frequently have to work in the India afternoon shift from 1pm-10pm IST, so that he/she can interact with the US-based sales team and the EVP and head of Sales Desired Profile The Marketing Director will have the following profile Total 10+ years of experience Experience in marketing of IT software, IT services, BPO services or other business-to-business (B2B) products or services that leverage delivery facilities in India to serve corporate customers in the US MBA with specialization in marketing or international business Good written and spoken communication using American English Work experience in the US is desirable, but not essential Interview Process and Selection Criteria The Marketing Director will have the following profile The interview process will be as follows: Initial screening interview by IKS HR Phone interview with VP of Sales based in the US Phone interview with VP of Solutions based in the US Interview with IKS CSO and/or IKS CEO Selection criteria will be: (1) experience in B2B marketing; (2) exposure to the needs of US customers; (3) communication skills; (4) enthusiasm and drive. Experience 10 - 15 Years Industry Type BPO / Call Centre / ITES Role Head/VP/GM-Marketing