IT Business Development TL
I
- Location
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Egypt
iHorizons
Job Description
You will be responsible for developing and implementing targeted pre-lead generation strategies that align with business
objectives, setting up and executing pre-lead generation processes to ensure a consistent flow of pre-leads for the sales
team, while also optimizing these processes for efficiency. You will collaborate with sales and marketing teams to
successfully execute pre-lead generation and transition activities. You will be monitoring and evaluating performance
metrics, providing detailed reports to management for informed decision-making, and ensuring continuous optimization
of pre-lead generation efforts.
Reporting Structure
• This job reports to Head – Sales Operations.
• Lead generation executives report to this role.
Job Objectives
• Develop and execute strategies to achieve pre-lead generation targets and enhance the quality of pre-leads.
• Set up systematic pre-lead generation processes to ensure efficiency and effectiveness.
• Ensure alignment with SBU on the specifics of pre-lead generation and predefined criteria for qualification.
• Lead and guide team of lead generation executives to ensure proper generation and qualification.
• Define and track performance metrics for pre-lead generation, continuously optimizing team performance through
data-driven insights.
Job Responsibilities
Pre-Lead Generation Development
• Develop and implement effective pre-lead generation strategies, encompassing the identification of target
demographics, selection of appropriate outreach channels, and pre-lead contacting approaches.
• Establish an effective pre-lead generation process and lead the team into ensuring proper delivery of pre-lead
generation activities.
o Conducting customer research and market surveys to gather information about potential pre-leads.
o Generating pre-leads through cold calling, social media, email campaigns, networking etc. and nurturing preleads
by maintaining initial ongoing communication with them.
o Qualifying pre-leads as per set criteria and customer budget considerations.
o Managing pre-lead scoring systems for prioritization of pre-leads for the sales team.
o Handing over of the pre-leads to sales team for further engagement and conversion.
• Build a pipeline/pool of pre-leads to guarantee a consistent influx.
• Review pre-lead databases to ensure accuracy and relevance while generating necessary data and insights to
accurately assess and prioritize pre-leads.
• Oversee the execution of pre-lead generation campaigns across various channels and evaluate campaign
performance, making data-driven adjustments as needed.
• Ensure consistent branding and messaging across all pre-lead generation activities.
• Design, implement, and execute strategic pre-lead plans to expand the company’s customer database.
Market Analysis and Team Collaboration
• Analyze the market, stay updated on industry trends, best practices, and competitor activities, and identify risks and
opportunities to enhance pre-lead generation results.
• Identify emerging markets, shifts, new services and monitor competition status to refine pre-lead generation
strategies.
• Work closely with the sales team to understand and align with their needs and get specific updates to optimize prelead
quality.
Provide crucial insights to the sales team to support them in driving the company’s growth.
• Collaborate with marketing team to align content and campaigns with pre-lead generation goals.
Performance Monitoring and Reporting
• Continuously analyze and optimize pre-lead databases for accuracy and relevance.
• Set performance targets, track metrics, and conduct regular performance reviews.
• Ensure accurate and updated records of information and interaction statuses of all pre-leads are maintained in a
CRM (Customer Relationship Management) system.
• Generate regular reports to track progress, identify trends, and provide insights to management.
• Implement data-driven decision-making processes to optimize pre-lead generation efforts.
Managerial Responsibilities
Team Hiring & Selection
• Contribute to defining team Job Descriptions and competencies.
• Perform interview & selection activities and facilitate onboarding & orientation of new Team Members.
Team Management
• Build and lead a diverse group of talented professional team members.
• Hire, develop, mentor, manage and motivate the team.
• Build a transparent, open, and consistent communication system between self and team members, while ensuring
that the team has clear understanding of business direction, strategy, and results.
• Consistently monitor team’s work and performance by conducting regular team meetings and systematic reviews.
• Enhance team’s engagement levels by creating a positive work environment and by ensuring alignment of
individual & team objectives to organizational goals.
• Assist and support team in achieving team goals and elevating productivity.
• Manage the design and implementation of team scorecards in collaboration with the Strategy function.
• Ensure continuous reporting of KPIs.
• Manage underperforming team members.
• Act as an end escalation point for team’s critical issues and ensures solving them in a timely manner.
Employee Development & Performance Management
• Effectively use performance management mechanism to ensure growth and development of each individual team
member – setting clear objectives, scheduling periodical informal performance conversations and formal review
sessions, providing constructive feedback.
• Support & guide individual employees in the team to achieve work and personal development goals through
coaching and mentoring.
• Contribute to career path planning by creating development plans for individual team members and ensuring plan
implementation.
• Aid in succession planning by determining the critical roles in the team and identifying ideal successors for the
critical roles.
• Ensure training need analysis is done for team members and that the chartered training programs are administered
properly.
Processes, Best Practices & Work Standard Management
• Ascertain that work processes and tools followed by the team are effectual and of high standards.
• Establish and document best practices.
• Compare current practices to relevant industry best practices and bridge gaps (if any).
• Closely monitor & audit the processes of the function to ensure the quality & work standards are maintained.
• Evaluate the efficiency of the tools and constantly update them.
• Research the evolving areas of work, new market trends & changes and keep functional processes and standards
Job Requirements
• Bachelor’s degree in a relevant technical field (Computer Science, Information Technology, Engineering, or
• 5+ years of experience in lead generation within the technology industry, with a minimum of 2 years in a leadership role.
• Proven experience in lead generation with a track record of meeting or exceeding targets.
• Proven track record in lead generation research & optimizing lead generation processes through technology.
• Must have previous experience in the GCC market preferably Qatar.
Skills and Abilities
• Proficient in using CRM systems and lead generation tools.
• Knowledge of marketing automation tools, and lead tracking processes.
• Knowledge of workflows within Salesforce, Dynamics 365, and MS Teams.
• In-depth knowledge of technology trends, market dynamics, and competitor landscape.
• Strong analytical skills with the ability to interpret tech-specific data and metrics.
• Excellent communication skills with the ability to convey technical concepts to non-technical stakeholders.
• Good interpersonal skills
• Ability to communicate well in both English and Arabic is preferred.
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