Lead Generation Manager

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Job Description Summary

Job Description

The Lead Generation Manager (LGM) is responsible for designing, implementing, and continuously improving a scalable, data‑driven lead generation engine for Alira Health's Research & Clinical Development (RCD) business unit. The LGM develops and governs end‑to‑end processes that identify, qualify, and hand off high‑quality opportunities to Business Development (BD), while ensuring rigorous data integrity, actionable reporting, and compliant outreach across regions. The role integrates data from CRM/ERP platforms and external intelligence sources (e.g., GlobalData, PitchBook, and company websites) and leverages AI tools to automate workflows and streamline operations. The LGM partners closely with BD, Operations teams, and operational leaders to drive pipeline growth and conversion. 

Lead Generation Strategy & Governance:

• Define ideal customer profiles (ICPs), target segments, and buyer personas for the RCD portfolio; align prospecting strategies with clinical services priorities and capacity.
• Establish a standardized lead generation framework (SOPs, RACI, SLAs) that governs sourcing, enrichment, qualification, handoff, and feedback loops across global teams.
• Plan and execute multi‑channel prospecting (email, social, events, partner referrals, web forms), coordinating with Marketing/BD for content and campaigns.

Data & Systems Integration:

• Orchestrate data ingestion and synchronization between CRM and other in- house systems, ensuring accurate account/contact hierarchies, deduplication, and harmonized taxonomies.
• Source and integrate third‑party market intelligence (e.g., GlobalData, PitchBook) and public company websites to expand and refine target lists.
• Design and maintain lead scoring, routing, and enrichment rules; champion data quality standards and stewardship.

Pipeline Development, Qualification & Handoffs:

• Operate and optimize top‑of‑funnel processes to increase Qualified Leads.
• Manage qualification workflows and ensure timely, well‑documented handoffs to BD and Operations.
• Track follow‑ups, meetings, proposals, and outcomes to evidence the impact of generated leads and to inform prioritization.

Reporting, Analytics & Forecasting:

• Define and deploy dashboards and reports on BD KPIs and funnel performance (e.g., lead volume, quality, progress, conversion rates, win rate).
• Produce weekly/monthly/quarterly views for operational leaders; run analyses, funnel diagnostics, and forecast models to guide capacity planning.

Process Excellence & Automation:

• Map and continuously improve lead generation processes.
• Investigate and Implement automation using AI and other tools.
• Evaluate and manage vendors and data tools; establish success.

Collaboration & Stakeholder Management:

• Partner with BD, Operations, Delivery/Functional leaders, to align priorities, and capacity.
• Facilitate regular pipeline and performance reviews; maintain clear feedback loops for continuous improvement.
• Support global coordination across time zones; ensure Europe‑based coverage with global responsiveness.

Compliance, Ethics & Data Privacy:

• Ensure lead generation practices adhere to applicable regulations (e.g., GDPR and local privacy/anti‑spam rules); implement consent/legitimate‑interest management and do‑not‑contact controls.
• Partner with IT to ensure data governance, security, and compliant recordkeeping in CRM/ERP and other databases.

DESIRED QUALIFICATION & EXPERIENCE 

• Minimum 5 years in lead generation, or inside sales operations within global clinical CROs (or closely related life sciences services environments).
• Demonstrated success building scalable lead engines that deliver qualified pipeline for complex B2B services with long sales cycles.
• Hands‑on expertise with CRM and ERP platforms (designing fields, workflows, validation, and dashboards) and with external data sources (e.g., GlobalData, PitchBook).
• Strong analytics skills: funnel metrics, attribution, forecasting, and cohort analysis; proficiency with spreadsheets and BI/reporting tools.
• Experience applying AI for workflow automation (enrichment, scoring, prioritization, outreach optimization).

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