About the job
About L.E.K. Consulting
L.E.K. Consulting (“L.E.K.”) is a global management consulting firm that uses deep industry expertise and rigorous analysis to help business leaders achieve practical results with real impact. It is uncompromising in its approach to helping clients consistently make better decisions, delivering improved business performance, and creating greater shareholder returns. The Firm advises and supports global companies that are leaders in their industries — including the largest private and public sector organizations, private equity firms, and emerging entrepreneurial businesses. Founded more than 35 years ago, L.E.K. employs more than 2,000 professionals across the Americas, Asia-Pacific, and Europe and is recognized as a top consulting firm to work for. For more information, go to www.lek.com.
Health Care Sector Go-to-Market Lead, US Go-to-Market Overview
L.E.K. Consulting is looking for an experienced marketing strategist to join our US Go-to-Market (GTM) team to help drive the Firm’s growth priorities for our Health Care industry sector. The Health Care GTM lead is a newly defined position within L.E.K. and will play a critical role within the organization for future revenue growth. The Health Care GTM Lead will work closely with our Health Care sector partners to build comprehensive GTM strategies, plans and tactics for the Health Care sector and its subsectors that enable the firm and individual stakeholders to go to market effectively. This individual will be a key part of the firm’s revenue generation engine and will be responsible for working at a strategic level to maximize the likelihood of success against our growth goals for the Health Care sector.
Cross-functional collaboration is essential, as this individual will work across multiple functions and teams (Global Marketing, Sales Enablement, communications, sectors/industries, service lines, etc.) to foster a one-firm mindset and align our resources. Developing and executing the Health Care sector (and subsectors) GTM activation plans to enable individual partners and other L.E.K. team members to go to market effectively is equally important as the brilliance of the strategy developed. Curiosity, knowledge and experience in using a broad tech stack for digital marketing activation is also essential, partnering w/the Digital Marketing team to bring tactics to life in market.
The Health Care sector GTM lead resides within L.E.K.’s US Growth function, which consists of teams that work closely with leadership and other stakeholders to support L.E.K.’s growth efforts through sector and service line marketing, account management and marketing, sales enablement, lead gen and nurture, and pursuit marketing. This individual will report to the US GTM Leader and will serve as a conduit (along with other sector and SL GTM leads) across the sales enablement and marketing teams to drive innovation (in strategy, planning and execution), foster a client-centric focus, lead data analysis producing insights that influence results, create best practices and build team capabilities, all delivered with operational excellence through the people, process and technology needed to thrive. This individual serves as the connective tissue between the Sales Enablement team, Global Marketing team and partners for GTM success for L.E.K’s Health Care sector.
L.E.K.’s US Growth function reports directly into the Americas Managing Partner and is aligned tightly to the business and its stakeholders. Through the teams’ collective understanding of the sectors in which L.E.K. operates, the buyers we serve, the services L.E.K. provides and the needs of the business, they craft growth and marketing strategies, create tools, plans and tactics, and provide coaching to support stakeholders in their efforts to go to market and grow revenue for the firm.
Key responsibilities of the Health Care Sector GTM Lead include:
Go-to-Market
- Formulate Health Care sector GTM plans and strategies for priority and emerging subsectors to achieve scale quickly and drive execution. Ladder Health Care sector GTM strategies to firm growth strategies. Employ innovative digital tactics, as appropriate, to scale quickly and to achieve campaign engagement and lead gen goals.
- Develop Health Care sector campaign assets, tools, target, communications strategies, etc. to enable execution in market. Partner with sector/SL leads to package campaign assets for Health Care sector revenue generation activities.
- Communicate down-funnel needs to Sales Enablement leads and ensure seamless campaign pull-through execution. Leverage VOC and GTM campaign performance to optimize campaign delivery and identify needs and new opportunities.
- Create innovative marketing strategies that build compelling client experiences that lead to successful launches of large, complex initiatives and, subsequently, high client engagement and wins as outcomes from the initiatives.
- Collaborate with Health Care sector partners and other stakeholders to build cross-functional sector/subsector GTM plans that rally the sector around our highest growth priorities. Understand, leverage and lean into sector/SL and key account strategies in building cross-functional sector GTM plans for material impact on overall sector and firm growth.
- Create tools for stakeholders to effectively leverage themselves and the firm in meaningful, relevant business conversations with Health Care clients about their needs and our service offerings. Empower them to develop deeper relationships with clients and prospects.
- Create detailed plans, tactics, timelines and milestones to clearly communicate and ensure progress to Health Care stakeholders.
- Manage end-to-end campaign process for all Health Care sector campaigns (launch, execution, activation, measurement).
- Solicit buyer feedback through voice of customer studies, buyer interviews and other tactics to continuously inform GTM and marketing strategies for the sector and subsectors.
- Craft compelling value propositions and story lines for sector GTM activities, and work with Sales Enablement and account management teams to ensure the messaging, credentials and sales tools for the Health Care sector adequately portray the messaging.
- Collaborate with Global Marketing to develop up-funnel campaigns to drive awareness, consideration and conversion within the Health Care sector.
- Develop targeting strategies that may, at times, include partnering with external organizations and alliances.
- Understand the competitive landscape to best inform industry sector GTM strategies.
- Drive awareness and education of the GTM plan though internal education, playbooks, communications and trainings.
- Produce case studies and other credentials that support both the sector GTM strategy and internal education.
- Use a qualitative and quantitative data-driven approach to measure, analyze, and synthesize actionable insights and disseminate knowledge broadly across cross-functional partners.
- Recognize potential risks to the success of the GTM strategy and develop countermeasures to mitigate risks.
- Share updates with leadership regularly.
Go-to-Market Team Strategy And Performance Expectations
The Health Care Sector GTM Lead will fulfill the above responsibilities and will also work in tandem with the US GTM Leader to provide VOC, GTM and other learned insights to the Global Marketing team and to other team members across the US Growth team regarding the Health Care sector.
In Summary, The Health Care Sector GTM Lead Will
- Own Health Care sector GTM for the US, managing mid to low funnel strategies, plans and tactics to create leads, drive engagement and nurture accounts toward proposal opportunity and win.
- Counsel stakeholders and practice leaders in developing industry sector growth strategies.
- Lead various initiatives to support the firm’s growth plans.
- Listen for trends, needs, potential opportunities and issues by building close relationships with Growth teammates and stakeholders and by staying closely connected to the Health Care sector and subsectors.
- Run analysis and reporting on the performance of the US Health Care GTM efforts. This includes garnering insights and uncovering trends, making recommendations to enhance results, and pivoting strategy and tactics for different outcomes, when needed.
- Manage budget planning and stewardship for Health Care sector GTM programming, including playing a key leadership role in the annual planning process.
- Own and contribute to employee engagement and development initiatives in the US Growth function.
- Help cultivate a culture of growth, collaboration and innovation on the US Growth team.
Qualifications
- 10+ years’ experience in professional services marketing and/or go-to-market.
- Bachelor’s degree in marketing, business management or related field.
- Strategic thinker and demonstrated strategic business acumen: analytical, proactive, critical thinker, client-focused, recommendations and programs rooted in business fundamentals, focused on results and measurement. Ability to actively participate as a leader with building a strategy and helping the team execute the strategy.
- Strong oral, written and interpersonal communication skills. Good business and interpersonal instincts, judgment and high integrity.
- Extensive understanding of sales management techniques and practices to drive low funnel pull through on GTM tactics.
- Demonstrated understanding of buying behaviors and sales cycles against primary buyers and services.
- Proven ability to architect and deliver high performing programs, campaigns or initiatives.
- Change enabler w/expert stakeholder management skills. Ability to treat sensitive/confidential information with appropriate discretion.
- Ability to lead discussions and enable practice leaders to articulate value propositions/messaging.
- Ability to set expectations with stakeholders and navigate barriers.
- Ability to manage multiple initiatives and priorities at once, articulating prioritization and managing reprioritization fluidly with both stakeholders and collaborators.
- Ability to deliver value while navigating transformation and ambiguity.
- Excellent project management and organization.
- Customer service mindset with a sense of urgency.
- Strong aptitude for continued learning.
- Process improvement mindset to improve future processes.
- Strong collaboration skills and experience.
- Data analytics mindset.
- Sound skill with Microsoft applications (Outlook, Word, Excel, PowerPoint) and proficient CRM skills (Salesforce).
For more information and to apply, go to http://www.lek.com/join-lek/apply
- Applicants must be currently authorized to work in the United States on a full-time basis
- L.E.K. Consulting is an Equal Opportunity Employer
- L.E.K. Consulting has a hybrid work model in place for our U.S. offices
- In Illinois, the base salary is between $135,000 - $175,000 (USD); placement within this range will vary based on experience and skill level. L.E.K. also offers a performance bonus, profit sharing and other benefits.
- In other locations, competitive pay is commensurate with the role and geography
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