Director, Demand Marketing

| Greater Boulder Area | Hybrid
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Description

 

Director, Demand Marketing

As the Director, Demand Marketing at GHX, you are responsible for driving early stage sales pipeline for the North America business. You work closely with Product Marketing to define the demand gen strategy for each product portfolio and own the planning and execution of demand programs across those portfolios. You work closely with sales leadership and front-line regional sales managers to ensure seamless communication and create continuity for demand gen programs as relates common definitions and lead to opportunity hand-off processes. You collaborate closely with client services leadership to identify, plan, and execute upsell/cross-sell campaigns into GHX’s extensive customer installed base. You partner with alliances to deliver channel programs and enablement. 

You own the GHX web strategy and have responsibility for ensuring the website is an optimized instrument for lead conversion. You build and manage a high-performing SDR team to maximize the flow of sales-ready leads to the field. You’re fluent in interacting with field sales, inside sales, client services, product marketing, field/event marketing, creative teams and others to achieve goals. 
 
Additionally, you’re responsible for creating and driving GHX’s account-based marketing (ABM) strategy in North America, driving segmentation for marketing programs, analyzing program performance and driving optimizations across marketing touchpoints. You’re a natural leader that can inspire/motivate a team, drive to results, and are collaborative and analytical strategic thinker, who is also an effective influencer. You have exceptional verbal and written communications, ability to drive strategy through data, drive change through influence, and you have exceptional project management skills. 

Responsibilities 

  • Lead the demand generation function to drive predictable, scalable, and repeatable early stage sales pipeline with focus on conversion to revenue 
  • Develop and execute against a holistic demand gen strategy across all channels: web, webinars, events, email, display, SEO, SEM, and social 
  • Manage third-party marketing resources (list building, advertising, media, etc.) to execute against holistic strategy 
  • Propose, develop, test and execute multi-channel acquisition programs that seamlessly integrate events, digital, content, email, web, direct mail, paid advertising, social and account-based marketing 
  • Develop, manage, maintain and educate on standard definitions of leads, MQLs, and SQLs and establish effective lead-to-opportunity hand off processes between marketing and sales that drives mutual accountability 
  • Establish, document, educate and execute on effective campaign creation and management processes 
  • Build, maintain and evolve account level marketing attribution models to quantify the effect of demand gen programs on pipeline and revenue across channels 
  • Own marketing technology stack, including the marketing automation platform, lead scoring model and the lead nurturing programs and consistently optimize it to expedite opportunity creation, pipeline acceleration, and closed-won revenue 
  • Collaborate with European marketing team and determine points of overlap, making recommendations on how to achieve economies of scale by merging certain activities 
  • Bring a testing and optimization framework to each approach, constantly striving to improve past performance 
  • Manage all programs and vendors to budget, quality, and targets 
  • Recommend innovative tools for improved engagement and conversions 
  • Partner with sales, solutions, and client services to develop creative Account Based Marketing (ABM) programs that open new and expansion opportunities with high-potential client accounts and then liaise and partner with them to ensure we are getting the most value out of each and every demand program 
  • Partner with field marketing to develop and implement regional demand gen campaigns to generate new leads and move existing pipeline 
  • Collaborate with product marketing and content creation teams to develop content distribution plans across marketing channels that lead to opportunity creation and pipeline acceleration (social networks, paid ads, content syndication, blog, display, web and email) 
  • Partner with the events team to strategize on the overall event plan and build audiences for each event that ultimately translates to pipeline 
  • Partner with alliances team to set the strategic and tactical direction for a channel marketing program to drive growth through key health care tech partner 
  • Build co-marketing plans with key technology and services partners to reach healthcare providers and suppliers through partner trainings, events and co-marketing campaigns 
  • Make recommendations for content to optimize funnel and conversion 
  • Build and manage the inbound SDR function and maximize the flow of sales-ready leads 
  • Communicate across the organization to ensure the best ROI from demand gen outcomes 
  • Coordinate and proactively communicate closely with other Sales, Product, and IT team members to ensure cross-collaboration, information sharing, campaign organization/efficiency, and improved quality deliverables 
  • Work closely with the web development and content teams to ensure the website is optimized for conversions and has the necessary content to inspire prospective customers to convert 
  • Establish KPIs for all programs, create results forecasts, and track performance to ensure marketing plans are delivering expected business outcomes 

Qualifications

  • 8+ years experience in marketing Demand/Lead Gen role, preferably for B2B SaaS company. 
  • Healthcare experience required 
  • Experience partnering with sales to develop and execute integrated programs, strategies and operations 
  • Channel marketing experience and managing partner marketing programs  
  • Strong marketing operations acumen 
  • Proven track record of end-to-end sales funnel-building (lead generation, SDR qualification, handoffs and advancing through sales stages)  
  • Solid history of using Salesforce to produce dashboards and executive reports and metrics; a keen eye for mining data to uncover business insights 
  • Obsessed with metrics, data and performance 
  • Ability to build relationships with different roles and departments and communicate information quickly and succinctly 
  • Entrepreneurial drive and builder mentality (“go-getter”) 
  • Specific experience with Pardot / Marketo / Hubspot / Wordpress / Instapage or other major marketing automation and web page testing tools 
  • Proven experience scaling demand generation programs (e.g., inbound and outbound marketing, events, lead nurturing, ABM, etc. 
  • Creativity to build innovative programs that engage prospects and optimize marketing dollars 
  • Experience in generating demand among healthcare or life sciences personas is essential 
  • Experience managing vendor relationships and negotiating contracts 
  • Ability to balance strategic initiatives and hands-on implementation of demand generation programs 
  • Goal-oriented and able to manage complex projects across teams 

GHX: It’s the way you do business in healthcare 

Global Healthcare Exchange (GHX) enables better patient care and billions in savings for the healthcare community by maximizing automation, efficiency and accuracy of business processes. 

GHX is a healthcare business and data automation company, empowering healthcare organizations to enable better patient care and maximize industry savings using our world class cloud-based supply chain technology exchange platform, solutions, analytics and services. We bring together healthcare providers and manufacturers and distributors in North America and Europe — who rely on smart, secure healthcare-focused technology and comprehensive data to automate their business processes and make more informed decisions. 
 
It is our passion and vision for a more operationally efficient healthcare supply chain, helping organizations reduce – not shift – the cost of doing business, paving the way to delivering patient care more effectively. Together we take more than a billion dollars out of the cost of delivering healthcare every year. GHX is privately owned, operates in the United States, Canada and Europe, and employs more than 600 people worldwide. Our corporate headquarters is in Louisville, Colorado, just outside of Denver, with additional offices in Europe, Atlanta, Georgia and Omaha, Nebraska. 

 

GHX provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, gender, sexual orientation, national origin, age, disability, marital status, amnesty, or status as a covered veteran in accordance with applicable federal, state and local laws. GHX complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including, but not limited to, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. 

GHX expressly prohibits any form of unlawful employee harassment based on race, color, religion, gender, sexual orientation, national origin, age, disability, or veteran status. Improper interference with the ability of GHX’s employees to perform their expected job duties is absolutely not tolerated. 

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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
  • People Operations
    • C#Languages
    • C++Languages
    • JavaLanguages
    • JavascriptLanguages
    • PythonLanguages
    • RLanguages
    • SqlLanguages
    • ASP.NETFrameworks
    • DjangoFrameworks
    • HadoopFrameworks
    • Node.jsFrameworks
    • Ruby on RailsFrameworks
    • TheanoFrameworks
    • MySQLDatabases
    • OracleDatabases
    • PostgreSQLDatabases
    • JIRAManagement
    • SitecoreCMS
    • WordpressCMS
    • DocuSignCRM
    • SalesforceCRM
    • MarketoLead Gen
    • Microsoft TeamsCollaboration
    • SlackCollaboration
    • ZoomCollaboration
    • SmartsheetProject Management

Location

GHX is based in Louisville, CO and our office boasts a fitness center overlooking breathtaking Davidson Mesa open space and the Front Range Mountains!

An Insider's view of GHX

What are some social events your company does?

One of our goals at GHX is to weave Wellness, Philanthropy, Events, and Culture into the DNA of the employee experience. Some of our most notable social events are the Summer BBQ, Turkey Trot and Holiday Party. Our colleagues from around the country are also included in fun ways virtually, such as themed trivia happy hours and fitness challenges.

Rachel Stoops

HR Specialist

What projects are you most excited about?

Some of my favorite projects thus far have been revamping the onboarding process. I have the pleasure of welcoming new employees every Monday morning, which is very energizing. Throughout this I realized how much GHX cares about their employees and the new hire experience.

Cassie Asare

Onboarding Specialist

How has your career grown since starting at the company?

I started at GHX in 2001 as an admin assistant. Since then, I have worked as an HR Generalist, HRBP, Scrum Master, Project Manager, Program Manager, PMO Manager, Tech Business Operations Manager, before taking my current role as an M&A Program Manager. GHX has always been very supportive of me, providing so many opportunities to stretch myself.

Jennifer Hagaman

M&A Program Manager

What does your typical day look like?

I've loved my job at GHX since I started in 2003. I describe my job as coming to work and putting a puzzle together every day. Solving data problems for our customers, both internal and external, has been my honor, and it's always fun!

Charlie Brown

Manager, Business Intelligence

What are GHX Perks + Benefits

Culture
Volunteer in local community
Partners with nonprofits
Open door policy
OKR operational model
Team based strategic planning
Flexible work schedule
Remote work program
Diversity
Documented equal pay policy
Dedicated diversity and inclusion staff
Mandated unconscious bias training
Diversity manifesto
Diversity employee resource groups
Hiring practices that promote diversity
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability insurance
Dental insurance
Vision insurance
Health insurance
Life insurance
Pet insurance
Nationwide pet insurance benefit reimburses up to 70% of veterinary services and provides 24/7 access to veterinary services via the Vet Line.
Wellness programs
Team workouts
Mental health benefits
Financial & Retirement
401(K)
401(K) matching
Company equity
Performance bonus
Charitable contribution matching
Child Care & Parental Leave Benefits
Childcare benefits
Generous parental leave
Family medical leave
Vacation & Time Off Benefits
Unlimited vacation policy
Generous PTO
Paid volunteer time
Paid holidays
Paid sick days
Office Perks
Commuter benefits
Company-sponsored outings
Free daily meals
Free snacks and drinks
Some meals provided
Company-sponsored happy hours
Onsite office parking
Recreational clubs
Home-office stipend for remote employees
Onsite gym
Professional Development Benefits
Job training & conferences
Tuition reimbursement
Lunch and learns
Promote from within
Continuing education stipend
Continuing education available during work hours
Online course subscriptions available
Customized development tracks
Paid industry certifications

Additional Perks + Benefits

GHX prioritizes our employees and their wellbeing through various offerings. GHX has a compensation philosophy that commits to equity and market competitive pay. Our workplace promotes flexibility to allow our employees to bring their whole self to work.

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