Head of Marketing

JOB TITLEHead of Marketing
BUSINESS AREAMarketing
REPORTS TOCommercial Director
DIRECT REPORTS6
LOCATIONBournemouth

At Glenigan and CIS, we deliver the most exact and comprehensive construction sales leads in the UK. We combine this with business analysis and forecasting, enabling businesses to make sales, win contracts and plan for future growth.

Joining us means joining an ambitious and determined team with a proven track record of year-on- year double-digit growth, where innovative thinking is encouraged and results are generously rewarded.

Glenigan and CIS are part of the Byggfakta Group, the leading digital platform for maximising sales in the Global construction ecosystem.

The Head of Marketing is critical in enabling our growth ambitions via a drive for success and challenging the status quo. Leveraging all resources at their disposal, they are responsible for the design and execution of innovative strategies that engage and excite our addressable market.

They will focus on the top of the funnel, generating high-quality, highly qualified sales leads that convert not just into customers but also into retention, ensuring a clear view of ROI. They will also, via solution adoption, become strong advocates of our solutions that retain value and volume.

Glenigan and CIS have strong brand value due to each having a 50+ year presence in their respective markets. We operate an omnichannel approach to marketing to create awareness of our brands, growing and retaining our customer base in every business as part of our forever promise.

This is not a role for the been there and done that; this is industrious, disruptive, curious and hungry and would best suit someone with a track record of success keen to make their mark and develop a legacy in a truly Global environment.

Work with the commercial director to set the direction for a multi-disciplinary Marketing team of 6 FTEs. The function is responsible for all campaign management, PR, events, design and online channel management, gaining insight via customer research to generate the right leads in the right space at the right time to achieve our growth ambitions

Responsible for the Marketing budget and the effective use and ROI of the right tools and resources across both companies.

Drive the marketing team's performance by devising effective and ambitious marketing strategies with clear measures that enable accountability and alignment to business performance.

Understand and influence new market sectors via research and generate internal CTAs to develop opportunities across the business.

Recruitment, development, performance management and coaching of the marketing team.
Prioritising work, providing objectives, and ensuring teams are empowered to focus on outcomes
activity.
Grow our external Marketing Services service to our customers in alignment with sales demand.
Anticipating and proactively scaling resources to meet current and future business needs and building and leveraging partnerships to support times of peak demand.
Delivery of the lead generation playbook for BAU, ad hoc, and scheduled events to hit KPIs as agreed with the Commercial Directors.
Drive prospect engagement and nurture those close to conversion via active campaigns.
Deliver fully qualified hot leads for sales in line with product, segment and volume targets.
Set and manage the conversion of MQL to SQL and ensure Sales delivers the requisite SQL to win the business rate via a programme of assessment and continuous improvement.
Ensure that the cost to acquire is controlled and regularly assessed for activity effectiveness.
Effective use of Marketo and Salesforce marketing activity to nurture prospects.
Own the customer segmentation programme, contribute to our competitor analysis, and maximise the use of resources external to the Marketing Team.
Identify key trends in the industry for us to capitalise on, i.e., sustainability data and associated promotional opportunities, and work with Content and Economics Directors to build strategies
Identify and validate where, when and as who we should exhibit and how this will translate into strong lead generation.
Drive the product attachment rates and existing customer retention targets via a programme of upsell activities and influence the development of Product and Service offerings to add value.
Assist the commercial directors in designing the partnership program with trade associations, consultants, industry bodies, PR companies, and other commercial organisations to create commercial and technical opportunities.
Work with PR partners to implement PR strategy to increase brand reputation and share of voice in both mainstream and social media, with clear success measures.
Create sustainable competitive advantage through maintaining both companies as thought leaders, thereby differentiating from the competition.
Set high-level positioning for our products and services appropriate for segment.
Manage the externally facing websites for Glenigan and CIS.
Develop and curate online assets targeted at key segments of our market, webinars, online campaigns, video assets and whitepapers.
Own the Market Segmentation, utilising the data to drive targeting, messaging, and differential advantage positioning, providing insight (and return) to the Commercial Directors.
Work with sales to evolve and improve the lead management process, holding them accountable for conversion rates on agreed activities or campaigns (whether routine or exceptional).
Participate as a stakeholder in the Go-to-Market process or any new Product or Service, ensuring timely buy-in and approval from key stakeholders.
Support key internal events and communications, i.e., town halls, lunch & learns.
Focus on continuous improvement as a constant thread throughout Marketing activity.

This list is not exhaustive and there may be other activities you are required to deliver

An unrelenting drive to challenge, improve and transform where necessary to a position of true Marketing Excellence
Experienced senior B2B marketing professional with proven experience leading and motivating a function to deliver a strategy aligned with business objectives, key results, and BAU KPIs.
Ability to work collaboratively in multi-disciplined teams, particularly Commercial and Product Teams, and control disparate and conflicting demands to deliver the best VFM from the function
A naturally adept digital professional with an implicit understanding of the digital marketing landscape, including social media, PPC, SEO, content marketing, and inbound activity.
Highly organised but agile, they take ownership and act proactively to make things happen, and they influence and hold their peers and other Departments accountable.
A track record of people management, leadership, coaching and development of marketers.
Experience in gathering and analysing data in the changing market, a live view of our share and external landscape to inform solutions and influence our priorities
A capable communicator (verbal, written and presentation) who can clearly communicate complex messages to a variety of audiences from CEO to shop floor
Solid commercial understanding with the ability to design & execute business strategy and objectives.
Proven generation of novel concepts that drive efficiencies and/or add value for our customers
Experience across all areas of Marketing (from research through to communications) with demonstrable success at driving joined-up integrated marketing campaigns
A team player who can work collaboratively and build mutually beneficial relationships both with colleagues and with external contacts such as customers, suppliers and our partner network
Excellent people skills with the ability to effectively manage upwards and downwards.
Experience in delivering continuous improvement, innovation and change through effective change management processes.
Experience influencing and negotiating, directly with commercial customers, building relationships and representing the business externally.
A thorough and up-to-date understanding of CRM and marketing automation best practices, particularly Salesforce/Marketo and related platforms and activities.
Preferably CIM or MBA qualified

Our benefits package incorporates what were passionate aboutunlocking your future, overall well- being, and sustainabilitywhile giving you control over your benefits.

• 25 days of holiday per year plus bank holidays with the option to buy or sell up to 5 days


• Birthday day off.


• Pension.


• Great learning and development opportunities.


• Life Assurance & income protection.


• Volunteering opportunities.


• Employee assistance programme.


• Cycle to work scheme.