Director - Market Intelligence - Gannett - McLean

Job description
The Director of Market Intellignece manages a team responsible for business development applications of market and competitive intelligence; channel oversight, interacting with a variety of inter-and-intra-departmental groups to coordinate the sales and marketing workflow from strategy to execution. Compiles, interprets and disseminates actionable market data to sales and marketing teams. Knows and understands customers (consumers and business) and high-potential targets; identifies revenue opportunities and monitors performance.


The Director is the project lead for development of sales optimization engine. Will oversee project from requirement definition all the way through build and deployment to sales force.

The Director is responsible for market and competitive intelligence, channel strategy, lead development, sales acquisition and retention marketing curriculum and automation and commercial email. Oversees BtoB lead selection strategy (coordinating with CIDC and CRM leadership), commercial email and advertising effectiveness programs. Also is the lead marketing liaison to the CIDC, Digital and IT for initiatives that impact these areas.

Plays point for organization on development of sales optimization engine. Helps define requirements for organization and manage project from development through deployment.
Creates and maintains a systematic use of marketing data for deepening the organization's business customer insights and driving productive lead generation strategy for CRM.
Directs secondary research including market and competitive intelligence resources and related sales support tools to apply as actionable insights to sales and marketing teams via CRM and other communication channels.
Manages vendor relationships for advertising effectiveness testing capabilities and directs national advertiser testing programs across USCP market consumer panels.
Directs division applications of commercial email. With Direct Marketing Analyst, is responsible for defining programs, coordinating list growth efforts and fulfillment.
Directs strategic integration and back-end marketing automation of CRM, ADM, self-service and related sales platforms. Works with Sales Force to develop interim offer strategy.

Desired Skills and Experience
Candidate must have a minimum of 10 years direct marketing, database marketing and managerial experience with a proven track record of developing and executing successful sales and marketing programs. Corporate marketing experience in a matrix organization is a plus.
Position requires a strong ability to conceptualize, knowledge of segmentation and targeting , and sophisticated knowledge of direct marketing. Successful candidate will have strong practical and theoretical knowledge of marketing, database management, email marketing and the media industry. Must have excellent statistical and communication skills. Must have proficiency with MS Office suite. Experience with CRM systems, especially Salesforce.com, is preferred.

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