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Inside Sales Representative - Membership Development
JOB DESCRIPTIONThe Sales Membership Development Associate expands the IDOC network to potential new independent optometric practices by working closely with our marketing team and member services team daily. The Membership Development Associates will work to close qualified leads through our robust marketing strategy as well as develop new leads through an expansive network of existing members and vendor support. Membership Development Associates are also closely involved in the initial experience of a member when they join, collaborating with the corresponding account manager to ensure a great initial customer experience. This position reports to the Membership Development Manager who will work with each associate to determine goals and objectives on a monthly, quarterly and annual basis.
JOB RESPONSIBILITIES
- Sell membership to independent optometrist practices in the United States.
- This position is primarily phone based working in our Norwalk, CT office.
- Collaborate with team members, professional affairs, marketing and member services to maintain, grow and close your pipeline in given territories.
- Meet assigned goals for new members and vendor enrollments.
- Work a soft handoff procedure to account managers including an orientation call, vendor enrollment and 30/60/90-day check in.
- Collaborate with local area optometrists contracted with IDOC for local study group dinners and member recruitment
- Develop and maintain relationships with strategic partners in territories to help grow business for both IDOC and the partner.
- Develop and continuously grow industry knowledge in the optometric field.
- Research and propose study group events in territories for new member recruitment.
- Approximately 20% travel required. Including but not limited to IDOC Conferences, Study Group Events and Optical State Association Conferences.
- Complete required trainings as designated by leadership team
- Minimum 2 years of sales experience
- College degree preferred
- Optical Experience, a plus
- HubSpot and MS Office Suite, a plus
- IDOC provides a competitive compensation and benefits program.
- This position has a component of base salary and commission
Database Marketing Manager
JOB DESCRIPTIONThe Database Marketing Manager will be responsible for business data analysis as it relates to marketing, sales and overall company goals; including the areas of list strategy, development and segmentation, list aggregation, campaign performance analysis, and forecasting and reporting as it relates to business planning. The ideal candidate for this role will have a demonstrated ability to use data to advise the organization on how best to drive business results and maximize and optimize lead acquisition and customer (member) conversion for IDOC. To be successful, this candidate must blend a high proficiency in accessing, manipulating data with strong ability to turn data into strategic insights and recommendations.
The role requires deep knowledge of customer (member) acquisition, marketing automation, and list segmentation in order to identify effective lead segments at the right time, to deliver maximum ROI, as well as match-back customer journeys that are tied to company goals. You will use HubSpot marketing automation/CRM and internal databases to identify prospective members for IDOC, in support of company goals. You will focus on segmentation, data quality and enrichment, and reporting and analysis, while identifying a high volume of quality contacts (prospects) that ultimately drive sales leads.
JOB RESPONSIBILITIES
- Provide data-driven analysis to uncover and articulate key insights and recommendations to various stakeholders in the organization
- Perform universe segmentation; use data to advise marketing managers, sales and leadership team on how best to drive business results and maximize lead acquisition and conversion
- Determine more cost-effective means to deliver on marketing objectives through use of marketing automation, by identifying most effective segments and channels
- Manage relationships with outside vendors to ensure group is leveraging capabilities of marketing automation platform/CRM (HubSpot)
- Develop segmentation targeting and testing processes to go deeper into current database to achieve better universe segmentation and targeting
- Continually monitor quality of leads based on engagement levels, sales cycle length, deal source, and other criteria
- Monitor and track effectiveness of all campaign efforts and channel attribution
- Manage the data transfer process between marketing automation, CRM and internal database
- Coordinate with marketing and sales leadership on email campaign strategy, universe health and size
- Bachelor’s or Master’s degree in business, marketing / communications, or other related field
- 5+ years’ experience in database marketing with proven track record of innovative data strategies
- Must be an expert at Eloqua, Marketo, Pardot, or Hubspot (or other marketing automation platforms)
- Experience with business data analysis and forecasting, universe segmentation, customer acquisition, email marketing, marketing automation, CRM and campaign analysis
- Strong data management & manipulation skills – Advanced knowledge of MS Excel (Pivot tables, VLOOKUPs, etc.), and working knowledge of business intelligence systems, such as Power BI, Access, Google Analytics, and other analysis tools such as Tableau, SQL, SAS, R, Python, etc., is highly preferable
- Strong self-management skills and ability to work within a team
- Strong collaboration skills, ability to work across teams with stakeholders at different levels in the organization
- Experience working with sales to drive quality leads
- IDOC provides a competitive compensation and benefits program.
- Please provide a cover letter including your salary requirements.
Member Service Account Manager
JOB DESCRIPTIONThe expectation of the Member Service Account Manager is to drive the member enrollment and participation within the IDOC suite of vendor programs. This position is located at IDOC Headquarters, Norwalk, CT.
The Member Service Account Manager will serve as the primary point of contact for all IDOC members within their assigned territory. The Member Service Account Manager will guarantee the successful integration of the member into the IDOC membership.
JOB RESPONSIBILITIES
- Handle heavy traffic of members and ensure proper attention to every member
- Must build a rapport and relationship with members to ensure continuous engagement
- Must maintain regular contact with members to ensure satisfaction with membership and maximized participation with vendor programs is achieved
- Understand the needs and expectations of the customers and provide relevant solutions utilizing strong sales background
- Identify, research and resolve member matters
- Analyze membership base, develop targeted membership plan to increase current penetration of vendor programs with assigned territory
- Promotion of vendor quarterly incentive opportunities
- Initiate coordination with other departments to identify, troubleshoot and solve relevant customer issues with a focus on improved processes
- Manage CRM system (customer relationship management) for membership base systems and ensure authentic information is available for entire company to use as a resource
- Upsell IDOC membership options through targeted sales
- Manage member attrition of assigned territory – identifying at risk members with development of a proactive approach to stem attrition
- Conduct new membership onboardings
- Maintain current knowledge of IDOC vendor programs with attention to the detail of each program
- Understand and demonstrate through sales process alternative IDOC membership opportunities within the IDOC suite of memberships
- Contribute to the comprehensive knowledge alternative alliances, buying groups and purchasing organizations within the optometric marketplace
- Participate on behalf of the company in exhibitions or conferences
- Collaborate with team to drive results
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are requirements of the basic knowledge, skills, and/or abilities needed to be considered for this position:
- Must have excellent interpersonal, written and verbal communication skills with the ability to develop strong collaborative relationships both internally and externally.
- Must work efficiently in a fast paced environment and have a strong ability to multitask and handle several projects simultaneously
- Must be resourceful and have the ability to troubleshoot and think independently and proactively, be solution oriented with the ability to resolve conflict
- Must have intermediate understanding of Microsoft suite of products
- Must be adept at CRM systems
- Must have strong analytical skills
- Sales background with demonstrated growth
- Background in sales to independent medical/dental/optometric practitioners a plus
- Approximately 10% travel required. Including but not limited to IDOC Conferences, Study Group events and Optical State Association Conferences
- Bachelor's degree required
- IDOC provides a competitive compensation and benefits program.
