Analyst & Lead Generation Specialist

Job Summary:

Be part of Strike's Commercial Controls and Sales Team and advance our mission to expand market share through new business development and sales opportunities and deepen client engagement of existing services. By understanding the evolving energy market, our client priorities and our unique positioning of our services, you will support the sales team, keep the lead funnel full and work shoulder to shoulder with Business Development across the entire sales and marketing funnel. You will also create, optimize, and manage inbound and outbound lead generation activities, capture management and nurture campaigns to drive revenue growth with new and existing clients. Success in this role will be defined by differentiated revenue growth, and sales professional success driven by increased cross-selling and expanded client sales enabled by data driven capture and commercial purchasing strategies. The ideal candidate will drive the full lifecycle of client engagement - from market intelligence and lead identification to proposal strategy and contract award.

Primary Job Function:

• Cultivate a deep, data-informed understanding of our current clients, market penetration and business trends.
• The ideal candidate will drive the full lifecycle of client engagement - from market intelligence and lead identification to proposal strategy and contract award.
• Own the lead generation and market intelligence process.
• Design and drive lead-generation programs/initiatives/campaigns that expand existing client relationships and encourage adoption of our expansive services suite, emphasizing the unique value we deliver to their business growth. E.g.,
  • Identify and track upcoming work (from pipeline, compression, terminal, and processing facility projects).
  • Monitor industry news, bid boards, permitting databases, and capital project forecasts.
  • Develop and maintain relationships with developers, producers, and EPCs.
• Utilize Unanet CRM, Lead Platforms and other online sources to maintain a pipeline of qualified leads aligned with company growth strategy.
• Use lead platforms, online web searches and/or establish and oversee nurture campaigns to identify, vet, track and nurture leads, making data-driven informed decisions and adjustments to lead status and forecast.
• Evaluate, enter and assign leads to the internal sales team, including weekly reporting, ongoing continued analysis and follow-ups, as needed.
• Establish and manage lead and capture workflows, form responses, and sales funnel optimization.
• Plan, create, and measure success of inbound and outbound campaigns to bring in new customers using a mix of tactics, including web searches, email nurture, demand webinars, online open houses, targeted digital advertising, social media, blogs, events, etc. Take a strategic and analytical approach.
• Help design and execute scalable leads generation, capture management and sales processes that drive efficiency, effectiveness, and innovation.
• Drive and oversee meaningful engagement and conversion with procurement, project managers, and key client stakeholders to vet leads.
• Develop account plans for new prospects and optimize current accounts across representative tiers.

Experience:

• Build better relationships with leadership, customers, and colleagues by being trustworthy and working ethically.
• Work collaboratively across teams (marketing, product, sales, business development, etc.)
• Have a track record of success in a B2B sales role.
• Experience in data analysis or management of lead pipelines in a complex sales organization
• High attention to detail, organizational skills, and exceptional time management are critical
• Strong verbal and written communication skills
• Enthusiasm for the role and company/self-motivated

Education/Training:

• Bachelor's Degree or higher is strongly preferred.
• Deep understanding of sales and business development strategies.
• Deep understanding of midstream and upstream infrastructure, key industry players, and construction execution strategies is desirable.

Competencies:

• Strategic thinking and pursuit leadership.
• Positive, engaging, influential client-facing communication and relationship building.
• Technical understanding of pipeline and facility construction is preferred.
• Knowledge of project development lifecycles and procurement processes is desirable.
• Knowledge of CRM tools, market research platforms, and lead databases is essential.
• The ability to forecast and report on lead growth based on tactic performance.
• Achieve results in a quality, timely, and cost-effective way.
• A strong desire to partner with our BDR team to focus on lead generation results (vs. activity)

Other Criteria:

• Comply with Strike's policies and procedures.
• Perform job safely with respect to others, property and individual safety.
• Work effectively with others to encourage teamwork and productivity.
• May be required to travel locally and within the United States, as needed.
• Authorized to work in the United States.

Strike is an equal opportunity employer