Pipeline Marketing Manager, Configured-to-Order Product Line

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Location:  Milwaukee, WI; relocation assistance provided, if needed

Job Summary:

The Pipeline Marketing Manager is responsible for managing and optimizing the sales pipeline for the Configured-to-Order (CTO) product line, ensuring a seamless transition from marketing-generated leads to closed sales. This role requires expertise in CRM systems (Salesforce or similar), sales pipeline forecasting, and marketing automation to drive revenue growth. The Pipeline Marketing Manager will oversee a team of 4-5 direct reports, providing leadership and technical oversight while ensuring alignment between sales and marketing strategies.

A technical background in HVAC or a related industry is preferred, though an engineering degree is not required. The ideal candidate will have a strong understanding of sales processes, demand generation, and product marketing to support complex, configurable product offerings.

Ideal Candidate Profile:

The ideal candidate has a strong blend of sales pipeline management expertise, technical product knowledge, and leadership abilities. They thrive in a cross-functional environment, can effectively manage and develop a team, and possess the strategic vision to grow the CTO product line. A technical background in HVAC or a similar field is highly valued.

Key Responsibilities:

• CTO Product Line Management:
• Lead the sales pipeline for the Configured to Order (CTO) product line, ensuring accurate and timely follow-up on quotes.
• Develop strategies to increase quote conversion rates and overall sales for the CTO product line.
• Collaborate with sales and technical teams to address product-specific challenges and opportunities.
• Sales Pipeline Oversight:
• Manage the sales pipeline to track where prospects are in the process and ensure timely follow-ups.
• Analyze sales data to identify opportunities to improve quote-to-sale conversion rates and revenue forecasting.
• Work with the sales team to resolve bottlenecks and maintain a smooth progression of opportunities through the funnel.
• Team Leadership:
• Supervise and mentor a team of 4-5 direct reports, enhancing their skills in sales processes and technical product knowledge.
• Provide clear guidance and accountability to the team to meet conversion and sales goals.
• Foster a collaborative and high-performing team environment.
• Technical Collaboration:
• Partner with engineering, product management, and sales teams to address technical aspects of quotes and orders.
• Leverage technical knowledge in HVAC or related industries to improve quote accuracy and customer satisfaction.
• Provide technical oversight and support for projects related to the CTO product line.
• Data Analysis & Reporting:
• Monitor and report key metrics, including quote volume, conversion rates, and revenue performance.
• Provide actionable insights to sales leadership to improve processes and forecast revenue.
• Use data to identify trends and recommend strategies to achieve sales targets.

Qualifications:

• Experience:
• 5+ years in sales operations, sales management, or a similar role.
• A bachelor’s degree in Business Administration, Marketing, Sales, or a related field is preferred.  A degree in Mechanical Engineering, Industrial Engineering, or HVAC-related disciplines is a plus but not required.  Relevant industry experience may be considered in lieu of a four-year degree.
• Proven success in managing a technical product line or similar sales pipeline.
• Experience with CRM systems, preferably Salesforce, or equivalent tools for tracking sales pipeline performance.
• Skills & Competencies:
• Strong leadership and mentoring skills to develop a team of direct reports.
• Technical aptitude, with knowledge of HVAC or a related industry preferred.
• Proficiency in sales pipeline management, quote follow-up, and revenue forecasting.
• Excellent organizational and collaboration skills to align sales and technical teams.
• Data-driven mindset with the ability to analyze sales trends and develop strategies for improvement.

Travel Requirements:  10-15%; Limited travel required, with occasional visits to channel partners, customers, and trade shows as needed