Company Overview
Founded in 2018, TruTechnologies is the leading provider of real-time clinical trial oversight, focused on enabling timely, high-quality data and mitigating risks in drug development. At this pivotal growth stage, our focus is on empowering our sales team, deepening engagement with key accounts, educating the market on our unique value, and solidifying our position as a thought leader in the clinical trials space. We foster a collaborative and innovative environment where every team member plays a crucial role in our success.
Job Summary
We are seeking a strategic and results-driven Account-Based Marketing (ABM) Manager to spearhead our marketing and business development efforts for our most critical large pharmaceutical accounts. This role is central to our growth strategy, focusing on two key objectives: generating high-quality leads to penetrate new divisions within target accounts and driving expansion by identifying and nurturing upsell and cross-sell opportunities within our existing customer base.
You will act as a strategic partner to our Large Pharma Account Executives and Relationship Managers, developing and executing bespoke marketing campaigns. Your mission is to deeply understand the unique challenges and goals of each target account, crafting compelling, personalized messaging that communicates our value proposition to key decision-makers and influencers.
Key Responsibilities
- ABM Strategy & Execution: Design, build, and execute 1:1 and 1:few ABM programs for a portfolio of high-value pharmaceutical accounts, in alignment with overall company goals.
- Sales Partnership & Alignment: Collaborate daily with Large Pharma Account Executives and Relationship Managers to gain deep account insights, define target personas, and ensure seamless coordination between marketing campaigns and sales outreach.
- Lead Generation & Penetration: Develop and manage multi-channel marketing campaigns (including targeted digital advertising, personalized email, executive events, webinars, and direct mail) to generate new, qualified leads and meetings within target accounts.
- Customer Lifecycle & Expansion Marketing: Partner with Relationship Managers to create and implement marketing initiatives aimed at increasing customer engagement, adoption, and retention. Identify and market to key stakeholders to drive expansion revenue.
- Content Personalization & Messaging: Work with product marketing and content teams to adapt and create account-specific messaging and collateral that speaks directly to the needs and pain points of the pharmaceutical industry and individual accounts.
- Performance Measurement & Optimization: Define and track key performance indicators (KPIs) for ABM programs, including account engagement, pipeline influence, lead-to-opportunity conversion rates, and revenue growth. Use data analytics to continuously refine and optimize campaign performance.
- Market Intelligence: Serve as an expert on your target accounts, understanding their corporate structure, key business initiatives, competitive landscape, and industry trends to inform marketing strategy.
- Technology & Tools: Manage the ABM technology stack (e.g., 6sense, Demandbase, HubSpot, Salesforce) to effectively target, engage, and measure success across accounts.
Required Qualifications & Skills
- Bachelor’s degree in Marketing, Business Administration, or a related field.
- 5+ years of experience in B2B marketing, with at least 3 years in an Account-Based Marketing, demand generation, or field marketing role focused on enterprise-level accounts.
- Demonstrable experience creating and executing successful lead generation and pipeline-building marketing campaigns.
- Proven ability to work collaboratively and cross-functionally, especially with sales teams, to achieve shared objectives.
- Excellent communication, presentation, and interpersonal skills, with an ability to articulate value propositions and build strong relationships.
- Strong analytical skills and experience using data to drive decisions, measure marketing effectiveness, and determine ROI.
- Hands-on experience with CRM (e.g., Salesforce) and Marketing Automation platforms (e.g., HubSpot, Marketo, Pardot).
Preferred Qualifications
- Direct experience marketing complex solutions to the pharmaceutical, biotech, or life sciences industries is highly preferred.
- A proven track record of successfully marketing to both new prospects (land) and existing customers (expand).
