About Us:

At Stericycle, we deliver solutions and drive innovations that protect the environment, people, and public health. This includes working to create a more sustainable, shared future. Our innovative solutions make a difference in people's lives, communities, and our planet by protecting their health and well-being. Change your career. Change your world. Join Stericycle and help protect health and well-being in a safe, responsible, and sustainable way.

Position Purpose:

The Director, Customer Acquisition & Performance is a critical leadership position, reporting to the Vice President of Go-to-Market, within the Marketing & Strategy team, part of Stericycle’s Commercial organization. This position is an exceptional opportunity for a highly motivated sales and marketing professional with a proven track record in driving B2B sales to help enable Stericycle’s customer base growth.

This position will work a hybrid schedule based at home and in the office. May work from our Bannockburn, IL or downtown Chicago, IL office!

This leader will be an expert in industry-leading B2B sales performance management and will be responsible for driving customer acquisition in the small and medium business space in North America with measurable positive impacts on overall new business growth. The ideal candidate will have 1) a sales and marketing background and 2) good knowledge in business process outsourcing (BPO), and 3) a strong mind for sales process design, improvements leveraging data, and business process mapping.

The Director, Customer Acquisition & Performance will also have direct ownership and oversight of an established offshore telemarketing lead prequalification center consisting of 85+ agents based in the Philippines, along with the associated business budgets and ROI management, with potential for expansion to 130+ agents focused on lead and sales development.

This leader will manage a diverse set of commercial inputs for continuously improving sales and marketing performance, while working closely and collaboratively within Marketing, Product, Sales, Sales Operations, Customer Experience, Revenue Management, and other key functions within the company.

Key Job Activities:

• Develop and oversee execution of the overall go-to-market strategy for Stericycle’s outbound prospecting and acquisition of new customers, leveraging inside sales teams, field sales teams, and an offshore prospect prequalification center
• Own the end-to-end collaboration with and management of third-party vendor partners in business process outsourcing, with an eye on building best practices and utilizing third party capabilities to their fullest extent, including spend management
• Lead strategic programs to optimize go to market strategy, including market sizing and segmentation, prospect prioritization, sales org structure optimization, and sales motion design. Collaborate with Sales Operations to ensure appropriate territory design, target setting, sales incentive compensation, and training/enablement
• Design prospecting campaigns and new, modern, innovative approaches to target new customers within key audiences, in specific geographies to customer segments, working closely inter-departmentally within Commercial to understand market requirements, set/manage program expectations and coordinate end-to-end activities across the buying cycle, including coordination of cross-functional marketing activities according to well-developed master prospect engagement architectures (including content and messaging, technology, process and people)
• Build new organizational capabilities by developing and refining standard processes for prospect prequalification and revenue conversion; support vendor partners with operationalization requirements including training, lead flow process implementation, and lead routing rules, and partnering with Commercial leaders and IT to optimize the lead management infrastructure
• Define long term vision for customer base growth and program expansion roadmaps, including leveraging best practices to develop demand generation platforms and building a world-class outbound channel to enable revenue growth
• Establish, in partnership with Marketing and Sales, standardized processes for B2B lead funnel management and pipeline performance to maximize revenue impact and ROI, by developing robust KPIs/metrics to manage outbound prospecting programs, drive accountability, and provide visibility to results, including facilitation of regular performance report-outs to senior and executive leaders
• Evolve marketing operations performance and impact metrics/KPIs reporting framework, including defining and managing investments/ROI; effectively engage and partner with Sales and Sales Operations on sales performance improvements and pipeline development; enhance funnel conversions including the management of sales and marketing performance review meetings/business rhythms
• Act as the internal thought leader and the trusted partner within Stericycle’s Commercial organization on new logo development and customer acquisition in the small and medium business space for healthcare and secure information destruction
• Other responsibilities assigned by management

Experience :

• 8 or more years of experience across Sales, Marketing, and/or Sales Operations, with demonstrated expertise in development/implementation of outbound sales growth strategies
• Experience in marketing operations and/or offshore BPO or call center operations is beneficial
• Minimum Bachelor of Business, ideally Master of Business Administration (MBA)
• Outstanding project management skills, with demonstrated ability for driving drive results through cross-functional teams
• Ability to present information and communicate with clarity in a concise, organized manner to drive influence and change management
• Aptitude for analytical thinking and data-based decision making, including ability to source, manipulate, and analyze large data sets in Excel

Benefits:

Stericycle currently offers its employees the option to participate in a full range of benefits, including a health care program which includes medical, dental, vision and prescription coverage, healthcare and dependent care flexible spending accounts, life and accidental death and dismemberment insurance, an employee assistance program, tuition reimbursement, paid vacation and sick time, a 401(k) plan, and an employee stock purchase plan. Participation in some programs requires that employees be regularly scheduled to work a minimum number of hours and/or to have fulfilled a waiting period after they begin employment with Stericycle.