Lead, Account-Based Marketing

About Plum:

Healthcare in India is seeing a phenomenal shift, with inflation in healthcare costs 3x that of general inflation. A majority of Indians are unable to afford health insurance on their own, and so as many as 600 million Indians will likely have to depend on employer-sponsored insurance.

Plum is on a mission to provide the highest quality insurance and healthcare to 10 million lives by FY2030, through companies that care. Plum is backed by Tiger Global and Peak XV Partners.

About the role:

In the role, the individual will be responsible for building a team that works on account-specific marketing strategy, planning, messaging, content development and campaign journey to meet the revenue and growth objectives.

In addition, a successful candidate will understand end-to-end marketing and have a visceral appreciation for the CX, with the ability to write great content with client-specific messaging. KPIs for success in this role will largely be focused on meeting revenue and growth objectives, improved market exposure/engagement in strategic accounts and quality demand with target audiences.

Roles and Responsibilities:

• Market Research

  • Oversee and define the research which would feed into the outreach planning for targeted/named accounts by capturing organisation structure, HR & Finance department Changes, quarterly results, creating high-level ROI models, etc.

• Account-Based Marketing

  • Work with the sales teams to craft strategies to connect with high-level contacts (CXOs, Directors, VPs) in your owned accounts.

  • Work closely with the Marketing team in terms of developing account-based content & collaterals.

  • Create outbound activities through personalised email, cold calling, and social selling for opportunity qualification.

  • Effectively communicate value propositions across multiple product lines to secure initial meetings with prospects.

  • Develop strong product knowledge - you will learn Plum’s playbook, ABM tactics, and selling practices.

  • Run 1-to-1, 1-to-few, and 1-to-many emails, LinkedIn, and warm calling campaigns to generate demand and get incremental net-new prospects.

• Campaign Performance Analytics

  • Track the effectiveness of the end-to-end marketing funnel from lead generation, conversion, and sales qualification to compare various campaigns.

Requirements:

• If you are a driven individual who possesses an inquisitive mind, an excellent phone presence, and enjoys the challenges of outbound prospecting.

• 3+ years of work experience in any customer-facing prospecting role.

• Clear, concise, and effective written and oral communication skills.

• Good interpersonal skills and ability to collaborate with internal stakeholders as well as end customers.

• Prior exposure to tools like LinkedIn Sales Navigator, CRMs, Lusha, Outreach.io, etc.

• Proven track record of consistency in achieving targets

• Experience in SAAS, IT companies preferred

Leadership Skills:

• Strong project management skills to drive on-time delivery of activities

• Empathy as a core trait

• Lead by example with a willingness to engage in all aspects of strategy and execution

• Make the team better by skilling up direct reports, peers, and colleagues

• Proven ability to navigate and collaborate across a matrixed organisation

• Confident and outcome-focused