Analyst - Account Based Marketing

2 weeks ago

Bengaluru, India Plum Full time

About Plum


Plum is an employee insurance and health benefits platform focused on making health insurance simple, accessible and inclusive for modern organizations.


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 600mn 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


This role is part of our Marketing team and responsible for generating a qualified pipeline that progresses through the sales funnel to build net-new closed revenue.


If you believe that every interaction is an opportunity Then we are looking for you to build our ABM team, who will uncover, qualify and nurture new-net opportunities to build Plum.


Roles and Responsibilities

  • Own 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.
  • Work with 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 and collaterals
  • Create outbound activities through personalised email, cold calling, social selling for opportunity qualification
  • Effectively communicate value propositions across multiple product lines to secure initial meetings with prospects
  • Develop strong product knowledge - learn Plum’s playbook, ABM tactics and selling practices
  • Qualify and develop outbound leads across the business lines through strong communication and discovery
  • Run 1-to-1, 1-to-few and 1-to many email, LinkedIn and warm calling campaigns to generate demand and get incremental net-new prospects
  • Track effectiveness of the end-to-end marketing funnel from lead generation, conversion and sales qualification to compare various campaigns


Experience and Qualifications

  • 1+ years of work experience in any customer-facing prospecting role
  • Experience in SAAS, IT companies preferred
  • Clear, concise, and effective written and oral communication skills
  • Empathy towards customers and understanding their needs
  • 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, Seamless.ai , Outreach.io etc.
  • Proven track record of consistency in achieving targets

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