Vice President Marketing and Operations
4 days ago
Leawood
Job Description Overview Vice President, Marketing Job Summary: The VP of Term Life Marketing and Operations is a crucial leadership role that will drive the development and execution of a marketing plan for the Term Life Insurance division at SelectQuote. The ideal candidate will be a well-rounded, analytical general manager who can build and execute on the marketing plan. This leader will oversee the development of a lead plan that will generate over 500,000 leads annually and manage a budget over $50 million to reach that goal. This role oversees budget allocations, project priorities, call scripting, lead scoring and lead routing prioritization for the Term Life product line. Currently, lead generation for the Term Life division comes from a diversified mix of TV, Streaming video, Radio, Podcast, Influencer, Affiliate and internally generated leads with a continual focus on further diversification and expansion. The leader needs to be a strong analytical and operations manager who can thrive matrix managing a disparate set of resources. Supervisory Responsibilities: This position has direct supervisory responsibilities. Essential Duties and Responsibilities: Develop and execute the lead generation plan for the Term Life division and ensure that the plan maximizes SelectQuote profitability, manages lead generation costs within budgeted goals, and returns the greatest ROI on the marketing investment Continually optimize the marketing plan based on daily performance results to ensure the maximum ROI for SelectQuote Partner with the sales, sales operations and workflow management teams to ensure that lead goals are being met each day and make intra-day and intra-week adjustments as needed to meet targets Oversee and drive strategy for internal teams and external partners who deliver SelectQuote leads to ensure they are meeting lead quality, lead quantity, and financial objectives Manage an internal network of marketing and analytics teams to develop and execute on the plan. These teams will help support this position by helping to identify new lead sources, develop new creative, and evaluate new digital and offline media strategies Collaborate with internal Go-to-Market Strategy and Creative teams to target specific customer segments, and promote new and existing life insurance or financial service product lines Manage the marketing P&L for the Term Life division of SelectQuote Collaborate with leadership to define strategic objectives, success metrics, tactical plans, and marketing budget to support the growth objectives of the division Develop the monthly and annual lead generation plan in support of the defined goals of the division Continually evaluate and optimize performance across the marketing plan to ensure the highest possible return on the marketing investment Manage partners/vendors to ensure that they are delivering on their lead quality/quantity commitments at appropriate economic returns. These partners will include our media agencies, internal teams, and affiliate partnerships Develop customer segmentation, targeting, and positioning to drive media and creative development for internal marketing teams Develop a strong understanding of the return on investment of our different media strategies to optimize marketing spend Partner with marketing shared services (creative, digital media, traditional media, direct marketing etc.) on the execution of the lead generation plan Develop a robust understanding of SelectQuote Term Life profitability and key profit drivers across customer segments, products and geographies. This will ultimately drive the development and execution of the lead generation plan Monitor daily fluctuations in lead volume and make adjustments as needed Partner with the Sales and Operations teams to ensure lead distribution is working as designed from lead development through agent delivery Lead strategic and cross-functional initiatives in support of division (e.g. launch of new business opportunities, etc.) Skills/Abilities: Demonstrated leadership skills to drive optimal business performance Strong communication skills, a proven ability to influence teams, and aptitude to matrix manage internal resources Progressive experience in roles demanding analytical rigor and discipline Strong business and financial acumen Best in class analytical skills Experience in operations and operational disciplines such as program and project management Entrepreneurial spirit – creativity to identify opportunities when others may not see them and a willingness to “roll up your sleeves” to execute Experience managing external partners and a willingness to have “tough conversations” to get the results needed Strong written communication and presentation skills; comfortable with high degree of interaction with senior leadership team Self-motivated with an extremely strong sense of urgency Flexibility to adapt and change as priorities evolve Ability to manage multiple priorities at the same time Education and Experience: Bachelor’s degree (MBA preferred) 10+ years of progressive management experience in finance, operations, or marketing Demonstrated ability to manage and deliver against a budgeted P&L Proven experience as both a player and a coach – ability to execute while also leading and influencing others Certificates/Licenses/Registration N/A Financial Responsibilities (budget, revenue): This position has budget responsibility, authority and/or level of control. Physical Requirements: Work is performed indoors with potential for exposure to safety and health hazards related to office work. Could periodically travel to other office and operational sites. The noise level in the work environment is usually moderate. Prolonged periods of sitting at a desk and working on a computer. SelectQuote Core Values: Service: We create positive customer experiences. Entrepreneurship: We create innovate & take risks. Leadership: We build & invest in high-performing teams. Empowerment: We embrace a changing environment. Courage: We challenge the status quo & drive continuous improvement. Teamwork: We help support & celebrate each other. Disclaimer: The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required. Responsibilities More than 35 years ago, SelectQuote was founded on one core promise: to help our customers protect the people they value most. We pioneered the way consumers shopped for term life insurance, and now, we also help people find home insurance, auto insurance, senior health insurance and more. Our quick and easy process saves consumers both time and money, and today, more than 2 million families trust us to help them with their insurance needs. But what truly sets us apart is our people, and the opportunities to grow your career with SelectQuote are unmatched. Qualifications The VP of Term Life Marketing and Operations is a crucial leadership role that will drive the development and execution of a marketing plan for the Term Life Insurance division at SelectQuote. The ideal candidate will be a well-rounded, analytical general manager who can build and execute on the marketing plan. This leader will oversee the development of a lead plan that will generate over 500,000 leads annually and manage a budget over $50 million to reach that goal. This role oversees budget allocations, project priorities, call scripting, lead scoring and lead routing prioritization for the Term Life product line. Currently, lead generation for the Term Life division comes from a diversified mix of TV, Streaming video, Radio, Podcast, Influencer, Affiliate and internally generated leads with a continual focus on further diversification and expansion. The leader needs to be a strong analytical and operations manager who can thrive matrix managing a disparate set of resources. Supervisory Responsibilities: This position has direct supervisory responsibilities. Essential Duties and Responsibilities: • Develop and execute the lead generation plan for the Term Life division and ensure that the plan maximizes SelectQuote profitability, manages lead generation costs within budgeted goals, and returns the greatest ROI on the marketing investment, • Continually optimize the marketing plan based on daily performance results to ensure the maximum ROI for SelectQuote, • Partner with the sales, sales operations and workflow management teams to ensure that lead goals are being met each day and make intra-day and intra-week adjustments as needed to meet targets, • Oversee and drive strategy for internal teams and external partners who deliver SelectQuote leads to ensure they are meeting lead quality, lead quantity, and financial objectives, • Manage an internal network of marketing and analytics teams to develop and execute on the plan. These teams will help support this position by helping to identify new lead sources, develop new creative, and evaluate new digital and offline media strategies, • Collaborate with internal Go-to-Market Strategy and Creative teams to target specific customer segments, and promote new and existing life insurance or financial service product lines, • Manage the marketing P&L for the Term Life division of SelectQuote, • Collaborate with leadership to define strategic objectives, success metrics, tactical plans, and marketing budget to support the growth objectives of the division, • Develop the monthly and annual lead generation plan in support of the defined goals of the division, • Continually evaluate and optimize performance across the marketing plan to ensure the highest possible return on the marketing investment, • Manage partners/vendors to ensure that they are delivering on their lead quality/quantity commitments at appropriate economic returns. These partners will include our media agencies, internal teams, and affiliate partnerships, • Develop customer segmentation, targeting, and positioning to drive media and creative development for internal marketing teams, • Develop a strong understanding of the return on investment of our different media strategies to optimize marketing spend, • Partner with marketing shared services (creative, digital media, traditional media, direct marketing etc.) on the execution of the lead generation plan, • Develop a robust understanding of SelectQuote Term Life profitability and key profit drivers across customer segments, products and geographies. This will ultimately drive the development and execution of the lead generation plan, • Monitor daily fluctuations in lead volume and make adjustments as needed, • Partner with the Sales and Operations teams to ensure lead distribution is working as designed from lead development through agent delivery, • Lead strategic and cross-functional initiatives in support of division (e.g. launch of new business opportunities, etc.) Skills/Abilities: • Demonstrated leadership skills to drive optimal business performance, • Strong communication skills, a proven ability to influence teams, and aptitude to matrix manage internal resources, • Progressive experience in roles demanding analytical rigor and discipline, • Strong business and financial acumen, • Best in class analytical skills, • Experience in operations and operational disciplines such as program and project management, • Entrepreneurial spirit – creativity to identify opportunities when others may not see them and a willingness to “roll up your sleeves” to execute, • Experience managing external partners and a willingness to have “tough conversations” to get the results needed, • Strong written communication and presentation skills; comfortable with high degree of interaction with senior leadership team, • Self-motivated with an extremely strong sense of urgency, • Flexibility to adapt and change as priorities evolve, • Bachelor’s degree (MBA preferred), • 10+ years of progressive management experience in finance, operations, or marketing, • Demonstrated ability to manage and deliver against a budgeted P&L, • Proven experience as both a player and a coach – ability to execute while also leading and influencing others Financial Responsibilities (budget, revenue): • This position has budget responsibility, authority and/or level of control. Physical Requirements: Work is performed indoors with potential for exposure to safety and health hazards related to office work. Could periodically travel to other office and operational sites. The noise level in the work environment is usually moderate. Prolonged periods of sitting at a desk and working on a computer. SelectQuote Core Values: Service: We create positive customer experiences. Entrepreneurship: We create innovate & take risks. Leadership: We build & invest in high-performing teams. Empowerment: We embrace a changing environment. Courage: We challenge the status quo & drive continuous improvement. Teamwork: We help support & celebrate each other. Disclaimer: The above statements are intended to describe the general nature and level of work being performed by people assigned to this job. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required.