Marketing Director - Demand Generation

At Johnson Controls, we’re shaping the future to create a world that’s safe, comfortable and sustainable. Our global team creates innovative, integrated solutions to make cities more connected and buildings more intelligent. We are passionate about improving the way the world lives, works and plays. The future requires bold ideas, an entrepreneurial mind-set and collaboration across boundaries. You need a career focused on tomorrow. Tomorrow needs you.

What you will do

Segmentation

• Create Needs Based segmentation profiles – how customers make choices based on what they value most; create messaging around these values; recommend channel approach based on how they like to be influenced and receive information
• Create Multiple Buyer Personas profiles identifying current and future needs and define the buying group in the customer journey; develop and execute personalized Account Based Marketing to targets; creating a strategy to deliver the right content to the right audience at the right time
  

Demand Generation

• Develop demand generation plan with Service Solutions Marketing Leader and Regional Marketing that is aligned with global revenue targets, leveraging Johnson Controls’ closed loop process
• Champion best practices for driving the sales funnel, lead nurturing, lead handover processes, lead conversion, and customer retention with a test and refine approach
• Partner with internal agencies and stakeholders for promotional strategies, cost, and lead generation tactics
• Develop and execute inbound marketing, lead management and automated online marketing programs to drive lead conversion and ultimately new business acquisition
• Collaborate with website leadership and other key stakeholders to leverage the website as a strategic demand generation tool, driving conversion from visitors to leads
• Build marketing automation functional competency and manage the marketing automation tools to mature its use as a demand generation engine, leveraging best practice. Include global nurture campaigns with targeted landing pages, build out of target lists, email calendar, strategic performance reporting, compliance with GDPR, etc.
  

Measurement

• Creation and management of the campaign dashboard including set-up and campaign hierarchy, reporting and improvement recommendations
• Prioritize the top campaigns to drive lead flow requirements, design, execute and measure demand generation programs including website, content marketing, online marketing, nurture, social media, blogs, syndication, and events
• Establish and track measurable response rates, conversion rates, pipeline, and ROI for all programs. Work closely with sales and marketing leaders to monitor all projects fueling demand gen, funnel performance, identify performance gaps and/or opportunities, and allocates programs funds to maximize ROI
  

What you will bring

• Minimum of ten years’ experience in driving demand generation to defined revenue goals
• Deep understanding of what success looks like in diverse, global B2B environments and channel models
• Proven track record in devising and deploying global demand generations plans including transformation experience moving business capabilities to mature processes and platforms to succeed
• Data-driven individual focused on Performance Marketing, dashboards, delivering ROI results and improving demand marketing metrics
• Excellent communication, with the ability to influence and empower teams to execute plans
• Experience working in paid media channels - spanning email, social, retargeting and affiliate marketing
• Understanding of digital customer journeys & response-driven marketing best-practices
• Leadership skills to achieve tangible outcomes in matrixed management environment
• ROI-driven, digital-centric capabilities & the ability to see trends and tap into opportunities
• Strong planning, problem-solving and analytical skills with the ability to evaluate and solve challenges
• Ability to work effectively in a fast-paced environment with strong time management skills to prioritize tasks/ projects in order to hit deadlines
• Experience in Marketing CRM, Email, Marketing Automation software

Preferred

• Commercial Technology and Services sector experience
• Building Technology industry and target audience knowledge
• Bachelor’s degree in Computer Science, Information Systems, Engineering, Marketing; a Master’s in Business Administration or Technology Management
• Native English speaker
• Experience in Salesforce CRM, Eloqua Marketing Automation