SelectQuote

  • Sr. Director of Marketing

    Location US-KS-Overland Park
    Division
    Senior
  • Overview

    The Senior Director of SelectQuote Life Marketing is a crucial leadership role that will drive the development and execution of the marketing plan for the Life Insurance division of SelectQuote. While this role resides in the marketing department, the ideal candidate will be a well-rounded, extremely 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 approximately 600,000 leads annually and manage a budget of ~$35 million to reach that goal. Currently, lead generation for the Life division comes from many different sources: television, radio, affiliates, paid search, and digital marketing. Given the diversity of these sources, this leader needs to be a strong analytical and operations executive who can thrive managing a disparate set of resources.

     

    This leader (and her/his team) will have four primary responsibilities:

    • Develop and execute the lead generation plan for the Senior 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 management team and the workflow team to ensure that lead goals are being met each day and make intra-day adjustments as needed to meet targets

     

    • Collaborate with internal teams and external partners on new ways to generate incremental, cost-effective lead volume

     

    • Manage external partners who deliver us leads to ensure they are meeting lead quality, lead quantity, and financial objectives

     

    As a senior leader in this division, the ideal candidate must be able to communicate and influence internal marketing team members, the executive team, external partners, and the working team to meet objectives. Strong leadership and communications skills are imperative for this role.

    Responsibilities

    • Manage the marketing P&L for the Senior division of SelectQuote
    • Collaborate with leadership to define strategic objectives, success metrics, tactical plans, and marketing budget to support the growth objectives of SelectQuote Senior
    • Develop the monthly, annual, and 5 year lead generation plan in support of the defined goals of the Senior Division
    • Continually evaluate and optimize performance across the marketing plan to ensure the highest possible return on the marketing investment
    • Manage external partners/vendors to ensure that they are delivering on their lead quality/quantity commitments at appropriate economic returns
    • Creatively work with the (internal) business development team and external partners to develop new lead sources
    • Develop customer segmentation, targeting, and positioning to drive media and creative development for internal marketing teams
    • 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 Senior profitability model 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 team and workflow to ensure lead distribution is working as designed from lead development through agent delivery
    • Lead strategic and cross-functional initiatives in support of the SelectQuote Senior Division (e.g. launch of new business opportunities, etc.)

    Qualifications

    • Demonstrated leadership skills to drive optimal business performance
    • Progressive experience in roles demanding analytical rigor and discipline
    • Strong business and financial acumen
    • 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 partners and a willingness to have “tough conversations” to get the results needed
    • Comfort with, and ability to, lead and influence others
    • 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

    Training and Experience

    • 10+ years of progressive management experience
    • At least 5 years of experience in an analytical discipline such as finance or data analytics
    • At least 5 years of experience in an operational discipline (management, marketing, program management)
    • 5+ years leading a team
    • 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
    • Bachelor’s degree (MBA preferred)

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