Lead Generation Strategy Director - Operations

Anticipated End Date:

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Job Description:

Lead Generation Strategy Director - Operations

Location: This role requires associates to be in-office 3 days per week, fostering collaboration and connectivity, while providing flexibility to support productivity and work-life balance. This approach combines structured office engagement with the autonomy of virtual work, promoting a dynamic and adaptable workplace. Alternate locations may be considered if candidates reside within a commuting distance from an office.

Please note that per our policy on hybrid/virtual work, candidates not within a reasonable commuting distance from the posting location(s) will not be considered for employment, unless an accommodation is granted as required by law.

The Lead Generation Strategy Director is responsible for driving the strategic operations execution of a scalable lead generation and CRM engine that transforms inbound inquiries, event-generated leads, and targeted outbound campaigns into qualified sales opportunities. This role partners closely with sales, marketing, product, client partnership, and event teams to develop and execute repeatable lead generation processes, execute account-based engagement strategies, optimize CRM operations, and improve pipeline generation across the business. 

How you will make an impact:

• Determines strategies and key focus areas to identify, engage, qualify, and cultivate high-value prospects through inbound, outbound, account-based, and event-driven lead generation initiatives. 

• Collaborates with sales, marketing, product, client partnership, and event teams to develop targeted messaging, account engagement strategies, and campaign execution that align with business priorities, growth markets, and client needs. 

• Determines efficient lead management processes, qualification criteria, CRM workflows, and performance metrics that improve speed-to-lead, lead quality, conversion rates, and overall pipeline generation (including lead lifecycle stages, routing rules, and follow-up SLAs).

• Collaborate with Sales, Marketing and Market Intelligence teams to identify new growth opportunities, target segments, and strategic accounts that support pipeline growth and business development initiatives. 

• Partners cross-functionally to operationalize lead generation strategies, improve campaign execution, and ensure qualified opportunities are effectively transitioned to sales through a disciplined lead qualification process and closed-loop feedback on lead disposition and quality. 

• Establishes and optimizes end-to-end lead generation processes, including event follow-up, inbound lead routing, outbound prospecting workflows, CRM data integrity, and lead nurturing to maximize conversion and pipeline impact. 

• Communicates and ensures all lead generation activities adhere to relevant regulations, CRM governance standards, and best practices for accurate reporting, lead tracking, and operational excellence. 

• Serves as a subject matter expert by influencing best practices in account-based lead generation, CRM utilization, lead qualification, and continuous process improvement across cross-functional teams.

Minimum Requirements:

BA/BS in marketing, business administration, or a related field and a minimum of 8 years of related experience; or any combination of education and experience which would provide an equivalent background.

Preferred Skills, Capabilities, and Experience:

• MA/MS preferred.

• Experience building and optimizing lead generation ecosystems that bridge marketing and sales through inbound, outbound, event, and account-based lead generation strategies preferred (including routing, dashboards, and governance).

• Demonstrated expertise using Salesforce CRM, LinkedIn Sales Navigator, sales engagement platforms, and marketing automation tools to manage lead lifecycle, maintain CRM data integrity, and generate actionable pipeline insights preferred.

• Experience developing and executing lead qualification strategies, nurturing workflows, and post-event follow-up campaigns that consistently convert marketing-generated interest into qualified sales pipeline preferred.

• Strong analytical experience leveraging lead generation KPIs, including speed-to-lead, qualification quality, conversion rates, pipeline creation, CRM reporting, and campaign performance to drive continuous improvement preferred.

• Experience in complex B2B solution-selling environments with the ability to influence cross-functional stakeholders and execute account-based growth initiatives; healthcare services experience is a plus but expertise in modern lead generation strategy and execution is strongly preferred.

For candidates working in person or virtually in the below location(s), the salary* range for this specific position is $142,648 to $213,972.

Locations: Illinois

In addition to your salary, Elevance Health offers benefits such as, a comprehensive benefits package, incentive and recognition programs, equity stock purchase and 401k contribution (all benefits are subject to eligibility requirements). The salary offered for this specific position is based on a number of legitimate, non-discriminatory factors set by the company.  The company is fully committed to ensuring equal pay opportunities for equal work regardless of gender, race, or any other category protected by federal, state, and local pay equity laws.

* The salary range is the range Elevance Health in good faith believes is the range of possible compensation for this role at the time of this posting. This range may be modified in the future and actual compensation may vary from posting based on geographic location, work experience, education and/or skill level. Even within the range, the actual compensation will vary depending on the above factors as well as market/business considerations. No amount is considered to be wages or compensation until such amount is earned, vested, and determinable under the terms and conditions of the applicable policies and plans. The amount and availability of any bonus, commission, benefits, or any other form of compensation and benefits that are allocable to a particular employee remains in the Company's sole discretion unless and until paid and may be modified at the Company’s sole discretion, consistent with the law.

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Please be advised that Elevance Health only accepts resumes for compensation from agencies that have a signed agreement with Elevance Health. Any unsolicited resumes, including those submitted to hiring managers, are deemed to be the property of Elevance Health.

Who We Are

Elevance Health is a health company dedicated to improving lives and communities – and making healthcare simpler. We are a Fortune 25 company with a longstanding history in the healthcare industry, looking for leaders at all levels of the organization who are passionate about making an impact on our members and the communities we serve.

How We Work

At Elevance Health, we are creating a culture that is designed to advance our strategy but will also lead to personal and professional growth for our associates. Our values and behaviors are the root of our culture. They are how we achieve our strategy, power our business outcomes and drive our shared success - for our consumers, our associates, our communities and our business.

We offer a range of market-competitive total rewards that include merit increases, paid holidays, Paid Time Off, and incentive bonus programs (unless covered by a collective bargaining agreement), medical, dental, vision, short and long term disability benefits, 401(k) +match, stock purchase plan, life insurance, wellness programs and financial education resources, to name a few.

Elevance Health operates in a Hybrid Workforce Strategy. Unless specified as primarily virtual by the hiring manager, associates are required to work at an Elevance Health location at least once per week, and potentially several times per week. Specific requirements and expectations for time onsite will be discussed as part of the hiring process.

The health of our associates and communities is a top priority for Elevance Health. We require all new candidates in certain patient/member-facing roles to become vaccinated against COVID-19 and Influenza. If you are not vaccinated, your offer will be rescinded unless you provide an acceptable explanation. Elevance Health will also follow all relevant federal, state and local laws.

Elevance Health is an Equal Employment Opportunity employer, and all qualified applicants will receive consideration for employment without regard to age, citizenship status, color, creed, disability, ethnicity, genetic information, gender (including gender identity and gender expression), marital status, national origin, race, religion, sex, sexual orientation, veteran status or any other status or condition protected by applicable federal, state, or local laws. Applicants who require accommodation to participate in the job application process should submit the following form: Accessibility Accommodation Request Form and a member of the team will be in contact. Qualified applicants with arrest or conviction records will be considered for employment in accordance with all federal, state, and local laws, including, but not limited to, the Los Angeles County Fair Chance Ordinance and the California Fair Chance Act.

Prospective employees required to be screened under Florida law should review the education and awareness resources at HB531 | Florida Agency for Health Care Administration.

NOTE: Workday keeps job postings active through 11:59:59 PM on the day before the listed end date. Example: If the end date is 3/13, the posting will automatically come down on 3/12 at 11:59:59 PM. In other words — the job is posted until 3/13, not through 3/13.