Marketing Delivery Manager

Marketing Delivery Manager

Role purpose

The Marketing Delivery Manager sits at the centre of HSO's marketing-to-sales process, ensuring Sales Qualified Leads (SQLs) are consistently qualified, data remains accurate and campaign activity translates into measurable pipeline.

Working across marketing, business development and sales teams, the role provides quality assurance, reporting, operational governance and commercial insight. The objective is to improve conversion rates, maximise marketing effectiveness and provide the business with greater visibility of customer engagement and sales performance.

Opportunity quality and qualification

One of the role's core responsibilities is ensuring that SQLs generated by the Business Development team meet HSO's qualification standards and are suitable for progression into the sales Opportunity development process. Through regular review and coaching, the role helps drive continual improvement in SQL quality and conversion rates.

• Review and validate SQLs generated by Business Development Managers.

• Ensure qualification standards are applied consistently.

• Monitor acceptance and conversion rates.

• Identify coaching opportunities and areas for improvement.

• Support the continual refinement of qualification processes.

Sales, marketing and business development coordination

The role acts as the operational link between marketing, business development and sales. By facilitating communication and maintaining strong feedback loops, the role helps ensure all teams remain aligned around pipeline generation and campaign success.

• Chair the fortnightly Business Development and Sales review meeting.

• Facilitate updates on prospect engagement and opportunity progression.

• Gather feedback from sales teams regarding opportunity quality.

• Support collaboration between Marketing Managers and Business Development Managers.

• Ensure campaign priorities are reflected in prospect engagement activities.

Reporting and commercial insight

The Marketing Delivery Manager is responsible for converting activity and engagement data into meaningful business insight. This information helps shape future campaigns, improve targeting and support informed decision-making across the business.

• Produce weekly and monthly performance reports.

• Track campaign performance, SQL generation and pipeline contribution.

• Analyse engagement trends, conversion rates and buying signals.

• Identify patterns emerging from prospect conversations.

• Present findings and recommendations to marketing leadership and the wider business.

Data governance and CRM management

The accuracy of HSO's customer data is fundamental to sales execution, reporting and marketing performance. This role owns the governance and continuous improvement of business development-related data within Dynamics 365.

• Maintain standards across account, contact, lead, MQL, SQL andopportunity records.

• Monitor CRM data quality and completeness.

• Identify and correct data quality issues.

• Support reporting accuracy across marketing and sales activities.

• Recommend process improvements and automation opportunities.

Success measures

Success in this role is measured through the quality of insight delivered, improvements in data standards, alignment across teams and the effectiveness of HSO's overall lead-to-pipeline process. There is also an expectation that it will lead to high levels of CRM data accuracy and governance compliance.

• Improve sales acceptance: High sales acceptance rates of BDM-generated SQLs. Target 80% acceptance.

• Increase MQL conversion: Improved conversion from marketing engagement to SQL. Current benchmark 18.8%.

• Deliver weekly operational insight: Consistent delivery of reporting and business insights.