Pipeline & Market Intelligence Manager

Job Description

Pipeline & Market Intelligence Manager

About Optimas International

Optimas International is a global specialist in engineering and industrial distribution, providing fastener distribution and supply chain solutions to manufacturers across the UK, Europe, India and South East Asia, and China. We are entering a period of focused growth, built around six priority global verticals, our existing customer base in each country and a programme of acquisitions.

To deliver that growth we are building a strong central marketing function with the skills and discipline to generate leads, control the pipeline and give the business clear visibility of new wins. This role sits at the centre of that function.

About the role

This is a Revenue Operations role in all but name. You will own the master global pipeline in HubSpot: what goes into it, how accurate it is, and how actively it is worked. You will lead a small research team that identifies new opportunities, and you will hold regional sales and business development teams to account for working those opportunities through to a clear outcome.

It is not a research-only or administrative position. We are looking for a senior, commercially minded operator who is equally comfortable building a reporting framework, challenging a sales leader on stale pipeline, and presenting findings to senior management.

Purpose

Control the master pipeline. Own the report-out of leads per vertical and per region, feed HubSpot, and remain accountable for the accuracy of active leads in the system. Hold sales teams in every region to account for pipeline activity and data accuracy.

Key responsibilities

Pipeline control and HubSpot ownership

•Own the master global target file in HubSpot, combining strategic targets, regional targets and newly identified leads into a single source of truth.

•Maintain a live queue of 10 to 20 active leads per region, ensuring that as one opportunity closes or is lost, the next qualified lead is brought into play.

•Own the report-out of leads by vertical and region, and the process that feeds them into HubSpot.

•Define and enforce pipeline stages, qualification criteria and data standards, working with the external HubSpot consultant, who owns technical build, automation and system configuration.

Sales accountability and compliance

•Hold regional business development teams and P&L leads accountable for HubSpot workflow compliance, pipeline activity and data accuracy across the UK, Europe, India and South East Asia, and APAC.

•Run regular pipeline reviews with regional sales teams, challenging inactive or poorly qualified opportunities and agreeing clear next actions.

•Escalate persistent non-compliance constructively and with evidence, working with the Marketing Director and senior sales leadership.

Market intelligence and research leadership

•Direct two Research Analysts covering the six global verticals (three verticals each) to identify and qualify new targets.

•Direct one Research Analyst focused on cross-sell, share-of-wallet and global account plant mapping: identifying where an existing global customer has manufacturing sites in regions we do not yet serve.

•Own communication of research findings and market intelligence to sales leads and the Marketing Manager and regional Marketing Executives, so the business stays on the front foot in every region.

•Provide a regular market intelligence and topic feed to the Communications and Brand team to inform content and campaigns.

Reporting and performance

•Produce clear, consistent pipeline reporting by region and vertical for the Marketing Director and senior leadership.

•Work with the BI and data governance team, who own dashboards, win reporting and board reporting, to ensure definitions and data are consistent across all regions.

•Support marketing performance reporting by linking campaign and digital lead generation activity to pipeline outcomes.

Key relationships

•Internal: Marketing Director, Marketing Manager and regional Marketing Executives, Communications and Brand Manager, regional P&L leads and BD teams, BI and data governance.

•External: HubSpot consultant (technical build and governance), data and research providers.

Skills and experience

Essential

•Demonstrable experience in revenue operations, sales operations, pipeline management or a closely related commercial function, including progression into management role.

•Proven track record of owning a CRM pipeline end to end and driving adoption and compliance across a sales organisation.

•Strong hands-on HubSpot experience (or Salesforce or Dynamics with clear evidence of rapid transfer to HubSpot).

•Demonstrable experience of holding sales teams and senior stakeholders to account, including across multiple countries and cultures.

•Experience leading and developing analysts or researchers, setting priorities and quality standards.

•Highly analytical, with advanced Excel skills and confidence building pipeline and performance reporting.

•B2B experience, ideally in industrial, manufacturing, engineering or distribution markets with long, complex sales cycles.

•Experience managing a remote or offshore team, ideally in India.

Desirable

•HubSpot certifications (for example Sales Hub or Revenue Operations).

•Experience of market research, account-based marketing or target account mapping.

•Familiarity with Business Intelligence tools.

•Experience integrating acquired businesses into a central pipeline and reporting framework.

•Degree in business, marketing, economics or a related discipline, or equivalent experience.

Communication requirements

Communication is central to this role. You will be the person who tells sales teams, in every region, what the pipeline really looks like and what needs to happen next.

•Excellent and confident communicator, both written and verbal, able to influence and challenge sales leaders and senior stakeholders.

•Able to adapt style for diverse international audiences across the UK, Europe, India and China.

•Comfortable working across time zones, including early calls with APAC and India.

•Able to turn complex data into clear, concise messages and actions.

Personal attributes

•Assertive and resilient, with the credibility to challenge senior sales colleagues constructively.

•Commercially curious, with a genuine interest in markets, customers and where growth will come from.

•Highly organised, with strong attention to detail and a disciplined approach to data.

•A collaborative leader who builds trust across functions and regions.

•Self-motivated and comfortable operating with a high degree of autonomy in a growing business.

Measures of success

•A complete, accurate and current master pipeline in HubSpot, trusted by sales and leadership.

•10 to 20 qualified active leads maintained per region at all times.

•High HubSpot workflow compliance across all regional BD teams.

•Steady growth in new targets identified across the six verticals and in cross-sell plant opportunities.

•Timely, consistent pipeline reporting delivered to agreed standards.

Working arrangements

This role is office-based in Gloucester. Hybrid working may be considered with a minimum of three days per week in the office. Occasional international travel may be required.