[Remote] Lead Generation Manager at Abarca Health

Europe

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Not SpecifiedCompensation

Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Healthcare, Clinical ResearchIndustries

Requirements

Minimum 5 years in lead generation, business development, or related roles (inferred from "Minimum 5 years in l" – likely lead generation or similar)

Responsibilities

Define ideal customer profiles (ICPs), target segments, and buyer personas for the RCD portfolio; align prospecting strategies with clinical services priorities and capacity
Establish a standardized lead generation framework (SOPs, RACI, SLAs) that governs sourcing, enrichment, qualification, handoff, and feedback loops across global teams
Plan and execute multi-channel prospecting (email, social, events, partner referrals, web forms), coordinating with Marketing/BD for content and campaigns
Orchestrate data ingestion and synchronization between CRM and other in-house systems, ensuring accurate account/contact hierarchies, deduplication, and harmonized taxonomies
Source and integrate third-party market intelligence (e.g., GlobalData, PitchBook) and public company websites to expand and refine target lists
Design and maintain lead scoring, routing, and enrichment rules; champion data quality standards and stewardship
Operate and optimize top-of-funnel processes to increase Qualified Leads
Manage qualification workflows and ensure timely, well-documented handoffs to BD and Operations
Track follow-ups, meetings, proposals, and outcomes to evidence the impact of generated leads and to inform prioritization
Define and deploy dashboards and reports on BD KPIs and funnel performance (e.g., lead volume, quality, progress, conversion rates, win rate)
Produce weekly/monthly/quarterly views for operational leaders; run analyses, funnel diagnostics, and forecast models to guide capacity planning
Map and continuously improve lead generation processes
Investigate and implement automation using AI and other tools
Evaluate and manage vendors and data tools; establish success metrics
Partner with BD, Operations, Delivery/Functional leaders to align priorities and capacity
Facilitate regular pipeline and performance reviews; maintain clear feedback loops for continuous improvement
Support global coordination across time zones; ensure Europe-based coverage with global responsiveness
Ensure lead generation practices adhere to applicable regulations (e.g., GDPR and local privacy/anti-spam rules); implement consent/legitimate-interest management and do-not-contact controls
Partner with IT to ensure data governance, security, and compliant recordkeeping in CRM/ERP and other databases

Skills

Lead Generation

CRM

Data Integration

AI Tools

Prospecting

Email Marketing

Social Selling

Pipeline Management

SOP Development

ICP Definition

Buyer Personas

GlobalData

PitchBook

Abarca Health

Pharmacy Benefit Management services provider

About Abarca Health

Abarca Health provides Pharmacy Benefit Management (PBM) services, focusing on flexible and user-friendly solutions for health plans, employers, and government programs like Medicare and Medicaid. Its main product, the Darwin platform, allows clients to quickly implement and modify benefit designs while ensuring compliance with regulations. Abarca Health manages over $5.3 billion in drug spend and processes 100 million prescription claims annually, offering additional services like home delivery for prescriptions. The company's goal is to deliver exceptional service and innovative solutions in the PBM market.

Aventura, FloridaHeadquarters

2005Year Founded

VENTURE_UNKNOWNCompany Stage

HealthcareIndustries

501-1,000Employees

Benefits

PTO

Parental leave

Work flexibility

Health insurance

Wellness stipend

401k

Tuition reimbursement

Leadership development programs

Risks

Increased competition from Amazon Pharmacy and Mark Cuban's Cost Plus Drug Company.

Growing focus on specialty drugs may require platform adaptation.

Shift towards price transparency could pressure Abarca's pricing models.

Differentiation

Abarca Health's Darwin platform is highly adaptable and user-friendly.

The company offers innovative programs like Triple S en Casa for home delivery.

Abarca Health ensures compliance with ever-changing healthcare regulations.

Upsides

Abarca transitioned two million members to Darwin in 18 months, showing operational efficiency.

Collaboration with Blue Shield of California boosts Abarca's reputation in the PBM sector.

Recognition as a top IT workplace attracts top talent, driving innovation.

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