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Response Marketing Manager
Grainger | Mettawa, Illinois
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Job Description

Company Overview

Grainger is a global leading broad line supplier of facilities maintenance products serving businesses and institutions. Our 18,000 employees are driven to serve customers and the community in exceptional ways focusing on delivering the highest level of service. The Grainger team works closely with customers to better understand their challenges and provide cost-saving solutions. Grainger's employees serve customers more than 115,000 times every day through multiple channels. As part of a high-performing team, you’ll be able to develop your talents, and make a difference. Grainger is a Fortune 500company and a perennial member of Fortune magazine's Most Admired Companies list.


Position Description

The Response Marketing Manager is responsible for strategy, execution and analysis of Grainger Direct Mail and Collateral initiatives.  This role is responsible for growth of customer accounts, increasing LTV and retention in order to meet financial objectives of the Direct Mail and Collateral channel.  The Response Marketing Manager is responsible for developing circulation strategies to drive $500 - $600 Million in revenue annually.  The Response Marketing Manager works cross functionally with display, digital, search, email, catalog, marketing analytics, customer information, integrated marketing strategy, sales effectiveness, ecommerce, sales effectiveness and offer enablement teams to design, implement and test fully integrated direct response campaigns.

Circulation Planning/Contact Strategy

  • Build program strategies that align with business objectives.
  • Develop holistic circulation plan and contact strategy across direct mail and collateral channels to promote customer growth and retention across all business segments.
  • Maximize return on investment by evolving response marketing across the customer lifecycle by designing and implementing continual test and learn strategies to drive channel optimization
  • Improve Data Quality by driving continuous improvement of data capture across email, display, social and vendor initiatives and identify new marketing attributes to improve segmentation data
  • Work with Finance and Analytics to develop appropriate financial profit and loss statements, recommend customer circulation/depth of file options to drive requisite campaign results.
  • Apply list segmentation, selection and forecasting of both customer and rental lists. Coordinate with list brokers and facilitate list ordering, if appropriate.


    Data Driven Response Marketing

  • Work with Sales, Customer Service, IMS and Product teams to develop CRM integrated sales enablement tools and scalable programs that support growth initiatives.
  • Develop and maintain the multi-channel marketing campaign database, contact history and business rules engine leveraging key data assets.
  • Develop Sales enablement strategies to support long term growth initiatives and manage cross functional change initiatives to improve adoption.
  • Planning throughout course of project, from concept, development, execution and evaluation, based on clients’ marketing strategy, budget, timeframes for all variable data and static collateral programs.  Segment and leverage the marketing database for efficient and effective campaign targeting; generate and implement test strategies, including A/B multi-variant testing.
  • Partner with marketing technology team and external vendors to execute data driven marketing automation to meet business requirements and improve effectiveness of marketing and sales organizations.
  • Ensure logic is applied to ensure single customer relationship and application of general and program specific business rules
  • Measurement & Analysis

  • Leverage marketing databases and analytics tools to measure effectiveness of strategies, model new offers and monitor ongoing channel performance
  • Aggregate and analyze customer data to refine and evolve customer segments, optimize marketing effectiveness and identify new channel opportunities.
  • Work with Marketing Operations to design and execute new reporting, develop performance metrics, present findings and make recommendations to marketing team as they relate to existing marketing strategy.
  • Lead the integrity of marketing data, getting database issues resolved as necessary, incorporating business rule changes, meeting meta data requirements and making other changes as required

Position Requirements:

  • 5-7 years Integrated Marketing experience in large multi-channel organization
  • 3-5 years’ experience in circulation strategy development is essential.
  • Prior Experience creating direct mail and collateral strategies within a large corporate structure.
  • Thorough knowledge of direct marketing metrics and expertise in measuring marketing performance are required
  • Proven success in developing sales enablement tools
  • Demonstrated proficiency in developing, executing and analyzing integrated marketing programs across channels (email, social, search, display and offline)  
  • Excellent oral and written communication as well as interpersonal skills which allow for working with multiple levels of management across the organization.
  • Strong analytical skills
  • Demonstrated knowledge of systems architecture, interfaces, and reporting structures.
  • Strong analytical and reporting skills required (SAP Business Objects, Crystal Reports, Adobe Workbench, Microsoft Access and Excel).  Demonstrated knowledge of systems architecture, interfaces, and reporting structures
  • Proven ability to compile and interpret results to make recommendations to senior management
  • Prior experience managing inventory, which demonstrates knowledge of inventory principles and distribution/fulfillment practices with emphasis in web to print.
  • Knowledge of digital, sheet fed and web printing practices, as well as, mail standards is critical for this role.
  • Experience with marketing automation (Adobe) and CRM (Salesforce) platforms
  • Ability to influence without authority.
  • Self-motivator and strong will to get the job done correctly
  • Strong systemic thinker with track record of anticipating impacts across multiple channels, processes and stakeholders.


EEOC Statement

Grainger is an Equal Opportunity Workplace and an Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.

About Grainger

W.W. Grainger, Inc. (Grainger) distributes facilities maintenance products, and provides services and related information used by businesses and institutions primarily in the United States, Canada and Mexico to keep their facilities and equipment running. Grainger is the supplier of facilities maintenance and other related products in North America. Its operations are managed in three segments: Grainger Branch-based, Acklands - Grainger Branch-based (Acklands - Grainger), and Lab Safety Supply, Inc. (Lab Safety). Grainger Branch-based is an aggregation of the Grainger Industrial Supply (Industrial Supply), Grainger, S.A. de C.V. (Mexico), Grainger Caribe Inc. (Puerto Rico), Grainger China LLC (China) and Grainger Panama S.A. (Panama). Acklands - Grainger is the Company's Canadian branch-based distribution business. Lab Safety is a direct marketer of safety and other industrial products. (Source: 10-K)

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