Lead Qualification Specialist

About the Role

The Lead Qualification Specialist serves as the primary point of contact for inbound inquiries and marketing-generated leads, ensuring timely engagement, consistent qualification, and seamless handoff to the sales organization. The LQS works closely with Sales, Strategic Marketing, and Business Development teams to improve lead conversion rates, accelerate pipeline development, and provide actionable feedback on lead quality, campaign effectiveness, and customer engagement trends.

Principal Responsibilities

• Lead Qualification & Pipeline Development
  • Qualify inbound leads, marketing-generated inquiries, event leads, and prospect responses using a structured BANT + MEDDICC qualification process.
  • Assess customer buying intent, application fit, business need, timeline, decision-making process, and opportunity potential.
  • Conduct discovery conversations to identify customer challenges, project requirements, technical applications, and purchasing readiness.
  • Provide preliminary consultation to prospects in terms of technical feasibility and TRUMPF's available products.
  • Convert Marketing Qualified Leads (MQLs) into Sales Qualified Leads (SQLs) according to established qualification criteria and service-level agreements (SLAs).
  • Schedule and coordinate qualified sales meetings between prospects and Regional Sales Managers or Business Development Managers.
  • Ensure all qualified opportunities are transferred with complete customer, application, and qualification information.
• Management & Nurturing
  • Manage and prioritize inbound lead queues to ensure timely response and follow-up.
  • Re-engage dormant, stale, or inactive leads through outbound prospecting, nurturing campaigns, and targeted outreach activities.
  • Support qualification and follow-up of trade show, webinar, digital marketing, and campaign-generated leads.
  • Execute lead nurturing activities utilizing CRM and marketing automation tools to advance prospects through the buying journey.
  • Monitor lead progression through the sales funnel and proactively identify opportunities requiring additional engagement.
• CRM Management & Data Integrity
  • Maintain accurate and complete records of all customer interactions, qualification activities, lead status changes, and opportunity details within the CRM system.
  • Capture and maintain key qualification data.
  • Ensure proper lead attribution and campaign tracking for all marketing-generated opportunities.
  • Maintain CRM data quality standards and support continuous process improvement initiatives.
• Reporting & Process Improvement
  • Monitor and report on lead management performance metrics.
  • Provide regular feedback to Strategic Marketing regarding lead quality, campaign effectiveness, and market trends.
  • Identify bottlenecks within the lead management process and recommend improvements to increase efficiency and conversion rates.
  • Support development and refinement of lead scoring, qualification criteria, and routing processes.

Qualifications

• Associate's Degree, or equivalent combination of education and professional experience.
• 1–3 years of experience in sales, business development, customer service, marketing, technical sales, or related business functions.
• Skillset to conduct technical conversations around laser processing for manufacturing companies.
• Strong communication, interpersonal, technical, and relationship-building skills.
• Demonstrated ability to manage multiple priorities and follow structured processes.
• Proficiency with Microsoft Office applications including Outlook, Word, Excel, and PowerPoint.

Preferred Experience

• Experience with CRM platforms such as Salesforce, Microsoft Dynamics, HubSpot, or equivalent systems.
• Experience with marketing automation platforms and lead nurturing programs.
• Experience in manufacturing, industrial technology, capital equipment, automation, or technical B2B sales environments.