Product Owner -Lead Management & Performance Marketing

The Manager, Lead Management & Performance Marketing role at USG Corporation is responsible for building an end-to-end lead management operating model and delivering performance marketing programs that generate qualified demand and show measurable revenue impact. In parallel, the position acts as business Product Owner for lead management capabilities in Salesforce CRM and Salesforce Marketing Cloud, shaping lifecycle performance and closed-loop attribution across USG, CGC, and LATAM.

Key Responsibilities

• Own the enterprise lead management strategy and operating model, aligning priorities to commercial objectives, customer segments, and regional growth plans.
• Define the lead lifecycle across capture, enrichment, scoring, qualification, routing, nurture, sales acceptance, opportunity conversion, recycling, and disposition.
• Establish decision rights, ownership, governance forums, service-level expectations, and escalation paths across Marketing, Sales, Sales Operations, Digital, Analytics, and IT.
• Lead the Lead Management vision, roadmap, governance, and prioritized product backlog in partnership with Marketing, Sales, Digital, Sales Operations, Salesforce, Analytics, and IT.
• Translate business needs into user stories, requirements, acceptance criteria, release priorities, and measurable value outcomes.
• Govern stage definitions, entry and exit criteria, scoring logic, routing rules, handoff standards, recycling processes, and conversion tracking across regions and business units.
• Serve as business Product Owner for Salesforce Lead Management and Salesforce Marketing Cloud capabilities to ensure releases support the approved operating model, data standards, user experience, and business controls.
• Drive adoption and continuous improvement while balancing enterprise consistency with validated local market requirements.
• Develop performance marketing strategy and an integrated demand plan by audience, product, market, lifecycle stage, channel, and revenue objective.
• Co-lead measurable acquisition and demand-generation programs across paid search, paid social, programmatic, account-based marketing, email, web, partner, and event channels, in collaboration with marketing and sales/product management functions.
• Design data-driven digital customer segmentation and lead scoring, including nurture, suppression, frequency, and re-engagement strategies using behavioral, firmographic, transactional, account, product-interest, and lifecycle signals.
• Build a testing agenda covering audiences, offers, channels, landing experiences, bidding, sequencing, and calls to action, and scale proven approaches based on incremental impact.
• Act as subject-matter expert for lead funnel analytics, performance marketing measurement, attribution, experimentation, and marketing investment optimization.
• Co-create a common KPI framework across inquiries, leads, MQLs, sales acceptance, SQLs, opportunities, pipeline, revenue, cost per outcome, conversion, velocity, and return on marketing investment.
• Develop executive dashboards and operating reviews using Salesforce, Adobe Analytics or GA4, marketing automation platforms, Power BI, and other approved data sources.
• Establish closed-loop reporting with Sales and Sales Operations to connect source, campaign, account, opportunity, revenue, and disposition data.
• Govern measurement methodologies, attribution rules, taxonomy, campaign tracking, and data-quality controls for consistent reporting.
• Use performance insights to recommend budget shifts, channel mix changes, audience refinements, and funnel interventions with stated assumptions and expected outcomes.
• Partner with Analytics teams to design test-and-learn approaches, evaluate incrementality, and quantify commercial contribution.
• Define role-based processes, training requirements, adoption measures, and change interventions for Marketing, Sales, and operational users.
• Monitor funnel health including process adherence, lead aging, routing exceptions, rejection and recycling patterns, and data-quality issues, and drive corrective action.
• Maintain a prioritized continuous-improvement pipeline informed by user feedback, performance insights, business priorities, technology opportunities, and control requirements.
• Serve as liaison across Marketing, Sales, Sales Operations, Digital, Customer Experience, Analytics, and IT for lead management and performance marketing priorities.
• Work with Sales leadership and frontline sales teams to align qualification criteria, routing, service-level expectations, follow-up, feedback loops, opportunity conversion, and shared pipeline outcomes, coordinating with USG, CGC, and LATAM stakeholders as appropriate.
• Provide executive leadership with performance narratives, actionable recommendations, investment trade-offs, roadmap status, risks, dependencies, and decisions required.
• Build lead management and performance marketing capabilities through standards, playbooks, training, coaching, and communities of practice.
• Promote a culture of measurement, accountability, experimentation, customer relevance, and rapid learning.

Required Qualifications

• Bachelor’s degree in Marketing, Business Administration, Analytics, Economics, Data Science, or a related discipline; advanced degree preferred.
• 8+ years of progressive B2B lead management, demand generation, growth marketing, or performance marketing experience, including leadership in a complex cross-functional environment.
• Deep expertise in lead lifecycle design, demand generation, campaign automation, digital customer segmentation, audience strategy, lead scoring, routing, nurture, funnel optimization, and sales handoff using behavioral, firmographic, transactional, account, product-interest, and lifecycle data.
• Advanced experience with performance measurement, attribution, experimentation, funnel analytics, dashboarding, and translating insights into investment decisions.
• Proven experience owning B2B lead management processes and applying product ownership practices, including roadmaps, backlogs, requirements, prioritization, release planning, and value measurement.
• Proven experience with Salesforce CRM and Salesforce Marketing Cloud; Adobe Analytics or GA4 experience preferred.
• Proven success working cross-functionally with Sales and Sales Operations to define shared funnel standards, qualification criteria, service-level expectations, follow-up processes, feedback loops, and pipeline and revenue outcomes while influencing Marketing, Digital, Analytics, IT, and executive stakeholders.
• Experience in building materials, construction, manufacturing, distribution, or another complex B2B environment preferred.
• Excellent strategic planning, program leadership, communication, and executive presentation skills with a strong bias for measurable outcomes and disciplined execution.

Technology & Tools

• Salesforce CRM
• Salesforce Marketing Cloud
• Adobe Analytics
• GA4
• Power BI
• Tableau
• Marketing automation platforms
• Email
• Paid search
• Paid social
• Programmatic
• Account-based marketing
• Web

Location, Salary & Experience

• Location: Chicago, IL (onsite)
• Salary: USD 111,900 to 149,160 per year
• Experience: Minimum 8 years

Benefits

• Two medical insurance options
• Vision and dental coverage
• 401(k) Investment Plan with company match
• Pension plan
• Life insurance
• Accident insurance
• Legal insurance
• Pet insurance
• Quarterly (hourly) / Annual (salary) bonus potential
• Paid time off
• Paid holidays

Success Measures

• Establish and sustain a unified lead management operating model, governance structure, roadmap, and accountability model across USG, CGC, and LATAM.
• Improve lead quality, sales acceptance, MQL-to-SQL conversion, SQL-to-opportunity conversion, pipeline velocity, sourced or influenced pipeline, and revenue contribution against agreed baselines and targets.
• Deliver trusted executive dashboards, consistent KPI definitions, closed-loop attribution, and transparent marketing investment performance.
• Increase adoption of lead management standards, reduce routing and data-quality exceptions, and improve timely follow-up and disposition compliance.
• Build scalable lead management and performance marketing capabilities that enable future AI, personalization, predictive scoring, and customer experience initiatives.