Director of Marketing and Propositions

About us:

Spectrum.Life is a whole-of-health digital partner that guides organisations and their people to thrive, delivering clinically backed digital health, mental health and wellbeing solutions.    Our HealthTech delivers digital transformation for Insurers, Educators and Employers through Co-creation or seamlessly integrated out-of-the-box solutions, that decrease digital fragmentation and engage, empower, and transform their people’s lives.    Established in 2018 by Stuart McGoldrick and Stephen Costello, Spectrum.Life provides services internationally to over 7.2m insurance members, 3,000 corporate clients, 60 universities and 650,000 university students. Spectrum.Life currently employs over 450 people.    Our vision is to change and save as many lives as possible.

Role Brief:

This is a B2B marketing leadership role first and a proposition role second. You will build the marketing
that creates and moves insurer and employer pipeline, working alongside sales and owning a pipeline
number with them.
Most of our growth comes from insurers, predominantly health and protection insurers with deal cycles
taking from three to nine months and involve proposition, clinical, procurement and executive buyers.
Marketing here has to reach that buying group, stay useful through every stage of the deal, and make
the case for change.
You will also lead the B2B brand and category argument, shape our propositions with Product and
Clinical, and lead the team that drives adoption and retention across our existing clients

Responsibilities:

B2B pipeline and account-based marketing

• Own a B2B pipeline number alongside sales
• Run account-based marketing against a named list of insurer, partner and employer targets agreed with the commercial team.
• Build the demand engine behind our workplace business and channel partners, covering search, web, conversion and paid channels.
• Own the marketing technology and data the function runs on, working with Sales Operations on the CRM and a shared measurement standard.

Marketing across the deal cycle and bids

• Map and engage the buying group in each target insurer, including proposition, clinical,

procurement and executive buyers.

• Give account teams what they need at each stage, from early proof and category material to proposal evidence and executive briefings.
• Own bid and RFP content with the Bid Manager, so every tender draws on current proof and positioning.
• Support expansion and renewal inside existing insurer partnerships.

B2B brand and category

• Own the Spectrum.Life B2B brand in every market, and the standards that keep it consistent.
• Lead the category argument for connected, clinically governed mental health, and the case for change that lets an insurer move away from an established provider.
• Manage the brand in white-label and partner co-marketing, so partners can present our services as their own while our position stays clear.
• Run thought leadership, public relations and executive visibility, built on published outcomes and clinical evidence.
• Hold every external claim to our clinical evidence standards, working with the Chief Clinical Officer.

Propositions

• Own message architecture and positioning for our core propositions, built with Product and Clinical.
• Shape each proposition for the market it is sold in, from UK insurers to Australian health funds and Gulf partners.
• Bring buyer and competitor insight into the product roadmap.

Retention and adoption

• Lead the retention and adoption team, who drive product adoption across our existing clients and support renewals.
• Keep what we sell and what members use closely linked.

Leading the function

• Recruit and lead the two specialist roles, and lead the established retention and adoption team.
• Set the plan and budget for the function, and agree with commercial leadership where

marketing capacity goes.

• Take part in the weekly commercial forums, so marketing priorities follow the live deals.
• Bring lead generation and market development into the function as it grows

Requirements:

Five or more years leading B2B marketing, with a pipeline number owned alongside sales on long-cycle deals.

• Account-based marketing against a named target list, selling to insurers, health funds,

employers or brokers, or to comparable regulated enterprise buyers.

• Bid and RFP content experience.
• Credibility with proposition, clinical and procurement buyers.
• A track record of leading a team of five or more at director level.

Strongly preferred

• A background in health or insurance.
• Experience of white-label and partner co-marketing.
• Discipline in regulated and clinical claims.
• Exposure to Australia or the Gulf.
• Fluency and competency in Ai enabled knowledge work

This role suits a B2B marketer. Careers built mainly in consumer marketing, or mainly in proposition and product roles, are unlikely to fit

What are the benefits of working at SPECTRUM.LIFE?

• Full-Time permanent contract
• …