POSITION SUMMARY:
The Inside Sales Account Manager III is responsible for selling MSD’s products and services. The incumbent will utilize business by phone principals to interact with customers, to include, but not limited to, laboratory scientists and directors, principal investigators, and medical directors and executives. The incumbent will also develop revenue through the creation of sales leads, initiation of prospect calls, and establishment of ongoing rapport with existing and potential customers.
DUTIES AND RESPONSIBILITIES:
• Meet or exceed sales targets for all products and meet metrics to reach those goals . Develop tactical plans to maximize revenues.
• Implement corporate strategy in defined accounts. Negotiate contracts and execute pricing strategy to maintain existing business and expand development of new business.
• Enhance customer satisfaction and increase MSD’s competitive advantage while building trust and relationships with customers through consultative selling. Develop strong relationships with customers.
• Develop and execute an effective business plan within assigned territory. Perform daily pre-call planning for increased sales effectiveness.
• Recognize market trends and gain competitive intelligence within territory. Communicate market information and initiate development of new business opportunities in defined area.
• Lead an effective team selling environment and actively encourage team members to achieve mutual company goals and objectives. Ensure customer information is accurately maintained in CRM database.
• Ensure sound business decisions by colleagues are based on relevant information, take calculated risks as necessary to achieve business objectives.
• Sales Engagement:
o Cold-call prospects that are generated by external lead generation sources;
o Manages the full life cycle of new client account set up;
o Provides guidance to other inside sales account managers on development of new accounts;
o Provides expert guidance and develops solutions to any obstacles/developments that may arise during implementation of account set up;
o Maintains in-depth knowledge of a complete portfolio of products including all capital, consumable and services;
o Leads the development and implementation of strategies designed to expand industrial, academic and/or government accounts. Provides guidance to other inside sales account managers in developing strategies for growth.
• Sales/Marketing Support:
o Set up and deliver sales presentations, product/service demonstrations, and other sales actions;
o Assist in creating RFP responses to potential clients;
o Support marketing efforts such as trade shows, exhibits, and other events;
o Coordinate customer training as necessary;
o Investigate and troubleshoot customer service issues;
o Attend periodic sales training;
o Communicate brand identity and corporate position.
• Specific duties may vary depending upon departmental requirements.
EXPERIENCE AND QUALIFICATIONS:
• Bachelor’s degree in Biological Sciences or related field.
o Additional years of experience may be substituted for 4 year degree
• A minimum of eight years of Business to Business (B2B) sales with proven sales record.
o Relevant Industrial sales and/or academic sales required
• One year of laboratory experience, or proven aptitude for laboratory techniques, preferably with ELISA or immunoassays preferred.
• Experience using Salesforce required.
KNOWLEDGE, SKILLS AND ABILITIES:
• Knowledge of Immunoassays, Molecular Biology and competitive technology systems Wide range of knowledge of molecular biology applications, products, and market. Knowledge of MSD products preferred.
• Advanced technical background.
• Proven sales record and contacts in industrial, academic, and/or government sales.
o Proven sales record with knowledge of the assigned geographic region
• Advanced knowledge of sales fundamentals and analytical background.
o Strong problem identification and objection resolution skills
• Advanced knowledge of B2B sales principles, methods, practices, and techniques.
• Able to build and maintain lasting relationships with customers.
• Ability to develop and execute business plans.
• Ability to lead, train, guide others to understand and accomplish tasks/duties/responsibilities.
• Self directed, metrics driven, and exhibits persistent professionalism.
• Excellent oral, written communication and interpersonal skills.
o Effectively communicate issues/problems and results that impact timelines, accuracy and reliability of sales data
• A high level of confidence, integrity, interpersonal skills, and a professional presence for interacting in a courteous, timely, and diplomatic manner with customers.
• Demonstrated propensity to be creative, collaborative, proactive, and self-motivated in the execution and completion of assigned accountabilities.
• Ability to work individually and as part of a team.
• Ability to travel on occasion.
• Proficiency in MS Office Suite and SalesForce.
• A wide degree of creativity and latitude is expected including the ability to multi-task and work productively in a demanding financial environment with changing priorities.
PHYSICAL DEMANDS:
• This position requires the ability to communicate and exchange information, utilize equipment necessary to perform the job, and move about the office
• Up to 10% travel may be required
WORK ENVIRONMENT:
This position is performed in a standard office environment, remote or hybrid model.
Qualifications Education Preferred Bachelors or better.
