Inside Sales Manager II

Inside Sales Manager

Job Overview: The Inside Sales Managers are responsible for exceeding growth target by acquiring new business through prospecting and nurturing of new business within their designated territories.

Summary of Responsibilities:

• Achieves quarterly and annual lead generation goals as outlined in sales incentive comp plan
• Demonstrates mastery of social selling techniques and tools to reach clients through digital channels sharing information including Labcorp services, web conferences, industry meetings, SME news, etc
• Establishes effective sales cadence to achieve objectives and sales plan; creates and follows up on leads
• Drives joint targeting with aligned sales Business Development Directors and dedicates prospecting effort in targeted territory to help fill sales funnel
• Skilled at use of prospecting tools to support prospecting efforts
• Sells the business unit's capabilities and differentiation frameworks (by phone, web meetings, conference etc)
• Builds collaborative relationships with clients to grow and expand business relationships
• Collaborates effectively with Business Development Directors in business unit to develop territory plan; brings potential opportunities to their attention
• Effectively transfers opportunities and client information to Business Development Directors
• Handles inbound client calls, qualifies leads and if appropriate grows client relationships at the appropriate levels
• Establishes and manages customer expectations
• Uncovers client needs by asking bespoke insight questions to intensify the key points and help build custom solutions
• Collaborates with companywide resources to achieve superior customer satisfaction
• Uses SFDC to manage internal communication and document territory and client information as required for the business unit
• Responsible for Opportunity Management and accurate pipeline forecasting

Discusses weekly sales activity with line manager

Timely submission of expense reports for reimbursement on approval timelines

Supports client visits, as needed

Establishes, nurtures and grows client relationships at the appropriate levels

Recognizes and introduces opportunities for other business units

Expands client requests, upselling for business unit

Collaborates effectively with commercial colleagues from other business units to bring potential opportunities to their attention

Leverage Marketing, SMEs and Opp staff for leads and collateral to heighten clients' awareness of BU services; tap into thought leadership and share existing collateral including Websites, press releases, e-news, Eblast targets, New product releases

Proactive and periodic contact of all current clients for cross selling and new product information

Actively gathers intelligence on key competitors

Reviews quotations and provides input to ensure client and company requirements are met.

Supporting regional meetings, target account events, global trade shows in local venue, local symposia

Assists in determining pricing strategy with commercial team

Plays a key role in mentoring and training of new Inside Sales Managers and champions a multitude of best practices that have been consistently successful

Co-calling on accounts with Business Development Directors to promote BU business, providing scientific/technical credibility

Other duties as assigned

Qualifications /Education:

• Bachelors degree in life science or business field preferred
• Advanced industry knowledge
• Functional scientific/technical expertise in specific area of drug development

Experience:

• 5 - 7 years sales (or relevant client facing) experience selling services directly to the pharmaceutical and biotech section with direct interaction with mid-level and executive level decision makers
• Other required work-related experiences

Labcorp is proud to be an Equal Opportunity Employer: Labcorp strives for inclusion and belonging in the workforce and does not tolerate harassment or discrimination of any kind. We make employment decisions based on the needs of our business and the qualifications and merit of the individual. Qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, sex (including pregnancy, childbirth, or related medical conditions), family or parental status, marital, civil union or domestic partnership status, sexual orientation, gender identity, gender expression, personal appearance, age, veteran status, disability, genetic information, or any other legally protected characteristic. Additionally, all qualified applicants with arrest or conviction records will be considered for employment in accordance with applicable law.

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