Inside Sales Manager I

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
• Leverage Social Selling techniques and tools to reach clients through digital channels sharing information including Labcorp services, web conferences, industry meetings, SME news, etc.
• Develops sales cadence to achieve objectives and sales plan; creates and follows up on leads.
• Collaborates in joint targeting with aligned sales Business Development Directors and dedicates prospecting effort in targeted territory to help fill sales funnel
• Use of prospecting tools to support prospecting efforts
• Sells the business unit's capabilities and differentiation frameworks (by phone, web meetings, conference etc)
• Maintains frequent email and phone contact 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
• Understand clients need by proactively asking effective open and closed questions to gather information
• 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 communicates sales opportunities for other business units
• Expands client requests, upselling for business unit when possible
• 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.
• Shares general intelligence on key competitors as gathered
• 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
• Mentoring and sharing successful best practices with new Inside Sales Managers
• Other duties as assigned

• Bachelors degree in life science or business field preferred
• Moderate industry knowledge

• Years of experience in other professional roles: 2-5 years in CRO market - preferably sales or operations in a client facing role , in related discipline
• Other required work-related experiences

• Office based work but flexiable for hybird work
• Frequently operates a computer and phone
• Prolonged sitting and standing at a computer
• Fast-paced environment