Sales Development Representative

Job Description

Exciting Opportunity at Ellab - Join Our Team!

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We're seeking a Sales Development Representative to join our vibrant team and embark on an exciting journey with us.

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As an industry frontrunner, Ellab is committed to providing cutting-edge benefits that make us stand out. Join us and enjoy:

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Benefits

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️ Time to Unwind:

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• Kick off your journey with 2 weeks of vacation (3 weeks at your 5yr. & 4 weeks at your 10yr. anniversaries)
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• Stay healthy with 2 weeks of sick time
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• Celebrate with 10 Company Holidays
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• Experience a rejuvenating 1-week winter shutdown
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Financial Well-being:

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• Invest in your future with a 401(k) match of $1 for $1 up to 4%
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Health and Family First:

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• Comprehensive benefits package including medical, dental, vision, short-term and long-term disability, life insurance, and critical illness coverage
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• 6 weeks of parental leave
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Job Brief

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The Sales Development Representative serves as the first point of contact for many customers, helping uncover opportunities, qualify business needs, coordinate commercial activities, and maintain a healthy sales pipeline. The individual will progressively develop the commercial, technical, and industry knowledge necessary to independently represent Ellab, manage opportunities, and take greater ownership of customers and accounts.

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The position will primarily work during normal business hours of 8 AM to 5 PM, Monday through Friday, but may require occasional travel, evening events, and weekend work.

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Responsibilities

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The Sales Development Representative is responsible for:

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Business Development & Territory Growth

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• Proactively identify and pursue new business opportunities throughout the Southeast territory.
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• Research target accounts, facilities, expansions, capital projects, key stakeholders, and market activity.
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• Generate opportunities through outbound prospecting, inbound lead development, referrals, industry events, and existing account expansion.
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• Qualify inbound leads and relevant account history before engagement to ensure informed, purposeful follow-up.
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• Develop new relationships within existing accounts to expand Ellab's reach across departments, facilities, applications, and business units.
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• Identify opportunities across Ellab's validation equipment, monitoring, rentals, calibration, and validation services portfolio.
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Accounts & Customer Development

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• Develop direct customer relationships and become a trusted point of contact for Ellab.
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• Maintain regular engagement with customers to understand upcoming projects, applications, challenges, and future requirements.
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• Participate in and progressively lead customer meetings, site visits, demonstrations, and account reviews.
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• Expand strategic accounts by identifying additional stakeholders, facilities, applications, and cross-functional opportunities.
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• Maintain ownership of customer communication while coordinating the appropriate internal resources when needed.
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• Participate in territory and strategic account planning with the Director of Sales.
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Opportunity & Sales Management

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• Qualify opportunities based on customer need, application, timing, budget, stakeholders, and decision process.
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• Conduct discovery conversations to understand technical and commercial requirements.
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• Independently manage appropriate opportunities through discovery, solution development, quotation, follow-up, negotiation, and close.
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• Prepare quotations and proposals in coordination with the appropriate technical, operational, and commercial resources.
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• Maintain consistent, purposeful follow-up and clearly defined next steps throughout the sales cycle.
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• Recognize when additional technical, service, or leadership resources are required and engage them appropriately while maintaining ownership of the opportunity. (Opportunity Intelligence)
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Product, Application & Industry Development

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• Develop working knowledge of Ellab's validation equipment, monitoring solutions, rentals, calibration, software, and validation services.
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• Understand common customer applications and regulated environments sufficiently to conduct effective discoveries and recommend appropriate solutions within established areas of competency.
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• Stay current on Ellab products, services, pricing, competitive positioning, and relevant industry developments.
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• Participate in ongoing product, application, industry, and sales training.
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• Develop relationships with engineering firms, consultants, service providers, and other industry partners that can generate or influence opportunities.
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CRM, Pipeline & Forecast Management

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• Maintain accurate and current accounts, contact, activity, and opportunity information in Salesforce.
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• Maintain accurate opportunity values, stages, expected close dates, next steps, and supporting notes.
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• Build and maintain a healthy pipeline aligned with individual and territory objectives.
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• Participate in pipeline, opportunity, and forecast reviews.
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• Communicate meaningful changes, risks, competitive intelligence, and next actions on assigned opportunities.
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• Use CRM and account data to prioritize activity and identify areas for growth.
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Team & Cross-Functional Collaboration

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• Operate as an additional commercial resource for the Southeast territory and provide coverage across customer and business-development activities.
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• Collaborate with equipment sales, service sales, technical teams, operations, marketing, and other Ellab resources to deliver a coordinated customer experience.
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• Identify opportunities outside the individual's immediate area of expertise and engage the appropriate internal resources while remaining involved with the customer.
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• Share customer intelligence, market developments, competitive information, and potential opportunities with the broader commercial team.
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• Support strategic and complex opportunities alongside the Director of Sales while progressively developing greater independence and ownership.
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Requirements

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• 2+ years inside sales, account management, or customer success experience
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• BA/BS degree in Business, Marketing, Life Sciences, Engineering, or a related field preferred or equivalent experience.
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• Experience within pharmaceutical, biotechnology, life sciences, medical devices, or another FDA/GxP/ISO-regulated industry preferred.
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• Strong communication, relationship-building, organizational, and problem-solving skills.
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• Must be comfortable prospecting, developing new relationships, and engaging customers directly.
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• Ability and willingness to develop technical knowledge of Ellab's solutions and customer applications.
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• Salesforce or comparable CRM experience preferred.
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• Travel required 30%
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