Inside Sales Account Manager

Inside Sales Account Manager

The Inside Sales Account Manager promotes and sells consumables and instruments via phone, email and social selling platforms to customers and prospects that will be determined by management. Utilizes a combination of selling techniques and tools to achieve goals. Is organized, a self-starter, and comfortable using telephone selling skills to build customer rapport and develop consultative sales relationships. Works independently and within a team environment, maintains administrative duties, and documents all activities in the CRM.

Sales

• Achieves or exceeds assigned quarterly sales target. This is accomplished by calling upon prospects, existing customers or open sales territories, as assigned by management.
• Prospect and develop relationships with new customers and/ or contacts in the laboratory space, while cultivating existing customer relationships with an overall focus on revenue generation.
• Responsible for adhering to customer contact metrics, assigned by management, including but not limited to proactive outbound sales calls, teams' meetings and emails.
• Uses sales techniques including process and tools to uncover needs and provide the appropriate solution.
• Records all customer touch points in Gilson's CRM program daily.
• Responsible for Social Selling as a prospecting tool and promotion of Gilson products and services
• Generates and enters leads and opportunities in Gilson's CRM program by researching and maintaining current knowledge of existing and potential accounts and their key personnel.
• Develops quotations and adhere to Sales pricing guidelines to maximize both sales revenue and profitability.
• Responsible for growing and managing a pipeline of opportunities within accounts
• Develop and implement a territory plan to ensure revenue targets are met and/ or exceeded
• Participate in Marketing campaigns in addition to other special projects and document activities in CRM
• Researches and maintains current knowledge and familiarity with competing products, pricing, and competitors' marketing practices and reporting to the organization
• Prioritizes and responds to all customer inquiries within 4 business hours
• Follows up on assigned hot leads within 4 hours and warm leads within 24 hours. Reassigns hot and warm leads to appropriate Account Manager minimum 4x/day
• Transfers contacts to field sales personnel as directed by management
• Communicates routinely with field sales team on a bi-weekly basis

General

• Supports customers and product line within a specific account designation and/or call list. May need to travel and support other territories when necessary
• Responsible for attaining and maintaining technical knowledge to support customers
• Utilizes all aspects of the Gilson CRM software system and fulfills all prescribed requirements
• Responsible for automobile transportation (expenses reimbursed) and following established expense report guidelines
• Extensive use of computers for various applications
• Decision making regarding self-scheduling
• Contact possible with equipment that has been contaminated by laboratory chemicals, human bodily fluids or other potential hazardous substances
• Other duties as assigned

Education

• B.S. Degree (life sciences preferred) or equivalent work experience

Work Experience

• Previous outbound phone sales experience with defined sales targets
• Minimum of 1 year sales experience in related industry preferred
• Experience working in a life science lab preferred

Skills or Knowledge

• Training in life sciences preferred but not required
• Computer proficiency with CRM software and Microsoft Office
• Strong organizational and time management skills
• Excellent communication skills (verbal and written) and listening skills
• Confident, persuasive and winning phone presence
• Strong interpersonal & networking skills are required
• Data entry experience
• Ability to work independently is a must

Physical Ability

• Ability to lift up to 40 lbs.

Other

• Valid driver's license, good driving record and reliable transportation required
• 10% estimated overnight travel is possible
• Drug screen at hire and periodically thereafter/Criminal Background check at hire
• Regular attendance and punctuality
• Ability to work well with others
• Ability to acquire new skills and to accommodate change in the workplace