Covance

  • Account Manager Inside Sales

    Job Location(s) US-NJ-Princeton | US-IN-Indianapolis | US-WI-Madison | US-MA-Boston | US-CA-San Francisco | US-NC-Research Triangle Park | US-CO-Denver | US-IN-Greenfield
    Job Number
    2018-18978
    Job Category
    Business Development/Sales
    Position Type
    Full-Time
  • Job Overview

    Inside Sales Managers are responsible for focused prospecting activity to open up new business opportunities. They are required to leverage key prospecting tools and resources to uncover service line leads, nurture leads to move to qualified opportunity stage and effectively transfer opportunities to field sales.

     

    • Achieves quarterly/annual lead generation goals
    • Manages inbound calls and web leads to qualify the clients’ needs and nurture the relationship
    • Expands client requests by understanding their drug development needs and showcasing Covance solutions
    • Effectively transfers leads & opportunities to the appropriate Business Development Directors (field sales)
    • Develops client call cycle to achieve objectives and lead generation goals; follows up on all leads.
    • Provides general intelligence on key competitors.
    • Sells the business unit’s capabilities and differentiation framework
    • Recognizes and communicates sales opportunities for other business units.
    • Sets and manages customer expectations.
    • Collaborates with companywide resources to achieve superior customer service
    • Organizes and hosts client visits if required.
    • Provides weekly sales activity reports to management
    • Uses SFDC to manage internal communication and client information as required for the business unit.
    • Maintains frequent email and phone contact with clients to nurture the relationship
    • Leverage Marketing, SMEs and Operations staff to support client discussions.
    • Utilize marketing collateral to heighten clients’ awareness of BU services.
    • Leverage Social selling tools to facilitate client outreach and drive awareness of Covance solutions.
    • Works closely with Client Services to evaluate client quotations and provide input to ensure client and company requirements are met.
    • Participates in proposal scope development as appropriate.

     

    Education/Qualifications

    Bachelors degree in life science or business field

    Moderate industry knowledge

    Functional scientific/technical expertise in specific area of drug development

    Experience

    2-4 years sales (or relevant) experience selling services directly to the pharmaceutical and biotech section with direct interaction with mid-level and executive level decision makers

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