Inside Sales Manager I

Harrogate, United Kingdom
11 Jan 2021
10 Feb 2021
Full Time
Contract Type
Experience Level
Experienced (non-manager)

The statements below reflect the general responsibilities and requirements of the identified position but may not describe all the work requirements that may be inherent in the job.

  • Achieves annual sales plan and sales targets through transactional accounts on a global basis.
  • Handles inbound client calls, qualifies clients and if appropriate grows client relationships at the appropriate levels.
  • Collaborates effectively with account executives in business unit; brings potential opportunities to their attention.
  • Transfers accounts and client information to Account Executives.
  • Manages annual expense budget.
  • Expands client requests upselling for business unit.
  • Provides weekly sales activity reports to management.
  • Develops client call cycle to achieve objectives and sales plan; follows up on leads.
  • Provides general intelligence on key competitors.
  • Sells the business unit's capabilities and differentiation frameworks via web meetings.
  • Recognizes and communicates sales opportunities for other business units.
  • Sets and manages customer expectations
  • Collaborates with companywide resources to achieve superior customer satisfaction.
  • Organizes and hosts client visits if required.
  • 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.
  • Maintains frequent email and phone contact with clients.
  • Periodic contact of all current clients for cross selling and new product information.
  • 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.
  • Co-calling on accounts with AEs to promote BU business; providing scientific/technical credibility.
  • Evaluates quotations for territory and provides inputs to ensure client and company requirements are met.
  • Collaborates effectively with sales executives from other Covance units to bring potential opportunities to their attention.
  • Assists in determining margins and pricing with Client Services.
  • Participates in proposal scope development as appropriate.
  • Supports transactional clients.
  • Leverage Social selling and outbound initiative including but not limited to Linked In, eblasts, and web conferences, Regional meetings, target account events, global trade shows in local venue, local symposia.
  • Creating leads from literature and industry events including peer reviewed journals, poster/symposium presenters and attendee lists.
  • Establishes, nurtures and grows client relationships at the appropriate levels.

Education/Qualifications: Recommended:
- Bachelors degree in life science or business field preferred

- Moderate industry knowledge

- Functional scientific/technical expertise in specific area of drug development
Experience: Minimum Required:
- 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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