Covance

Inside Sales Manager I

Company
Covance
Location
Edinburgh, United Kingdom
Salary
Competitive
Posted
19 Mar 2021
Closes
17 Apr 2021
Ref
10024_60668-edinburgh
Hours
Full Time
Contract Type
Permanent
Experience Level
Experienced (non-manager)
  • Achieves quarterly and annual lead generation goals as outlined in sales incentive comp plan.
  • Handles inbound client calls, qualifies leads and if appropriate grows client relationships at the appropriate levels.
  • Collaborates effectively with Business Development Directors in business unit; brings potential opportunities to their attention.
  • Effectively transfers accounts and client information to Business Development Directors.
  • Manages annual expense budget and submits expense reports for reimbursement on approval timelines.
  • Expands client requests upselling for business unit when possible.
  • Provides weekly sales activity report to management.
  • Develops client call cycle to achieve objectives and sales plan
  • Provides general intelligence on key competitors.
  • Sells the business unit's capabilities leveraging differentiation framework
  • Recognizes and communicates sales opportunities for other business units.
  • Establishes 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 to grow and expand business relationships.
  • Leverages Marketing, SMEs and Operations Staff to support client discussions and heighten clients' awareness of BU services.
  • Evaluates quotations and provides input to ensure client and company requirements are met.
  • Collaborates effectively with sales executives from other business units to bring potential opportunities to their attention.
  • Leverage Social Selling techniques and tools to reach clients through digital channels sharing information including Covance services, web conferences, industry meetings, SME news, etc.
  • Establishes, nurtures and grows client relationships at the appropriate levels
Education/Qualifications:
Bachelor's degree in life science or business field

Experience:
  • Experience in CRO market - preferably sales or operations in related discipline
  • Other required work-related experiences