Sales Development Account Manager

Worldwide Clinical Trials is a global, midsize CRO focused on innovating and improving lives through clinical research. The Sales Development Account Manager plays a critical role in achieving customer acquisition and revenue growth by engaging prospective clients and qualifying leads before handing them off to the business development team.

Responsibilities:

• Source new sales opportunities for your Business Development partners through inbound lead qualification and outbound prospecting
• Engage and build rapport with prospects through call, email and social outreach activity
• Understand customer needs and requirements through research, discovery and qualification and drive leads through the early stages of the sales process
• Set appointments with new customer for your Business Development partner
• Route qualified leads and opportunity to your Business Development partner to further qualify, develop and close
• Follow up with your Business Development partners post meeting/call to determine results of such meetings and appropriate next steps to close the loop or move the opportunity forward
• Co-manage sales territories and develop territory plans and a strategy with your Business Development partners in order to achieve new customer and revenue growth targets
• Build your opportunity funnel via research and identify target accounts, key prospects and opportunity at each account within your territories
• Continually maintain and expand your database/funnel of target accounts, prospects and opportunities within your territories
• Partner with Marketing to understand and leverage their initiatives and Business Development to tackle territory targets and goals
• Track and manage all of your activity and outreach in Salesforce, CRM and SalesLoft our sales automation tool; maintain all account, opportunity, contact and lead records in these systems
• Use other technology and data tools to make connections, conduct research and identify prospects
• Meet daily, weekly and monthly activity, RFP and new business metrics and targets developed by Sr. Director, Global Sales Development
• Attend trades shows and other events as needed
• Perform other duties as assigned

Requirements:

• Bachelor's degree
• Prior insides sales and/or sales development experience – minimum of 2 years of experience including experience in developing new business, lead nurturing and qualification, prospecting and appointment setting
• CRO/pharmaceutical industry experience preferred including knowledge of Phase I-IV clinical research and development
• Experience with Salesforce or other CRM and sales automation tools including use of auto-dial systems
• Strong written and verbal communication skills to clearly and concisely present information on calls and via email
• Drive and determination to succeed as well as meet and exceed targets and quotas
• Must be adaptable, professional and motivated and understand the sales cycle
• Ability to listen and identify pain points and customer challenges
• Ability to work under pressure, stay organized, multi-task, prioritize, manage time effectively and attend to administrative details in a fast-paced and constantly changing environment
• Demonstrated ability to cultivate and maintain effective internal and external relationships
• Proficiency in all MS-Office applications including Microsoft Word, Excel, and PowerPoint