Inside Sales Development Account Manager

Worldwide Clinical Trials is a global, midsize CRO focused on innovative approaches to improve lives. The Inside Sales Development Account Manager will play a critical role in customer acquisition and revenue growth by engaging prospective clients and qualifying leads for the Business Development team.

Responsibilities:

• Source new sales opportunities for your Business Development partner(s) through inbound lead qualification and outbound prospecting, with the focus on A and B accounts
• Engage and build rapport with prospects through calls, 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 customers for your Business Development partner(s)
• Route qualified leads and opportunities to your Business Development partner(s) to further qualify, develop, and close
• Follow up with your Business Development partner(s) 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 partner(s) to achieve new customer and revenue growth targets
• Build your opportunity funnel via research and identify target accounts, key prospects, and opportunities 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 your activity and outreach in Salesforce, CRM, and High Velocity, 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 or exceed quarterly Meetings and RFP targets, along with other new business metrics as discussed with your manager
• Attend trades shows and other events as needed
• Leverage Social Selling techniques and tools to reach clients through digital channels, sharing information including Worldwide’s services, web conferences, industry meetings, SME news, etc
• Establish, nurture, and grow client relationships at the appropriate level
• Perform other duties as assigned. The duties and responsibilities listed above are representative of the nature and level of work assigned and are not necessarily all-inclusive

Requirements:

• Must have CRO experience or a similar industry
• 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, multitask, 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
• Bachelor's degree in Life Sciences or a similar field
• Prior inside sales/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 the use of auto-dial systems