Inside Sales Territory Manager

Your Role:

Support, protect, manage, and generate revenue with our North American Industrial, Academic, Pharmaceutical, and Biotech markets. The Inside Sales Manager – West position is responsible for supporting all sales and growth targets with these customers through proactive (outbound) contact and overall account management. This position is responsible for utilizing existing digital resources and exploring new digital options to further sales and prospects.

 

Essential Job Functions:

• Demonstrate effective account management and selling skills including relationship management, prospecting, pipeline management, negotiating, and closing; strengthen sales activities via lead conversion, demand generation, and opportunity management.
• Exhibit exemplary skills with the ability to proactively contact customers in North American accounts, identify customer needs, present value-oriented products and offers, and subsequently generate a pipeline of short- and long-term opportunities that drive incremental growth.
• Apply business strategy using internal business partners such as Dealers, Marketing, and Sales Development to provide maximum impact across this broad customer base.
• Partner with specialists to serve customer needs and the greater sales strategy.
• Influence and improve customer experience and buying behaviors.
• Participate in both product and sales training to further influence discussions with customers; maintain critical product and market knowledge with the ability to influence sales activities that drive incremental growth.
• Use existing digital resources to leverage gap analysis, product knowledge, and other industry-related information to identify and prioritize prospects; build new relationships with customers digitally through LinkedIn and other social selling tools.
• Demonstrate proficiency with Microsoft Outlook, Excel, Word, and Teams; Salesforce.com; LinkedIn/Sales Navigator; Tableau, and Concur.
• Identify and implement tactics aimed at influencing run-rate associated sales within our Biology and Chemistry portfolios; utilize all internal resources and systems to provide quotations and/or negotiate long-term pricing for incremental growth of these accounts.
• Prepare and execute territory plans; provide monthly updates detailing progress on the plan, justify variances, and indicate corrective action needed and/or taken.
• Map key contacts, key labs, and key decision-makers to prioritize prospecting efforts, accounts, and opportunities.
• Enter all pipeline activity and updates into the Salesforce.com CRM system, dashboard reports, and any other reports as requested by management.
• Location: [St. Louis, MO] for hybrid work (3 days/week in office).
• Travel:   Sales Meetings up to once a quarter and customer vendor shows as needed on a limited basis

 

Who You Are:

Minimum Qualifications:

 

• Bachelor's degree in science or business discipline.
• 1+ years of customer-facing experience.

 

Preferred Qualifications:

 

• 2+ years of sales experience, with account management experience in Industrial, Pharmaceutical, Biotechnology, or Academic markets.
• Knowledge of our Biology and Chemistry offerings, to expand our footprint within the territory.
• Strong interpersonal, communication, and presentation skills.
• Tech-savvy with a willingness to be an early adopter of new digital tools.
• Direct experience in technical sales and/or demonstrated ability to manage both short-term sales and long-term strategic sales.