Inside Sales Representative - Strategic Sales

The ideal candidate for this role will be based in either the greater Salt Lake City or Raleigh/Durham area and will be expected to work in a hybrid capacity from the local office.

The US Clin Ops Inside Sales Representative (ISR) is responsible for executing strategic sales related activity focused on short term increase in sales velocity within assigned product categories. The role will be accountable for attaining product revenue/sales budget accounts within the role. The ISR will work collaboratively with other sales positions including, Account Manager, Microbiology Specialist, Molecular Specialist, Corporate Accounts, Regional Sales Director, Area Sales Director, Service Sales Manager, National Accounts, Distribution, and other positions as determined to drive revenue growth. This position will perform sales activities via telephone, MicroSoft Teams, and email for current customers and prospective new business for specific products within an assigned Sales Area. Some travel to customer sites and sales meetings may be required. The ISR educates customers on the features and benefits of the product offerings and provides sales product updates. In this position, the ISR regularly demonstrates independent decision-making, autonomy, and accountability.

Primary Responsibilities

1. Attain or exceed revenue budget goals as assigned.

2. Execute strategic sales plans to achieve or exceed budget for reagent sales, instrument sales, instrument install base growth, new customer growth, or other revenue growth that may impact SBS budgets as determined by the VP of US Clin Ops Sales and directed by the Senior Director of National Product Specialists.

3. Adjust business and/or action plans as needed to account for shortages towards goal achievement.

4. Deliver effective sales call management, opportunity management, pipeline management and forecast accuracy.

5. Provide technical expertise/assistance in product line as required in sales process.

6. Support and/or deliver key sales presentations/demonstrations as required.

7. Work collaboratively in a matrix environment with colleagues for all product franchises.

8. Utilize internal stakeholders as needed to close opportunities within the assigned territory.

9. Utilizes good phone selling, cold calling, video conference, virtual product demonstrations, and face-to-face (as needed) selling techniques.

10. Attain call, task, event requirements, as documented in CRM and determined by management.

11. Maintains current CRM funnel/pipeline to ensure timing of closes matches monthly forecast, quarterly and annual business plan.

12. Articulate the product portfolio value propositions to customers and prospects.

13. Research accounts identifying key decision makers, influencers and other stakeholders needed to provide sales closes.

14. Conducts ongoing opportunities/threats analysis of all existing customers.

15. Perform all work in compliance with company policy and within the guidelines of Diagnostics’ Quality System.

Education and Experience

• HS diploma/GED equivalent with 1 year of sales support or direct sales experience required.

AAS or BA/BS preferred and sales support or direct sales experience preferred.

• AAS or Bachelors and sales support or direct sales experience preferred.
• Proven track record of meeting and exceeding sales goals preferred.
• Experience working with a customer management database preferred.

Knowledge, Skills, Abilities

1. Excellent communication skills, both written and verbal; which are necessary to effectively and clearly communicate value proposition

2. Must have the ability to call, connect, and interact with potential customers to meet monthly/quarterly performance metrics

3. Ability to manage customer relationships from end to end displaying good business acumen, sales acumen and clinical acumen.

4. Knowledge of CRM, CPQ, Tableau required.

5. Excellent phone presence, mature and pleasant telephone demeanor

6. Exceptional customer interaction and interpersonal skills

7. Effective listening and presentation skills

8. Possesses an energetic, engaging, and friendly demeanor

9. Good negotiation skills

10. Ability to work independently or as an active member of a team

11. Self-starter and ability to work with little supervision

12. Ability to multi-task, prioritize, and manage time effectively

13. Exceptional organizational skills and detail-oriented

14. Good problem solving, conflict resolution and decision-making abilities

15. Basic office and proficient computer software applications (Word, Excel, PowerPoint, Outlook, etc.) skills

Working Conditions and Physical Requirements

• Ability to remain in stationary position, often standing, for prolonged periods.
• Ability to ascend/descend stairs, ladders, ramps, and the like.