Note: The job is a remote job and is open to candidates in USA. 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
Skills
- 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
Benefits
- In addition to base salary, we offer a competitive benefits package depending on location.
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