Job Overview:
The Inside Sales Managers are responsible for exceeding growth target by acquiring new business through prospecting and nurturing of new business within their designated territories.
Summary of Responsibilities:
?Achieves quarterly and annual lead generation goals as outlined in sales incentive comp plan
?Leverage Social Selling techniques and tools to reach clients through digital channels sharing information including Labcorp services, web conferences, industry meetings, SME news, etc.
?Develops sales cadence to achieve objectives and sales plan; creates and follows up on leads.
?Collaborates in joint targeting with aligned sales Business Development Directors and dedicates prospecting effort in targeted territory to help fill sales funnel
?Use of prospecting tools to support prospecting efforts
?Sells the business unit’s capabilities and differentiation frameworks (by phone, web meetings, conference etc)
?Maintains frequent email and phone contact with clients to grow and expand business relationships
?Collaborates effectively with Business Development Directors in business unit to develop territory plan; brings potential opportunities to their attention
?Effectively transfers opportunities and client information to Business Development Directors.
?Handles inbound client calls, qualifies leads and if appropriate grows client relationships at the appropriate levels
?Establishes and manages customer expectations
?Understand clients need by proactively asking effective open and closed questions to gather information
?Collaborates with companywide resources to achieve superior customer satisfaction
?Uses SFDC to manage internal communication and document territory and client information as required for the business unit
?Responsible for Opportunity Management and accurate pipeline forecasting
?Discusses weekly sales activity with line manager
?Timely submission of expense reports for reimbursement on approval timelines
?Supports client visits, as needed
?Establishes, nurtures and grows client relationships at the appropriate levels
?Recognizes and communicates sales opportunities for other business units
?Expands client requests, upselling for business unit when possible
?Collaborates effectively with commercial colleagues from other business units to bring potential opportunities to their attention.
?Leverage Marketing, SMEs and Opp staff for leads and collateral to heighten clients’ awareness of BU services; tap into thought leadership and share existing collateral including Websites, press releases, e-news, Eblast targets, New product releases
?Proactive and periodic contact of all current clients for cross selling and new product information.
?Shares general intelligence on key competitors as gathered
?Reviews quotations and provides input to ensure client and company requirements are met
?Supporting regional meetings, target account events, global trade shows in local venue, local symposia
?Assists in determining pricing strategy with commercial team
?Mentoring and sharing successful best practices with new Inside Sales Managers
?Other duties as assigned
