Account Manager II, Inside Sales

POSITION SUMMARY:

The Inside Sales Account Manager II is responsible for selling MSD’s products and services. The incumbent will utilize business by phone principals to interact with customers, to include, but  not limited to, laboratory scientists and directors, principal investigators, and medical directors and executives. The incumbent will also develop revenue through the creation of sales leads, initiation of prospect calls, and establishment of ongoing rapport with existing and potential customers. 

DUTIES AND RESPONSIBILITIES: 

• Meet or exceed sales targets for all products and meet metrics to reach those goals. Develop tactical plans to maximize revenues.

• Implement corporate strategy in defined accounts.  Negotiate contracts and execute pricing strategy to maintain existing business and expand development of new business.

• Enhance customer satisfaction and increase MSD’s competitive advantage while building trust and relationships with customers through consultative selling.  Develop strong relationships with customers.

• Develop and execute an effective business plan within assigned territory. Perform daily pre-call planning for increased sales effectiveness.

• Recognize market trends and gain competitive intelligence within territory.  Communicate market information and initiate development of new business opportunities in defined area.

• Initiate an effective team selling environment.  Coordinate plans for team members to achieve mutual company goals and objectives. Maintain current customer information in CRM database. 

• Ensure sound business decisions by colleagues are based on relevant information, take calculated risks as necessary to achieve business objectives.

• Sales Engagement:

o Cold-call prospects that are generated by external lead generation sources;

o Penetrate all targeted accounts and radiate sales from within client base;

o Handle inbound, unsolicited prospect calls and convert them into sales;

o Overcome objections of prospective customers;

o Emphasize product/service features and benefits, quote prices, discuss credit terms, and prepare sales order forms and/or reports. 

• Sales/Marketing Support

o Set up and deliver sales presentations, product/service demonstrations, and other sales actions;

o Assist in creating RFP responses to potential clients;

o Support marketing efforts such as trade shows, exhibits, and other events

o Coordinate customer training as necessary;

o Investigate and troubleshoot customer service issues;

o Attend periodic sales training;

o Communicate brand identity and corporate position.

• Specific duties may vary depending upon departmental requirements.

EXPERIENCE AND QUALIFICATIONS:

• Bachelor’s degree in Biological Sciences or related field

o Additional years of experience may be substituted for 4 year degree

• A minimum of four years of Business to Business (B2B) sales with proven sales record 

o Relevant Industrial sales and/or academic sales required

• One year of laboratory experience, or proven aptitude for laboratory techniques, preferably with ELISA or immunoassays preferred.

• Experience using CRM database. Salesforce preferred.

KNOWLEDGE, SKILLS AND ABILITIES:

• Strong technical background.

• Knowledge of Immunoassays, Molecular Biology and competitive technology systems.

• Knowledge of wide range of molecular biology applications, products, and market.  Knowledge of MSD products preferred.

• Proven sales record with knowledge of the assigned geographic region. 

• Strong sales fundamentals and analytical background. 

o Strong problem identification and objection resolution skills 

• Strong knowledge of B2B sales principles, methods, practices, and techniques.

• Able to build and maintain lasting relationships with customers. 

• Ability to develop and execute business plans.

• A high level of confidence, integrity, interpersonal skills, and a professional presence for interacting in a courteous, timely, and diplomatic manner with customers.

• Excellent oral, written communication and interpersonal skills. 

o Effectively communicate issues/problems and results that impact timelines, accuracy and reliability of sales data

• Demonstrated propensity to be creative, collaborative, proactive, and self-motivated in the execution and completion of assigned accountabilities. 

• A wide degree of creativity and latitude is expected including the ability to multi-task and work productively in a demanding financial environment with changing priorities.

• Ability to work individually and as part of a team.

• Ability to travel on occasion.

• Proficiency in MS Office Suite.

PHYSICAL DEMANDS:

• This position requires the ability to communicate and exchange information, utilize equipment necessary to perform the job, and move about the office

• Up to 10% travel may be required

WORK ENVIRONMENT:

This position is performed in a standard office environment, remote or hybrid model.