Covance Inside Sales Manager in Indianapolis, Indiana
Inside Sales Managers are responsible for focused prospecting activity to open up new business opportunities. They are required to leverage key prospecting tools and resources to uncover service line leads, nurture leads to move to qualified opportunity stage and effectively transfer opportunities to field sales.
Achieves quarterly/annual lead generation goals
Manages inbound calls and web leads to qualify the clients’ needs and nurture the relationship
Expands client requests by understanding their drug development needs and showcasing Covance solutions
Effectively transfers leads & opportunities to the appropriate Business Development Directors (field sales)
Develops client call cycle to achieve objectives and lead generation goals; follows up on all leads.
Provides general intelligence on key competitors.
Sells the business unit’s capabilities and differentiation framework
Recognizes and communicates sales opportunities for other business units.
Sets and manages customer expectations.
Collaborates with companywide resources to achieve superior customer service
Organizes and hosts client visits if required.
Provides weekly sales activity reports to management
Uses SFDC to manage internal communication and client information as required for the business unit.
Maintains frequent email and phone contact with clients to nurture the relationship
Leverage Marketing, SMEs and Operations staff to support client discussions.
Utilize marketing collateral to heighten clients’ awareness of BU services.
Leverage Social selling tools to facilitate client outreach and drive awareness of Covance solutions.
Works closely with Client Services to evaluate client quotations and provide input to ensure client and company requirements are met.
Participates in proposal scope development as appropriate.
Bachelors degree in Life Science or Business field preferred
CRO/Pharma Industry knowledge
Functional scientific/technical expertise in specific area of drug development
2-4 year’s sales (or relevant) experience selling services directly to the pharmaceutical and biotech section with direct interaction with mid-level and executive level decision makers
Job Number 2018-23269
Job Category Business Development/Sales
Position Type Full-Time
Covance is committed to diversity in the workplace and is an equal opportunity employer (Minority/Female/Individual with Disability/Veteran/Sexual Orientation/Gender Identity). Your confidentiality and privacy are important to us.