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Inside Sales, Account Manager
4 months ago
MISSION
This is a role in which you will work with customers across all industry segments to prospect, qualify and close opportunities within the assigned territory. Promote and sell consumables and instruments via phone, email and social selling platforms to customers and prospects. This individual follows sales best practices to achieve these goals, fostering a healthy, sustainable territory by focusing on customer retention, development, penetration, and continuing satisfaction. Is organized, a self-starter, comfortable using telephone selling skills to build customer rapport and develop consultative sales relationships. Works independently and within a team environment, maintains administrative duties, and documents all activities in the CRM. Directly impacts Gilson’s mission to enable verifiable science by helping scientists to select the products they need to work most effectively.
ESSENTIAL DUTIES AND RESPONSIBILITIES
Sales
- Meet or exceed established targets for sales volume, product mix, and new product and services awareness within the assigned territory.
- Prospect for new business within target market segments including customer outreach for qualified leads resulting from marketing campaigns/efforts.
- Responsible for adhering to customer contact metrics, assigned by management, including but not limited to proactive outbound sales calls, teams’ meetings and emails.
- Follow Gilson sales techniques and best practices throughout sales cycle to achieve goals.
- Responsible for Social Selling as a prospecting tool and promotion of Gilson products and services.
- Generate and enter leads and opportunities in Gilson’s CRM program by researching and maintaining current knowledge of existing and potential accounts and their key personnel.
- Drive Manual Liquid Handling (MLH) sales (products including pipettes, benchtop equipment, consumables, and services); finds, qualifies, and uses Gilson’s CRM to document complex instrumentation leads.
- Submit and maintain accurate monthly forecasts through Opportunity Management within Gilson’s CRM.
- Create quotations and pricing agreements, following pricing guidelines.
- Participate in required and recommended training sessions to obtain and maintain an in-depth technical and applications knowledge of the Gilson Product Portfolio.
- Maintain current knowledge of and provides updates in a timely manner on territory trends and activities, competitive products and pricing, and customer concerns regarding Gilson products observed.
- Prioritize and respond to all customer inquiries within 4 business hours.
- Follow up on assigned hot leads within 4 hours and warm leads within 24 hours. Reassigns hot and warm leadsto appropriate AccountManager minimum 4x/day.
- Transfer contacts to field sales personnel as directed by management.
Support
- Follow up with in house support on all customer inquiries regarding complaints and application questions to insure timely and effective resolution of their concerns.
- Coordinate with Customer support to respond in a timely fashion to all customer requests for quotation on calibration service
- Actively promote, with the support of account managers and marketing personnel, the growth and development of existing and new service business withinthe territory
General
- Responsible for attaining and maintaining technical knowledge to support customers by conducting effective online demos for potential clients
- Utilize all aspectsof the Gilson CRM softwaresystem and fulfillsall prescribed requirements
- Decision making regardingself-scheduling
- Other duties as assigned
JOB REQUIREMENTS
EDUCATION
Degree in Life Sciences or a related field preferred, or equivalent work experience
WORK EXPERIENCE
Previous outbound phone sales experience with defined sales targets
Minimum of 2 years’ sales / inside sales experience in related industry preferred
Experience working in a life sciencelab preferred
SKILLS OR KNOWLEDGE
- Training in laboratory sciences and/or life sciences preferred
- Computer proficiency required.
- CRM “fluency” for daily usage plus feeding and maintenance.
- Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
- Ability to write business correspondence and reports.
- Confident, persuasive, and winning phone presence
- Ability to effectively present information and respond to questions from customers, dealers, and company personnel.
- Ability to calculate figures and amounts including discounts, percentages, and volume.
- Strong organizational skills.
- Comprehensive selling skills and techniques including negotiation.
- Ability to work independently essential
OTHER
- Fluent in English and French
- Up to 10% overnight travel potential
- Regular attendance and punctuality
- Ability to work well with others
- Ability to acquire new skills and to accommodate change in the workplace.
ADDITIONAL SKILLS/EXPERIENCE DESIRED
- Training or experience in laboratory or research instrumentation use.
- Experience using Gilson pipettes and instrumentation.
- Experience in selling capital equipment
