Inside Sales Associate (US Remote)

Company: Avantor
Location: Jacksonville
Posted on: May 15, 2022

Job Description:

Job SummaryThe Inside Sales Account Manager is accountable for all selling activities for the entire Avantor Clinical Services portfolio, from lead generation through close, in an assigned territory or account portfolio. The portfolio of services under Avantor Clinical Services consist of kitting, equipment & ancillary supplies, and biorepository & archiving. All of these services are customized to meet specific customer project needs and targeting customers in the clinical research space consisting of pharma, biotech and CRO/Central Labs. This role creates maintains, and executes an agreed upon Sales Plan which will meet assigned goals and objectives related to revenue and gross margin growth outlined in our Internal Operating Plan (IOP). The Inside Sales Account Manager will work closely within their respective sales and support teams within various areas of services to ensure delivery of responsive service that meets client requirements, revenue and gross margin growth targets, and long-term client relationship development goals in line with the Avantor Clinical Services IOP.Major Job Duties

• Create, submit for management approval, and implement a written Business Development plan.
• Develop attractive customer propositions across the range of Clinical Services based on their current and future needs as uncovered during the sales process focusing on smaller to mid-size opportunities that can lead to future larger customer relationships
• Close and win business from both existing and new customers and business segments
• Generate sales leads using multiple methods including, but not exclusively, outbound sales calls, trade show follow up, digital inbound leads, market intelligence data and knowledge, Avantor cross-functional relationships and face to face meetings
• Be responsible for the submission of commercially viable proposals and quotations that are in line with or above company growth expectations, with the support of your line manager
• Prepare, draw insight and present within key accounts at Business Review Meetings to support current and future growth plans
• Track and report progress against assigned objectives weekly to designated management personnel using salesforce.com or other systems/documents as needed
• Timely and consistent updating of information in salesforce.com to ensure information is never more than a week old
• Forecast monthly projected BD wins and business impact based on current pipeline analysis
• Follow up with customers post sale in order to ensure customer satisfaction and appropriately transfer to post-sale customer service and project management teams
• Build, maintain, expand and grow key customer relationships so that future growth opportunities can be closely aligned with customer requirements
• Capture and document competitive sales tactics and submit relevant expanded service and/or program ideas that could generate new areas of interest for the Clinical Services business.
• Capture competitor intelligence in the market place and submit into the marketing team
• Understand and work within key sales and operations processes within Clinical Services
• Be proactive in increasing your stakeholder network in the business to support the Clinical Services and wider Avantor growth targets
• Represent the company and present a professional image to customer to supply an outstanding image and impression of the company
• Perform other duties as assignedQualifications
  • Bachelor's degree or equivalent/applicable experience
  • 1-2 years of business development or similar experience where multiple people are involved in the purchasing decision and there is a solution based selling approach
  • Business-to-business sales experience, with preference given to those with clinical trials and logistics experience and a clinical background and/or having work in a CRO, laboratory or a similar service environmentKnowledge
    • A good understanding of company' products, services, and solution offerings for customers
    • Must have an in-depth understanding of relationship types and various buyer behaviors
    • Understanding of Avantor Clinical Services (ACS) processes, procedures and policies as well as an understanding of Avantor functional areas and the roles they play
    • Perfect command (both verbal and written) of the local language and fluency in English (both written and verbal)Skills
      • Capable of holding high level conversations with customers selling ACS custom solutions
      • Ability to develop mutually beneficial, long term partnership relationships with customers
      • A clear ability to manage customer interactions professionally by demonstrating excellent listening and organizational skills, and by using probing questions and reflective language to engage customers and build trust
      • Proven solution selling/consultative selling skills
      • Can competently tailor their approach to fit different customer interactions, meeting the individual needs of every client
      • Ability to understand the client's business/strategy and market trends
      • Ability to forecast business for assigned accounts
      • Ability to use salesforce to effectively track an opportunity through the various stages of business development, and maintain a complete and up to date pipeline
      • Outstanding interpersonal and communication skills with the ability to manage various buyer types and personalities
      • Strong organizational skills that drive projects forward
      • Ability to focus on the big picture and assist with long term customer projects
      • Ability to see opportunities and have initial ideas around value adding solutions for the customer
      • Helps to quantify the benefits of the solution to the customer
      • Strong negotiation skills essential
      • Ability to handle difficult situations and interactions
      • Good time management skillsAbilities/Competencies
        • Engages in conversations regarding long term strategies and aligns effectively with buyers at every stage of their purchase decision process
        • Develops credibility by challenging the client's thinking to co-create valuable solutions
        • Focuses on outcomes that they can support & taps into the power of the broader Avantor network to support customer projects
        • Proactive, team player with professional approach
        • Innately customer focused and motivated to deliver value in every interaction
        • A natural desire to share knowledge and work with the wider Avantor Network
        • Seeks to consistently develop internal and external relationships
        • Professional in-person, virtual and email etiquette essentialDISCLAIMER:
          The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this position.
          Avantor is proud to be an equal opportunity employer.EEO Statement:We are an Equal Employment/Affirmative Action employer. We do not discriminate in hiring on the basis of sex, gender identity, sexual orientation, race, color, religious creed, national origin, physical or mental disability, protected Veteran status, or any other characteristic protected by federal, state/province, or local law. If you need a reasonable accommodation for any part of the employment process, please contact us by email at and let us know the nature of your request and your contact information. Requests for accommodation will be considered on a case-by-case basis. Please note that only inquiries concerning a request for reasonable accommodation will be responded to from this email address.For more information about equal employment opportunity protections, please view the Equal Employment Opportunity is THE LAW Poster, EEO is the Law Poster Supplement, and Pay Transparency Non-Discrimination Provision using the links below.3rd Party Non-Solicitation Policy:By submitting candidates without having been formally assigned on and contracted for a specific job requisition by Avantor, or by failing to comply with the Avantor recruitment process, you forfeit any fee on the submitted candidates, regardless of your usual terms and conditions. Avantor works with a preferred supplier list and will take the initiative to engage with recruitment agencies based on its needs and will not be accepting any form of solicitation.Colorado and New York Equal Pay Transparency:Avantor is committed to equitable compensation practices. The compensation range for this role is:$55,000.00 - $94,000.00Final compensation for this role will be determined by various factors such as minimum and preferred qualifications, knowledge, skills, abilities, education, experience and location.

Keywords: Avantor, Jacksonville , Inside Sales Associate (US Remote), Sales , Jacksonville, Florida