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
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