Business Development Manager (Inside Sales Manager)
Salary undisclosed
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Responsibilities
- Achieves quarterly and annual lead generation goals as outlined in sales incentive comp plan.
- Demonstrates mastery of social selling techniques and tools to reach clients through digital channels sharing information including Fortrea services, web conferences, industry meetings, SME news, etc.
- Establishes effective sales cadence to achieve objectives and sales plan; creates and follows up on leads.
- Drives joint targeting with aligned sales Business Development Directors and dedicates prospecting effort in targeted territory to help fill sales funnel.
- Skilled at use of prospecting tools to support prospecting efforts
- Sells the business unit’s capabilities and differentiation frameworks (by phone, web meetings, conference etc)
- Builds collaborative relationships with clients to grow and expand business relationships.
- Collaborates effectively with Business Development Directors in business unit to develop territory plan; brings potential opportunities to their attention.
- Effectively transfers opportunities and client information to Business Development Directors
- Handles inbound client calls, qualifies leads and if appropriate grows client relationships at the appropriate levels.
- Establishes and manages customer expectations.
- Uncovers client needs by asking bespoke insight questions to intensify the key points and help build custom solutions.
- Collaborates with companywide resources to achieve superior customer satisfaction.
- Uses SFDC to manage internal communication and document territory and client information as required for the business unit.
- Responsible for Opportunity Management and accurate pipeline forecasting.
- Discusses weekly sales activity with line manager
- Timely submission of expense reports for reimbursement on approval timelines.
- Supports client visits, as needed
- Establishes, nurtures and grows client relationships at the appropriate levels.
- Recognizes and introduces opportunities for other business units
- Expands client requests upselling for business unit.
- Collaborates effectively with commercial colleagues from other business units to bring potential opportunities to their attention.
- Leverage Marketing, SMEs and Opp staff for leads and collateral to heighten clients’ awareness of BU services; tap into thought leadership and share existing collateral including Websites, press releases, e-news, Eblast targets, New product releases.
- Proactive and periodic contact of all current clients for cross selling and new product information.
- Actively gathers intelligence on key competitors
- Reviews quotations and provides input to ensure client and company requirements are met.
- Supporting regional meetings, target account events, global trade shows in local venue, local symposia.
- Assists in determining pricing strategy with commercial team
- Plays a key role in mentoring and training of new Inside Sales Managers and champions a multitude of best practices that have been consistently successful
- Co-calling on accounts with Business Develop Directors to promote BU business; providing scientific/technical credibility.
- Complete other tasks as assigned by the line manager.
- 5-7 years sales (or relevant client facing) experience selling services directly to the pharmaceutical, medtech and biotech section with direct interaction with mid-level and executive level decision makers
- Other required work-related experiences
- Bachelors degree in life science or business field preferred
- Advanced industry knowledge
- Functional scientific/technical expertise in specific area of drug development
- Fluent in English and Chinese
Responsibilities
- Achieves quarterly and annual lead generation goals as outlined in sales incentive comp plan.
- Demonstrates mastery of social selling techniques and tools to reach clients through digital channels sharing information including Fortrea services, web conferences, industry meetings, SME news, etc.
- Establishes effective sales cadence to achieve objectives and sales plan; creates and follows up on leads.
- Drives joint targeting with aligned sales Business Development Directors and dedicates prospecting effort in targeted territory to help fill sales funnel.
- Skilled at use of prospecting tools to support prospecting efforts
- Sells the business unit’s capabilities and differentiation frameworks (by phone, web meetings, conference etc)
- Builds collaborative relationships with clients to grow and expand business relationships.
- Collaborates effectively with Business Development Directors in business unit to develop territory plan; brings potential opportunities to their attention.
- Effectively transfers opportunities and client information to Business Development Directors
- Handles inbound client calls, qualifies leads and if appropriate grows client relationships at the appropriate levels.
- Establishes and manages customer expectations.
- Uncovers client needs by asking bespoke insight questions to intensify the key points and help build custom solutions.
- Collaborates with companywide resources to achieve superior customer satisfaction.
- Uses SFDC to manage internal communication and document territory and client information as required for the business unit.
- Responsible for Opportunity Management and accurate pipeline forecasting.
- Discusses weekly sales activity with line manager
- Timely submission of expense reports for reimbursement on approval timelines.
- Supports client visits, as needed
- Establishes, nurtures and grows client relationships at the appropriate levels.
- Recognizes and introduces opportunities for other business units
- Expands client requests upselling for business unit.
- Collaborates effectively with commercial colleagues from other business units to bring potential opportunities to their attention.
- Leverage Marketing, SMEs and Opp staff for leads and collateral to heighten clients’ awareness of BU services; tap into thought leadership and share existing collateral including Websites, press releases, e-news, Eblast targets, New product releases.
- Proactive and periodic contact of all current clients for cross selling and new product information.
- Actively gathers intelligence on key competitors
- Reviews quotations and provides input to ensure client and company requirements are met.
- Supporting regional meetings, target account events, global trade shows in local venue, local symposia.
- Assists in determining pricing strategy with commercial team
- Plays a key role in mentoring and training of new Inside Sales Managers and champions a multitude of best practices that have been consistently successful
- Co-calling on accounts with Business Develop Directors to promote BU business; providing scientific/technical credibility.
- Complete other tasks as assigned by the line manager.
- 5-7 years sales (or relevant client facing) experience selling services directly to the pharmaceutical, medtech and biotech section with direct interaction with mid-level and executive level decision makers
- Other required work-related experiences
- Bachelors degree in life science or business field preferred
- Advanced industry knowledge
- Functional scientific/technical expertise in specific area of drug development
- Fluent in English and Chinese