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Account Manager, Inside Sales 7/11/2018

Meso Scale Diagnostics Rockville, MD

Rockville, MD
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Job Classification
Full Time
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The Inside Sales Account Manager is responsible for selling MSDs products and services through the achievement of opportunity-based sales quotas. The incumbent will utilize business by phone principles to interact with customers, who may include, but are not limited to, lab scientists, lab directors, principal investigators, medical directors, and C-Suite. S/he must exhibit strong sales skills, be capable of managing large accounts, prospect new accounts, and close deals. This individual will develop revenue generation through the creation of sales leads, initiation of prospect calls, and establishment of ongoing rapport with existing and potential customers. Integrity, vision, and passion are essential for this role.

Target Account Segments, including but not limited to:
Supports diverse account segments including life sciences, bio-pharma, diagnostics, CRO, and other market development businesses


Sales Revenue / Budgets: Meet or exceed sales targets for all products and meet metrics to reach those goals . Develop tactical plans to maximize revenues.
Strategy: Implement corporate strategy in defined accounts. Negotiate contracts and execute pricing strategy to maintain existing business and expand development of new business.
Customer Focus: Enhance customer satisfaction and increase MSDs competitive advantage while building trust and relationships with customers through consultative selling. Develop strong relationships with customers.
Planning / Forecasting: Develop and execute an effective business plan within assigned territory. . Perform daily pre-call planning for increased sales effectiveness.
Business / Markets: Recognize market trends and gain competitive intelligence within territory. Communicate market information through business teams, CRM market feedback, and/or other approved channels. Drive and initiate development of new business opportunities in defined area.
Manage Resources: Work effectively in a team selling environment. Actively plan with team members to achieve mutual company goals and objectives. Daily use of CRM database for input and output of customer information to increase sales effectiveness.
Decision Making: Make sound business decisions based on relevant information, take calculated risks as necessary to achieve business objectives.
Sales Engagement
Cold-call prospects that are generated by external lead generation sources
Penetrate all targeted accounts and radiate sales from within client base
Handle inbound, unsolicited prospect calls and convert them into sales
Overcome objections of prospective customers
Emphasize product/service features and benefits, quote prices, discuss credit terms, and prepare sales order forms and/or reports

Sales/Marketing Support
Set up and deliver sales presentations, product/service demonstrations, and other sales actions
Assist in creating RFP responses to potential clients
Where necessary, support marketing efforts such as trade shows, exhibits, and other events
Coordinate customer training as necessary
Enter new customer data and update changes to existing accounts in the CRM database
Investigate and troubleshoot customer service issues
Attend periodic sales training where applicable
Appropriately communicate brand identity and corporate position

Specific duties may vary depending upon departmental requirements.