Inside Sales Rep. IPosted: November 23, 2009
Job Description Position Objective This is an entry-level sales position. This position is designed to promote the development of the successful candidate who has achieved the academic requirements, may have practical lab experience and has demonstrated a sales aptitude applicable to the position, but lacks sales experience in our industry. The candidate will be forwarded the opportunity and expected to learn and develop those skills necessary (as structured by management) to perform all job duties. The position coordinates sales processes for assigned accounts, exclusively via the telephone, for an assigned geography in accordance with approved sales and marketing plans. The incumbent will comprehend and utilize product features, benefits, and applications accompanied with selling skills to identify and qualify leads, initiate the sales process and successfully promote and consummate the sales of Company products and services to achieve or exceed the assigned territory sales plan. The primary functional objective of the position is the direct two-way person-to-person interactions with customers that start and develop relationships and through these engagements we will achieve the best possible sales representation for Invitrogen. Essential Functions PLAN PERFORMANCE AND SALES SKILLS Coordinate the entire sales process for assigned accounts. Demonstrate use of telephone selling skills, such as making good opening statements, connecting with the customer, building relationships, asking open-ended and high gain questions to determine needs, provide solutions through the use of our products, creating the value proposition and closing the deal. It is also expected that the Corporate • Team Selling ? approach will be practiced to improve overall strategic selling effectiveness. Achieve or exceed the territory sales plan by maintaining existing business, developing incremental business in existing accounts, and conducting cold calls to develop new accounts. Participate in sales, product and systems training, marketing campaigns, special projects as presented by the Company to develop appropriate selling skills consistent with Company philosophy, policies, and procedures. ACCOUNT MANAGEMENT Maintain and increase current customer database through Company customer relations management software (Siebel CRM). Prospect and develop relationships with new customers. Coordinate on-going customer relationships with a particular focus on up selling and cross selling. Attains or exceeds assigned sales, profit, and market share goals consistently with respect to expense guidelines. Develop and execute an annual sales plan for managing assigned territory, updated quarterly. Make outbound telephone calls to all organizational levels and functional areas where purchasing decisions are made Utilizes data sources to analyze and develop sales opportunities with the greatest ROI. Communicates key competitive activities, market trends, and changing customer development plans and priorities, which includes emerging customers. COMMUNICATION, WRITTEN AND ORAL Regularly provide written and verbal communication of successes, failures, best practices, etc to improve the overall operating efficiency of the team, region and sales organization. Communicate with research scientists at all accounts for Product information, sales presentations, and information through telephone, e-mail, and written correspondence. Communicate account objectives and action plans to management via daily interactive updates, monthly summary reports and other communication vehicles TIME MANAGEMENT Complete assigned tasks and reports in a timely and complete manner while maximizing prime calling periods. Meet ALL sales call objectives Develop organizational skills necessary to successfully manage territory sales activities. CORPORATE POLICY AND PROCEDURES COMPLIANCE Coordinate contracts/ quotations within IVGN Guidelines by extending competitive pricing as needed to maintain and increase margin/ revenues with guidance from Management and/ or marketing. Required to learn and practice Company policies and procedures and strive to present a professional image as a Company ambassador. Contacts: Communicate to all organization levels and functional areas as well as internal and external customers. Nature and Scope: Develop analytical and business planning skills. Possess excellent written and verbal communication skills to many diverse customer audiences and influencers. Strong capabilities to interface effectively with all customer types. Ability to function effectively in a high performance team. Demonstrates a positive attitude and desire to succeed. Exhibits a high degree of flexibility in adapting to a rapidly changing business environment. Develops platform, organizational and prioritization skills. Job encounters diverse work situations involving a moderate degree of complexity. Education: A high school diploma or GED equivalent required. Experience: General knowledge of assigned product portfolio and/or customer segment required. Computer skills in MS Word, Excel, Outlook, PowerPoint, or like programs required Working Conditions: Be able to travel as needed for required meetings and customer visits. Must be available to work various times during the workweek to accommodate best calling times in multiple US time zones. This may include a variable work schedule to accommodate customer availability. The employee must occasionally lift objects up to 40 lb such as catalog cases. Maintain assigned equipment and tools provided by the Company in clean and working condition. Please refer to job code 258961 when responding to this ad.
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