Inside Sales Account Manager – Belgium

Job Description

In this exciting role, you will work with customers across all industry segments to prospect, qualify and close opportunities within the assigned territory. To deliver on revenue expectations the Inside Sales Account Manager will proactively make outbound calls and schedule customer visits in their assigned territory, as well as manage incoming email and phone inquiries. This will involve building remote relationships with key users at priority accounts and nurturing large opportunities through a pipeline. The Inside Sales Account Manager will promote and sell the full range of products, including instruments, pipettes, consumables, and services. This individual follows sales best practices to achieve these goals, fostering a healthy, sustainable territory by focusing on customer retention, development, penetration, and continuing satisfaction. Leverages a multichannel environment to maximize sales using distributor and dealer relationships.

Duties & Responsibilities

  • Meets or exceeds established targets for sales volume, product mix, and new product and services awareness within the assigned territory.
  • Drives MLH sales (products including pipettes, benchtop equipment, consumables and services); finds, qualifies, and uses CRM to document complex instrumentation leads.
  • Prospects for new business within target market segments including customer outreach for qualified leads resulting from marketing campaigns/efforts.
  • Build remote relationships with key users at priority accounts, call on established customer contacts, to create demand for products and services. Activities include product introduction and overviews, conducting demonstrations, technical seminars, troubleshooting, attending local and national tradeshows, and providing the necessary follow-up and development to achieve product and service sales. A small amount of travel will be required from time to time.
  • Follows up and processes sales leads, based on information received from other sales representatives, company trade shows, marketing campaigns, telephone and website inquiries, and other sources.
  • Follows Company Value Selling sales techniques and best practices throughout entire sales cycle.
  • Submits and maintains accurate monthly forecasts through Opportunity Management within Salesforce.com.
  • Maintains and updates territory data for accounts and key personnel within Salesforce.com
  • Works with technical service engineers and instrumentation application specialists to promote proactive sales, service and support approach within the assigned territory.
  • Creates quotations and pricing agreements, following pricing guidelines.
  • Participates in required and recommended training sessions to obtain and maintain an in-depth technical and applications knowledge of the Product Portfolio.
  • Collaborates with service and support personnel to provide post sale installation, training, and ongoing service contract support as needed.
  • Collaborates with Corporate Accounts team on any Corporate Accounts within territory as needed.
  • Trains, motivates, and works cooperatively with distributor and dealer reps when appropriate, leverages relationships to further penetrate key accounts.
  • Maintains current knowledge of and provides updates in a timely manner on territory trends and activities, competitive products and pricing, and customer concerns regarding products observed in the field.

    EDUCATION

  • Degree in Life Sciences or a related field.

    WORK EXPERIENCE

  • Minimum of 3 years’ sales experience in a related industry or combination of highly technical background and sales experience.

    SKILLS OR KNOWLEDGE

  • Fluent in English, Flemish and French essential.
  • Previous experience of inside sales essential.
  • Training in laboratory sciences and/or life sciences preferable.
  • Computer proficiency required.
  • CRM “fluency” for daily usage plus feeding and maintenance.
  • Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations.
  • Ability to write business correspondence and reports.
  • Ability to effectively present information and respond to questions from customers, dealers, and company personnel.
  • Ability to calculate figures and amounts including discounts, percentages, and volume.
  • Strong organizational skills.
  • Comprehensive selling skills and techniques including negotiation.

    OTHER

  • A valid driver’s license and access to own car required.
  • Up to 10% travel within the territory.
  • Regular attendance and punctuality.
  • Ability to work well with others.
  • Ability to acquire new skills and to accommodate change in the workplace.

    ADDITIONAL SKILLS/EXPERIENCE DESIRED

  • Training or experience in laboratory or research instrumentation use.
  • Experience using pipettes and instrumentation.
  • Training in analytical or organic chemistry.
  • Experience in selling capital equipment.