Account Manager, Inside Sales

Essential Duties and Responsibilities:

• Achieves annual sales plan and sales targets through transactional accounts on a global basis.
• Handles inbound client calls, qualifies clients and grows client relationships at the appropriate levels.
• Handles all passive lead generation
• Handles all aspects of the client relationship- quoting, on boarding, selling services, answering daily questions regarding testing, results, pricing, etc.
• Collaborates effectively with account executives in business unit; brings potential opportunities to their attention.
• Transfers accounts and client information to Account Owners, as applicable
• Manages annual expense budget.
• Expands client requests upselling for business unit.
• Provides monthly sales activity reports to management.
• Develops client call cycle to achieve objectives and sales plan; follows up on leads.
• Provides general intelligence on key competitors.
• Sells the business unit’s capabilities and differentiation frameworks via web meetings, trade shows, email communication, etc,
• Recognizes and communicates sales opportunities for other business units.
• Sets and manages customer expectations.
• Collaborates with companywide resources to achieve superior customer satisfaction.
• Organizes and hosts client visits if required.
• Uses internal tools to manage internal communication and document territory and client information as required for the business unit.
• Responsible for Opportunity Management and accurate pipeline forecasting.
• Maintains frequent email and phone contact with clients.
• Periodic contact of all current clients for cross selling and new product information.
• 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, e-blast targets, new product releases.
• Co-calling on accounts with other account owners to promote BU business; providing scientific/technical credibility.
• Evaluates quotations for territory and provides inputs to ensure client and company requirements are met.
• Collaborates effectively with sales executives from other Covance units to bring potential opportunities to their attention.
• Assists in determining margins and pricing with leadership and finance
• Participates in proposal scope development as appropriate.
• Supports Client Services and other Commercial team members as needed
• Leverage Social selling and outbound initiative including but not limited to Linked In, e-blasts, and web conferences, Regional meetings, target account events, global trade shows in local venue, local symposia.
• Establishes, nurtures and grows client relationships at the appropriate levels.