Inside Sales Manager

Summary

Join QuartzBio as an Inside Sales Specialist and play a pivotal role in driving significant business opportunities. You will focus on lead generation, qualification, and converting leads into sales. This role demands strong communication and analytical skills, along with experience in SaaS sales within the pharma and biotech industries. You will collaborate with various internal teams and leverage data-driven insights to optimize sales processes. Success in this position requires a consultative sales approach, proficiency in CRM systems, and the ability to work both independently and collaboratively. The role offers a competitive compensation package, including a discretionary annual bonus and comprehensive benefits.

Requirements

• Bachelor’s Degree in Life Sciences, Business, Marketing, or related field
• 5 to 8 years of relevant professional consultative sales experience or lead generation experience selling SAAS solutions to pharma and biotech industries
• 0 to 3 years of experience working in a customer-facing role (e.g., internal and/or external)
• 1 to 3 years of experience leading technical projects
• Strong problem-solving and analytical skills
• Excellent communication and interpersonal skills
• Ability to work independently as well as in a team environment
• Attention to detail and ability to produce high-quality work
• Ability to articulate ideas and write clear and concise reports
• Demonstrated experience with consultative sales approach, developing and qualifying prospect lists and making presentations to prospective clients to explain the business' products and services and their alignment with client needs
• Experience in SaaS-based products and well-versed in CRM systems, has strong experience in virtual communication platforms, and demonstrates a polished and professional presence
• Executes time-sensitive matters while maintaining accuracy and attention to detail
• Team player willing to collaborate and share knowledge
• Ability to work independently, manage time and create plans to achieve personal goal
• Ability to think creatively and strategically and act tactically in a dynamic environment
• Must be self-directed and self-motivated to work at a highly technical level
• Willing to travel up to 10%
• Must possess a valid driver’s license allowing you to drive in the state(s) you drive in
• Able to travel both domestically and internationally including overnight stays
• Must be able to read, write, speak fluently and comprehend the English language

Responsibilities

• Spend 70% of time on outreach activities such as phone calls, emails, and LinkedIn messages to generate new leads and opportunities
• Dedicate 25% of time to reviewing, enriching, qualifying, and converting new lead records into contact records in Salesforce, with handoff to business development to continue nurturing the opportunity
• Spend 5% of time on continued learning of QuartzBio products and services, as well as competitors, and updating tactics used in lead pursuit
• Partner with the Business Development Directors to maintain a steady pipeline of qualified leads, ensuring alignment with organizational goals and KPIs
• Lead the development and implementation of nurture tactics to convert current and prior leads to new business wins, leveraging lead generation content and analytics to inform strategy
• Work closely with internal teams, including marketing, customer success, and product, to understand market needs, target personas, and key value propositions to properly engage and convert qualified leads
• Develop and implement nurture tactics to convert current and prior leads to new business wins, including through use of lead generation content
• Apply sales process and methods to present solutions to prospects, overcome objections and use persuasive selling techniques to convert leads to Sales Qualified Leads (SQLs) to prepare for handoff to BD Directors
• Manage the coordination of sales and business development calls with leadership, sales teams, and prospective customers, ensuring consistency and professionalism in communication
• Document all activity and maintain accurate forecasting / current status of pipeline within CRM to ensure the most accurate records of sales conversations, including key customer questions and next steps to advance sales opportunities
• Implement and execute territory planning to optimize performance against quota
• Assesses pipeline and reprioritizes sales activity as necessary to ensure monthly quotas can be met
• Identify potential clients and decision makers within the client organization, perform needs
• Track team performance metrics, report insights to leadership, and implement data-driven improvements
• Analyze marketing and sales data to develop insights and make recommendations to optimize our marketing and lead nurturing processes
• Analyze, identify opportunities, and follow up with potential customers
• Follow up on all marketing leads and website inquiries to qualify leads
• Attend conferences, trade shows and meetings as required
• Maintain contacts and opportunities using Salesforce.com
• Ensure adherence to best practices and processes
• Communicate effectively with team members and stakeholders
• Take ownership of assigned tasks and projects
• Contribute innovative ideas to improve processes
• Understands work processes and the interdependencies
• Collaborate with cross-functional teams to achieve departmental goals
• Act as a liaison between inside sales and other departments, ensuring seamless integration of sales efforts with marketing, product, and customer success strategies
• Continuously improve technical skills and stay up to date with emerging technologies
• Contribute to strategic planning and decision-making
• Other responsibilities as assigned

Benefits

• Discretionary annual bonus
• Health insurance
• Retirement savings benefits
• Life insurance
• Disability benefits
• Parental leave
• Paid time off for sick leave and vacation