Account Manager, Inside Sales, US

POSITION SUMMARY:

The Inside Sales Account Manager is responsible for selling MSD's products and services. The incumbent will utilize business by phone principles to interact with customers, including laboratory scientists and directors, principal investigators, medical directors, and executives. The incumbent will also develop revenue through the creation of sales leads, initiation of prospect calls, and establishment of ongoing rapport with existing and potential customers.

DUTIES AND RESPONSIBILITIES:

1. Meet or exceed sales targets for all products and meet metrics to reach those goals. Develop tactical plans to maximize revenues.
2. Implement corporate strategy in defined accounts. Negotiate contracts and execute pricing strategy to maintain existing business and expand development of new business.
3. Enhance customer satisfaction and increase MSD's competitive advantage while building trust and relationships with customers through consultative selling. Develop strong relationships with customers.
4. Develop and execute an effective business plan within assigned territory. Perform daily pre-call planning for increased sales effectiveness.
5. Recognize market trends and gain competitive intelligence within territory. Communicate market information and initiate development of new business opportunities in defined area.
6. Work effectively in a team selling environment. Actively plan with team members to achieve mutual company goals and objectives. Maintain current customer information in CRM database to increase sales effectiveness.
7. Make sound business decisions based on relevant information, take calculated risks as necessary to achieve business objectives.
8. Sales Engagement:
1. Cold-call prospects that are generated by external lead generation sources;
2. Penetrate all targeted accounts and radiate sales from within client base;
3. Handle inbound, unsolicited prospect calls and convert them into sales;
4. Overcome objections of prospective customers;
5. Emphasize product/service features and benefits, quote prices, discuss credit terms, and prepare sales order forms and/or reports.
9. Sales/Marketing Support:
1. Set up and deliver sales presentations, product/service demonstrations, and other sales actions;
2. Assist in creating RFP responses to potential clients;
3. Support marketing efforts such as trade shows, exhibits, and other events;
4. Coordinate customer training as necessary;
5. Investigate and troubleshoot customer service issues;
6. Attend periodic sales training;
7. Communicate brand identity and corporate position.
10. Specific duties may vary depending upon departmental requirements.

EXPERIENCE AND QUALIFICATIONS:

1. Bachelor's degree in Biological Sciences or related field. Additional years of experience may be substituted for a 4-year degree.
2. A minimum of one year of business to business (B2B) sales experience with a proven sales record.
3. One year of laboratory experience, or proven aptitude for laboratory techniques, preferably with ELISA or immunoassays.
4. Experience using CRM database (salesforce.com desired).

KNOWLEDGE, SKILLS AND ABILITIES:

1. Knowledge of a wide range of molecular biology applications, products, and market. Knowledge of MSD products preferred.
2. Proven sales record with knowledge of the assigned geographic region.
3. Strong sales fundamentals and analytical background.
4. Strong knowledge of B2B sales principles, methods, practices, and techniques.
5. Able to build and maintain lasting relationships with customers.
6. Ability to develop and execute business plans.
7. A high level of confidence, integrity, interpersonal skills, and a professional presence for interacting in a courteous, timely, and diplomatic manner with customers.
8. Excellent oral, written communication and interpersonal skills.
9. Demonstrated propensity to be creative, collaborative, proactive, and self-motivated in the execution and completion of assigned accountabilities.
10. A wide degree of creativity and latitude is expected including the ability to multi-task and work productively in a demanding financial environment with changing priorities.
11. Ability to work individually and as part of a team.
12. Ability to travel on occasion.
13. Proficiency in MS Office Suite.

PHYSICAL DEMANDS:

1. This position requires the ability to communicate and exchange information, utilize equipment necessary to perform the job, and move about the office.
2. Up to 10% travel may be required.

WORK ENVIRONMENT:

This position is performed in a standard office environment, remote or hybrid model.

COMPENSATION SUMMARY:

The annual base salary for this position ranges from $66,200 to $98,500. This salary range represents a general guideline as MSD considers other factors when presenting an offer of employment, such as scope and responsibilities of the position, external market factors, and the candidate's knowledge, skills, abilities, education, and experience. Employees may qualify for a discretionary or non-discretionary bonus in addition to their base salary. These annual bonuses are intended to recognize individual performance and enable employees to benefit from the Company's overall success.

BENEFITS SUMMARY:

At MSD, we offer a comprehensive benefits package to support our employees' well-being and financial security. In addition to competitive salaries, our benefits include medical, dental, and vision coverage, along with prescription benefits. We provide a 401(k) plan with company matching, flexible spending accounts, and company-paid short- and long-term disability insurance as well as group life and accidental death and dismemberment insurance. Our offerings also encompass paid vacation, paid sick leave, paid holidays, and paid parental leave, along with an employee assistance program. Additional voluntary perks include a fitness club membership contribution, pet insurance, identity theft protection, home and auto insurance discounts, and optional supplemental life insurance.

EEO/AA STATEMENT:

MSD is an Equal Opportunity/Affirmative Action Employer. We are committed to fostering a diverse and inclusive workplace where all individuals are treated with respect and dignity. We welcome applications from all qualified candidates, making employment decisions without regard to race, color, religion, creed, sex, sexual orientation, gender identity, genetic information, marital status, national origin, age, protected veteran status, pregnancy, disability status, or any other protected characteristic. For our full EEO/AA and Pay Transparency statement, please visit here. Meso Scale Diagnostics uses E-Verify to validate the work eligibility of candidates.