Inside Sales Development Account Manager

Worldwide Clinical Trials•Durham, NC

3d•Remote

About The Position

The Inside Sales Development Account Manager, Level 2 plays a critical role in helping Worldwide achieve its customer acquisition and revenue growth objectives. This role involves engaging prospective clients through various methods such as calls, emails, and social media, collaborating with Business Development and Marketing partners, generating interest, and qualifying prospects and opportunities before handing them off to business development. The position requires a proactive approach to sourcing new sales opportunities, understanding customer needs, setting appointments, and co-managing sales territories to achieve growth targets. The role also involves maintaining a database of target accounts, partnering with Marketing and Business Development, tracking activities in Salesforce and other CRM tools, and leveraging social selling techniques to build and grow client relationships.

Requirements

CRO experience or similar industry experience.
Strong written and verbal communication skills to clearly and concisely present information on calls and via email.
Drive and determination to succeed and meet/exceed targets and quotas.
Adaptable, professional, and motivated, with an understanding of the sales cycle.
Ability to listen and identify pain points and customer challenges.
Ability to work under pressure, stay organized, multitask, prioritize, manage time effectively, and attend to administrative details in a fast-paced and constantly changing environment.
Demonstrated ability to cultivate and maintain effective internal and external relationships.
Proficiency in all MS-Office applications, including Microsoft Word, Excel, and PowerPoint.
Bachelor’s degree in Life Sciences or a similar field.
Minimum of 2 years of prior inside sales/sales development experience, including experience in developing new business, lead nurturing and qualification, prospecting, and appointment setting.
Experience with Salesforce or other CRM and sales automation tools, including the use of auto-dial systems.

Nice To Haves

CRO/pharmaceutical industry experience preferred, including knowledge of Phase I-IV clinical research and development.

Responsibilities

Source new sales opportunities for Business Development partners through inbound lead qualification and outbound prospecting, focusing on A and B accounts.
Engage and build rapport with prospects through calls, email, and social outreach.
Understand customer needs and requirements through research, discovery, and qualification, and drive leads through the early stages of the sales process.
Set appointments with new customers for Business Development partners.
Route qualified leads and opportunities to Business Development partners for further qualification, development, and closing.
Follow up with Business Development partners post-meeting/call to determine results and next steps.
Co-manage sales territories and develop territory plans and strategies with Business Development partners to achieve new customer and revenue growth targets.
Build opportunity funnels via research and identify target accounts, key prospects, and opportunities within territories.
Continually maintain and expand the database/funnel of target accounts, prospects, and opportunities.
Partner with Marketing to understand and leverage their initiatives, and with Business Development to tackle territory targets and goals.
Track and manage activity and outreach in Salesforce, CRM, and High Velocity, maintaining all account, opportunity, contact, and lead records.
Use other technology and data tools to make connections, conduct research, and identify prospects.
Meet or exceed quarterly Meetings and RFP targets, along with other new business metrics.
Attend trades shows and other events as needed.
Leverage Social Selling techniques and tools to reach clients through digital channels, sharing information about Worldwide’s services, web conferences, industry meetings, SME news, etc.
Establish, nurture, and grow client relationships at the appropriate level.
Perform other duties as assigned.