Inside Sales - National USA & Canada
About The Position
The Inside Sales – National USA & Canada role is a high-impact, dual-function position that drives new business across the United States and Canada. Operating at an approximate 50/50 split, it combines proactive outbound lead generation with disciplined bid research and market intelligence—ensuring both a steady pipeline of qualified prospects and a continuous stream of competitively identified bid and tender opportunities. In the lead generation function, this individual runs targeted outbound campaigns, qualifies opportunities, and passes warm, sales-ready leads to regional Storage Sales Managers so field teams can focus on closing. In the bid intelligence function, this individual monitors procurement and bid platforms (e.g., Bloomberg Government/BGOV, SAM.gov, and Merx) to uncover new public- and private-sector opportunities across North America and keep Hamilton Storage positioned to compete. This role suits a self-motivated, organized, and commercially astute professional with strong communication skills and a hunter mentality. Reporting initially to the VP Sales and Marketing (subject to organizational changes), the position is foundational to building and sustaining Hamilton Storage’s North American commercial pipeline.
Requirements
- Proven experience in inside sales, business development, or lead generation, ideally within life sciences, laboratory automation, diagnostics, medical devices, or a related technical/scientific industry.
- Demonstrated success running high-volume outbound campaigns and meeting or exceeding lead generation and pipeline contribution targets.
- Proficiency with CRM platforms, particularly HubSpot; experience with sales engagement tools (e.g., Outreach, SalesLoft) is a plus.
- Excellent verbal and written communication with a confident, professional telephone presence and the ability to engage senior scientific and procurement professionals.
- Highly organized, detail-oriented, and analytical, with a self-starter’s hunter mentality and the ability to work independently in a remote, national-coverage role.
- Proficiency in Microsoft Office Suite and virtual communication platforms (Microsoft Teams, Zoom); bilingual in English and French is an asset for Canadian market coverage.
- Bachelor’s degree required, preferably in Business, Marketing, Life Sciences, or a related field.
- Minimum 2–4 years of inside sales, business development representative (BDR), or sales development representative (SDR) experience, preferably in a technical or life sciences environment.
- A combination of equivalent education and directly relevant professional experience will be considered.
Nice To Haves
- Experience with bid searching, procurement monitoring, and government contracting in the USA and/or Canada is strongly preferred; familiarity with platforms such as BGOV, SAM.gov, or Merx is an advantage.
Responsibilities
- Execute high-volume outbound calling, email, and digital campaigns targeting life sciences, biopharma, clinical research, and clinical diagnostics prospects across the USA and Canada.
- Prospect, qualify, and develop new leads, identifying key decision-makers and building a continuously replenished sales pipeline.
- Qualify opportunities against defined criteria (budget, authority, need, timeline – BANT) and hand off warm, sales-ready leads to regional Storage Sales Managers.
- Follow up on marketing-qualified leads (MQLs) from trade shows, digital campaigns, webinars, and inbound inquiries to convert interest into qualified opportunities.
- Maintain accurate, up-to-date records of all prospect interactions and pipeline activity in the CRM (HubSpot), ensuring full visibility for the sales team.
- Achieve defined KPIs—including call volume, leads generated, conversion rates, and pipeline contribution—and report activity and pipeline health to sales leadership.
- Systematically search, monitor, and analyze government and institutional procurement platforms (e.g., Bloomberg Government/BGOV, SAM.gov, Merx, and state/provincial portals) to identify relevant bid, tender, and RFP opportunities across North America.
- Serve as the primary internal resource for bid identification, ensuring no relevant solicitation goes unnoticed and Hamilton Storage is consistently positioned to compete.
- Evaluate and qualify bids against Hamilton Storage’s capabilities and strategic priorities, escalating high-value or time-sensitive opportunities to the appropriate Sales Manager or leadership.
- Maintain a comprehensive bid tracker with timely alerts and regular reporting on active bids, deadlines, and award status.
- Gather and synthesize market intelligence—competitor activity, pricing trends, purchasing patterns, and procurement cycles—to inform sales strategy, and monitor awarded contracts for renewal and displacement opportunities.
- Support the preparation of bid responses, capability statements, and pre-qualification documents in collaboration with Sales Managers and internal stakeholders.
- Act as the strategic link between inside sales activity and field sales execution, ensuring seamless handoff of qualified leads and bid opportunities to regional Sales Managers.
- Partner with Marketing on campaign effectiveness, target account lists, and outreach templates, sharing market intelligence gathered through prospecting and bid research.
- Participate in pipeline reviews and planning sessions, and continuously improve inside sales processes, bid research workflows, and CRM hygiene.
Benefits
- medical
- dental
- vision
- paid time off
- disability insurance
- performance-based incentives
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What This Job Offers
Job Type
Full-time
Career Level
Entry Level
