Inside Sales Specialist

Fujifilm•Madison, WI

12d

About The Position

The Inside Sales Specialist supports lead generation and qualification to expand market coverage and deliver qualified opportunities to Account Managers. Opportunities may originate from distribution and online platforms, trade shows, marketing campaigns, and other channels. The role builds early customer relationships, qualifies opportunities, and supports growth across the Discovery Research portfolio. Working with Sales, Marketing, Commercial Applications/Technical, Product Management, and Custom Solutions, the specialist serves as an early point of contact for prospective customers and helps move well-qualified opportunities into the sales process.

Requirements

Bachelor's degree in Life Sciences, Chemistry, Pharmacy, Biotechnology, Business, Marketing, or a related field.
Two or more years of experience in life sciences, inside sales, business development, marketing, customer success, or another customer-facing commercial role.
Strong consultative communication, organization, research, and CRM skills, with the ability to engage scientific and business audiences.
Basic understanding of the drug discovery and life-sciences research market.
Ability to navigate complex global customer organizations.
Excellent communication skills.
Demonstrated problem-solving capability.
Demonstrated ability to develop relationships with customer stakeholders.
Ability to manage multiple priorities.
Experience using CRM systems to manage customers.
Ability to work effectively in a global, matrixed organization.

Nice To Haves

Experience with iPSC-derived cells and related life-science research tools.
Experience with drug discovery and disease modeling workflows.
Experience with pharmaceutical and biotechnology R&D organizations.
Experience with large global or enterprise life-science accounts.
Experience with distributors and third-party commercial channels.
Experience with digital procurement and life-science marketplace platforms.
Experience with custom scientific solutions or services.
Experience with lead generation and digital demand-generation programs.

Responsibilities

Respond promptly to inbound inquiries and conduct targeted outbound prospecting across accounts with potentially relevant needs.
Engage scientific, technical, and business contacts to understand development stage, timing, funding, decision processes, and broader program objectives.
Assess early technical and commercial fit by connecting customer requirements to relevant Discovery Research capabilities.
Qualify leads using consistent criteria, document discovery, and convert appropriate leads into actionable opportunities with timely, structured handoffs to Account Management.
Build and maintain a pipeline through marketing campaigns, conferences, referrals, digital channels, dormant-lead follow-up, and focused outreach to priority accounts and emerging programs.
Research target companies, development pipelines, competitive activity, and key stakeholders to develop informed outreach strategies and account-level insights.
Partner with Account Management on territory and account plans, prospecting priorities, customer follow-up, meeting preparation, and early-sales-process coordination.
Coordinate with technical subject matter experts to clarify customer requirements, prepare capability discussions, and align potential opportunities with the appropriate site, service, and technical team.
Maintain accurate and timely lead, account, contact, activity, and opportunity data in Salesforce, including qualification rationale, customer needs, next steps, and handoff status.
Track lead progression, identify stalled or unresponsive opportunities, support re-engagement, and provide visibility into pipeline activity, customer feedback, and market trends.
Share insights with Marketing and commercial partners to improve audience targeting, campaign follow-up, messaging, content, and lead-management effectiveness.