SUMMARY: The Sales Development Account Manager plays a critical role in helping Worldwide achieve our customer acquisition and revenue growth objectives. You must be comfortable engaging prospective clients using various methods (i.e. calls, emails and social), working with your Business Development and Marketing partners, generating interest and qualifying prospects and opportunities prior to hand-off to business development.

RESPONSIBILITIES:
Tasks may include but are not limited to the following:

• Source new sales opportunities for your Business Development partners through inbound lead qualification and outbound prospecting
• Engage and build rapport with prospects through call, email and social outreach activity
• 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 customer for your Business Development partner
• Route qualified leads and opportunity to your Business Development partner to further qualify, develop and close
• Follow up with your Business Development partners post meeting/call to determine results of such meetings and appropriate next steps to close the loop or move the opportunity forward
• Co-manage sales territories and develop territory plans and a strategy with your Business Development partners in order to achieve new customer and revenue growth targets
• Build your opportunity funnel via research and identify target accounts, key prospects and opportunity at each account within your territories
• Continually maintain and expand your database/funnel of target accounts, prospects and opportunities within your territories
• Partner with Marketing to understand and leverage their initiatives and Business Development to tackle territory targets and goals
• Track and manage all of your activity and outreach in Salesforce, CRM and SalesLoft our sales automation tool; maintain all account, opportunity, contact and lead records in these systems
• Use other technology and data tools to make connections, conduct research and identify prospects
• Meet daily, weekly and monthly activity, RFP and new business metrics and targets developed by Sr. Director, Global Sales Development
• Attend trades shows and other events as needed

Perform other duties as assigned. The duties and responsibilities listed above are representative of the nature and level of work assigned and are not necessarily all-inclusive.

OTHER SKILLS AND ABILITIES:

• Strong written and verbal communication skills to clearly and concisely present information on calls and via email
• Drive and determination to succeed as well as meet and exceed targets and quotas
• Must be adaptable, professional and motivated and understand the sales cycle
• Ability to listen and identify pain points and customer challenges
• Ability to work under pressure, stay organized, multi-task, 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

REQUIREMENTS:

• Bachelor’s degree
• Prior insides sales and/or sales development experience – minimum of 2 years of experience including experience in developing new business, lead nurturing and qualification, prospecting and appointment setting
• CRO/pharmaceutical industry experience preferred including knowledge of Phase I-IV clinical research and development
• Experience with Salesforce or other CRM and sales automation tools including use of auto-dial systems

Promotion to the next level is not automatic based on years of experience. Personnel are evaluated on proven competency, level of responsibility, and ability to work independently