Inside Sales, Sales Development Representative

The individual is expected to professionally and effectively complete the day-to-day tasks required, across a number of disciplines, via the telephone, zoom, email or social media using ONT sales tools and resources. Combined with their personal organisational and communication skillsets they identify, develop and manage new sales opportunities that support the sales function to achieve or exceed their annual sales quotas.

The most important tasks are to effectively manage Sales Funnel Activities, in SFDC, to drive new business. Proactively plan and manage Sales Prospecting activities to support and drive new business. Triaging outbound/inbound calls from/to customers, managing cases and qualifying sales leads. Manage SLDW renewals in a structured way for specified instruments. Support for specified Channel Partners and marketing, as directed, and supporting events and lead follow-up.

This role requires a proactive, curios and organised mindset with a focus, but not limited to, the following Key Areas of Responsibility which represents their KPIs:

1. Demonstrate professional and effective use of the toolset, skillset and mindset to manage Sales Funnel Activities in SFDC, managing Event Lead to 100%, and other key tools as directed
2. Effectively, being a self-starter, plan and manage Prospecting Activities in a structured and professional manner
3. Effectively, being a self-starter, plan and manage Triaging of inbound/outbound customer calls and cases
4. Effectively, being a self-starter, plan and manage SLDW Renewals by using required systems – SFDC and Iron Clad as directed

5. Effectively, build personal industry and product knowledge to become expert support for specified Channel Partners to support sales growth

Duties

1. Sales Funnel & Lead Management Activities – Key Responsibilities
   Effectively use of toolset, skillset and mindset to manage Sales Funnel Activities and Lead Management, seeking help and support when required, by:
   1. Effectively growing new and existing T3 sales accounts, qualifying opportunities to achieve agreed KPIs
   2. Effectively support T2 & T1 sales opportunities by qualifying sales leads and hand over to CP and Account Managers
   3. Effective follow-up local and strategic event lead (and other leads as directed)
   4. Provide support for sales quote requests especially the custom or non-standard process quotes
   5. Proactively manage and growing existing MinION business
   6. Prepare professional reports on activities
   7. Supporting Field Sales Teams and Inside Sales Account Manager with Adhoc requests to grow the business
      
2. Prospecting Activities – Key Responsibilities
   Effectively manages Prospecting Activity, seeking help and support when required, to ensure best possible sales outcomes for customer and ONT by:
   1. Using leads provided, plan campaigns, reporting and prospecting activities via phone, zoom, email or social media that achieve agreed KPIs
   2. Generate own new business leads through effective prospecting campaigns and sales activity
   3. Develops and uses systems for proactively driving call-back activities from own or company lead generation activities
   4. Demonstrates effective development and application of accurate and reliable qualification approaches, techniques and digital tools to minimise wasted time and maximise number of prospects entering the sales funnel
   5. Works in a fast-paced environment, is resilient, self-motivated and target oriented
      
3. Effectively Plan and Manage Triaging Activity – Key Responsibilities
   Effectively plans and manage triaging activities for inbound/outbound customer cases by;
   1. Develops and uses system for managing customer triaging activities, within company guidelines, in an effective way that satisfies customers
   2. Demonstrates ability to rapidly engage with customers, using effective questioning techniques to establish and articulate their needs and pain points
   3. Demonstrates ability to manage customer objections through the application of the appropriate techniques or tools. Drives customer satisfaction
   4. Closes the call effectively with clearly documented action plan and follow-up commitments
      
4. Effectively, being a self-starter, plan and manage Support Plan Renewals by using required systems – SFDC and Iron Clad as directed
   1. Plans for and manages assigned service contract renewals for specific products
   2. Demonstrates effective use of tools and techniques to manage support plan responsibilities
   3. Achieves agreed KPIs
      
5. Effectively, build personal industry and product knowledge to Support specified Channel Partners to support sales growth
   1. Plans for and manages personal Channel Partner relationships with area of responsibility
   2. Continuously develops personal knowledge and expertise in industry and across defined product range to become a SPOC
   3. Is recognised by Channel Partner as a key Support

PERSON SPECIFICATION

• BSc degree and/or Masters (preferably in the Lifesciences, genetics and genomics)
• Prior Sales experience or working with sales channel partners to accelerate product adoption (preferably in an inside sales environment)
• Experience in coaching people in a commercial team (direct or indirect)
• Experience in using Customer Relationship Management (CRM) systems
• Experience working with research/life science customers
• Knowledge of the Life Sciences & Genomics market
• Understanding of current DNA sequencing technologies and their applications
• Understanding of the difference between a research role and a sales role
• Fluent in English (verbal and written)
• Strong communication skills
• Takes initiative
• Positive, can-do attitude
• Self-motivated
• Sound judgement and self-sufficient
• Values teamwork