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Account Manager Inside Sales

Covance 5/16/2018 5:51:29 AM
JOB ID: 18978 Category: Business Development Sales
Boston, Massachusetts



Job Overview

Inside Sales Managers are responsible for focused prospecting activity to open up new business opportunities. They are required to leverage key prospecting tools and resources to uncover service line leads, nurture leads to move to qualified opportunity stage and effectively transfer opportunities to field sales.

* Achieves quarterly/annual lead generation goals
* Manages inbound calls and web leads to qualify the clients' needs and nurture the relationship
* Expands client requests by understanding their drug development needs and showcasing Covance solutions
* Effectively transfers leads & opportunities to the appropriate Business Development Directors (field sales)
* Develops client call cycle to achieve objectives and lead generation goals; follows up on all leads.
* Provides general intelligence on key competitors.
* Sells the business unit's capabilities and differentiation framework
* Recognizes and communicates sales opportunities for other business units.
* Sets and manages customer expectations.
* Collaborates with companywide resources to achieve superior customer service
* Organizes and hosts client visits if required.
* Provides weekly sales activity reports to management
* Uses SFDC to manage internal communication and client information as required for the business unit.
* Maintains frequent email and phone contact with clients to nurture the relationship
* Leverage Marketing, SMEs and Operations staff to support client discussions.
* Utilize marketing collateral to heighten clients' awareness of BU services.
* Leverage Social selling tools to facilitate client outreach and drive awareness of Covance solutions.
* Works closely with Client Services to evaluate client quotations and provide input to ensure client and company requirements are met.
* Participates in proposal scope development as appropriate.


Bachelors degree in life science or business field

Moderate industry knowledge

Functional scientific/technical expertise in specific area of drug development


2-4 years sales (or relevant) Experience selling services directly to the pharmaceutical and biotech section with direct interaction with mid-level and executive level decision makers

Position Type: Full-Time

Location: Boston, MA - Massachusetts


Covance Recruiting Process

Below is a general Overview of Our Recruiting Process

If you’d like to work for us, please submit your resume/CV online. If your ability to use or access our electronic application is limited due to a disability, please visit or call 1-800-978-4473 for help.

We consider applications from everyone who is interested in a position with us and who meets the required criteria and qualifications.

If your application is selected, someone from our recruiting team will contact you to arrange an initial screen. We may carry this out over the phone or at a face-to-face meeting. You must complete the screen to be considered for the position.

Based on the results of the initial screen, we may invite you to an interview. One of our recruiting team members will contact you to arrange this. The process may involve several interviews, initially over the phone, and then face-to-face with different members of the hiring team.

Our interviews follow a behavioral-based format. This means we’ll ask you to give us information that’s specific to your professional and educational experiences.

Hiring team members will share and discuss their input and then make their decision.

If you’re the person who best meets the requirements of the position, a member of the hiring team will get in touch to make you an offer of employment. Covance is an eVerify employer (United States only).