Inside Sales Account Manager

Oxford Nanopore Technologies; Oxford; On-site; GBP 30,000 - 50,000; Full time

Job summary

A leading company in DNA and RNA analysis technology seeks a Sales Representative to drive sales within a defined territory. The role involves managing customer relationships, leveraging product knowledge, and achieving sales quotas through effective sales strategies and CRM systems.

Qualifications

• Prior sales experience or working with sales channel partners.
• Experience coaching team members and implementing marketing/sales campaigns.

Responsibilities

• Drive sales generation and achieve quotas using sales toolset.
• Manage customer relationships to ensure best sales outcomes.
• Develop prospecting plans to generate new prospects daily.

Skills

Sales Generation

Customer Relationship Management

Communication

Initiative

Education

BSc degree in Lifesciences

PhD in Life Sciences

Tools

CRM systems

SFDC

Seismic

Job description

This job is brought to you by Jobs/Redefined, the UK's leading over-50s age inclusive jobs board.

Job Description

Job Summary

The role is responsible for selling within a defined geographic territory as part of an ONT sales team. It is responsible and accountable for qualifying sales prospects and developing sales opportunities (as required) to company policies or marketing guidelines.

The individual is expected to effectively sell, predominantly via telephone, Zoom, email, or media using ONT sales tools and resources. Combined with their personal sales skillsets, they are to identify, develop, and close sales opportunities that achieve or exceed agreed annual sales quotas in identified accounts within the specified territory.

Duties

Duties include but are not limited to: This role requires a proactive sales mindset with a focus on the following Key Areas of Responsibility which represent their KPIs:

• Effective use of sales toolset, skillset, and mindset to drive Sales Generation and achieve sales quota
• Effectively manage Customer Relationships toward the best sales outcomes
• Leverage Product and Market toolsets, skillsets, and mindset to drive sales
• Effective and timely use of Sales Funnel Management on required systems - SFDC and Seismic
• Effective management of, on territory, Channel Partners to ensure a positive relationship that grows sales

1: Sales Generation - Key Responsibilities

Effectively use sales toolset, skillset, and mindset to drive sales generation and achieve sales quotas by:

1. Ensuring continuous development of a healthy sales funnel. Manage metrics.
2. Developing prospecting plans to generate at least 10 new prospects per day. Manage metrics.
3. Demonstrating use of chosen sales methodologies in selling and prospecting.
4. Implementing quarterly prospecting campaigns with marketing in the territory. Manage metrics.
5. Proactively targeting competitor accounts to generate sales opportunities.
6. Following up on high-grade leads from Marketing, including event leads, webinars, and marketing activities.

2: Customer Relationship Management - Key Responsibilities

Effectively manage customer relationships, seeking help and support when required, to ensure the best sales outcomes within Tier 3 and Tier 2 accounts by:

1. Demonstrating use of Challenger, Miller Heiman, and other sales methodologies to drive account growth.
2. Developing and updating account plans and strategies in SFDC quarterly to increase sales income. Review with Sales Manager.
3. Managing specific sales campaigns in established accounts as directed by the Sales Manager.

3: Leverage Product and Market Toolsets, Skillsets, and Mindset to Drive Sales

Align sales activities to marketing and product campaigns, as directed by marketing, to drive sales by:

1. Ensuring personal toolsets and skillsets are current on latest product developments, marketing campaigns, and competitor activities by leveraging available resources.
2. Ensuring account plans, strategies, and sales activities reflect product, market, and competitive changes.
3. Proactively aligning with Field Team, Sales Development Representatives, and Sales Management on territory sales activities.
4. Ensuring all customer sales and marketing communications are aligned to company policy and completed via Seismic live send or digital sales rooms.

4: Effective and Timely Sales Funnel Management Using SFDC and Seismic

Demonstrate effective use of sales tools and processes to support sales, manage accounts, and provide reporting by:

1. Maintaining up-to-date knowledge and skills in sales funnel management tools and systems. Seeking help when needed.
2. Monitoring the homepage regularly and taking timely actions within deadlines. Seeking help when needed.
3. Demonstrating SME expertise in SFDC and Seismic applications to support sales funnel management requirements.

5: Effective Management of On-Territory Channel Partners

Develop positive relationships that drive Channel Partner sales efforts to support personal quota achievement by:

1. Collaborating with Channel Partners and ONT Field Teams to develop key account sales strategies focusing on sales generation, customer relationship management, leveraging products and campaigns, and sales funnel management.
2. Providing guidance to on-territory Channel representatives to improve sales performance.
3. Growing a broad network across Channel stakeholders to enhance relationships and drive sales outcomes.

PERSON SPECIFICATION

Essential Qualifications/Education

• BSc degree and/or Masters (preferably in Lifesciences, Genetics, and Genomics)

• PhD in Life Sciences or relevant field

Experience

Prior sales experience or working with sales channel partners to accelerate product adoption (preferably in inside sales)

Experience coaching team members (direct or indirect)

Experience with CRM systems

• Experience working with research/life science customers

• Experience in a global team or organization
• Experience in fast-paced, matrixed sales environments
• Experience implementing marketing/sales campaigns

Knowledge/Skills/Abilities

• Knowledge of the Life Sciences & Genomics market
• Understanding of DNA sequencing technologies and applications
• Understanding of research vs. sales roles
• Fluent in English (verbal and written)
• Strong communication skills
• Takes initiative

• Knowledge of long-read sequencing platforms and applications
• Ability to use databases like PubMed, ResearchGate, or CRM
• Multilingual skills at a business level (verbal and written)

Attitude/Other Requirements

• Positive, can-do attitude
• Self-motivated
• Sound judgment and self-sufficiency
• Values teamwork

• Confidence, tact, and persuasiveness
• Desire to disrupt the market

About Us

Oxford Nanopore aims to bring societal benefits through accessible DNA and RNA analysis technology, used worldwide to understand biology and diseases. Founded in 2005 as a spin-out from the University of Oxford, employing over 1000 staff globally.