Inside Sales Account Manager

Marketlab; Grand Rapids (MI); On-site; USD 60,000 - 90,000; Full time

Job summary

Marketlab in Grand Rapids, MI is seeking an Inside Sales Account Manager to grow revenue by strengthening relationships with a portfolio of healthcare customers. You will advocate for clients, coordinate with internal teams, and deliver high-quality products through consultative selling and proactive service.

You will generate new leads, qualify needs, and build loyalty by daily outreach and on-site visits. Travel up to 10% is required to meet customers and secure pricing and availability.

Qualifications

• Bachelor’s degree in Sales, Marketing, Business, or Healthcare related field preferred, or equivalent experience.
• Two or more years of sales experience required; inside sales experience preferred.
• Healthcare sales or hospital procurement experience is a plus.
• Proficient with Microsoft Office and/or Google Workspace.
• Willingness to travel up to 10% for on-site customer meetings.

Responsibilities

• Grow sales and gross profit using relationship-based selling with existing customers and new leads.
• Provide dedicated account management and proactively engage customers for issues or opportunities.
• Prepare and present quotations establishing pricing based on profit margins; follow up to close sales.
• Stay informed on new products, services, and general information of interest to customers.
• Collaborate with marketing and cross-functional teams to implement campaigns and capture feedback.

Skills

Relationship building

Sales skills

Negotiation

Lead generation

Communication

Education

Bachelor's degree preferred

Tools

CRM software

Microsoft Office

Google Workspace

Job description

Marketlab is a market leading healthcare solutions organization specializing in the design, manufacturing, and sourcing of private label products. It’s our mission to provide our healthcare partners timely solutions with a straightforward approach based on knowing them and their work. Every day we strive to positively impact the lives of the people who in turn impact the health and wellness of our communities.

Marketlab’s success is built upon a foundation of collaboration, innovation, and the belief that every team member plays a vital role in creating an exceptional customer service experience.

THE OPPORTUNITY

The Inside Sales Account Manager is the face of Marketlab for our customers. You will establish long-term relationships with a portfolio of clients by living out the mission and values of Marketlab in every interaction. This position advocates for the client and communicates with internal teams to provide the highest quality products. This position reports to the Interim Manager, Inside Sales.

What You’ll Do:

• Grow sales and gross profit using relationship-based selling techniques with existing customers and new leads.
• Generate highly profitable sales and create customer loyalty by leveraging value-added services.
• Build customer loyalty and retention through daily outbound calls and face-to-face visits.
• Understand existing customers, qualify their needs, establish relationships, and exceed goals and objectives of various outbound contact situations. Gain greater share of customers’ annual spend of consumable goods.
• Provide dedicated account management and pro-actively engage with customers for any issues or opportunities regarding Marketlab’s services, products, samples, sourcing, and quoting.
• Work with vendors, product development and purchasing team to source customer product requests including securing pricing and availability and discount terms.
• Prepare and present quotations to customers establishing pricing based on profit margin guidelines; follow up on the status and close the sale.
• Contact targeted customers to better understand customer needs and establish the company as a preferred supplier.
• Validate the accuracy and completeness of all new customer contact information.
• Stay informed on new products, services, and other general information of interest to customers.
• Troubleshoot problems regarding established customer accounts. Answer questions regarding account activity, products, and coordinate complaints.
• Work with the marketing team to share industry insight, customer feedback and implement marketing specific campaigns.
• Miscellaneous projects as directed by Interim Manager, Inside Sales.

What You’ll Need:

• Bachelor’s degree in Sales, Marketing, Business, or Healthcare related field is preferred, or equivalent experience.
• Two or more years of sales experience is a requirement. Inside sales experience is preferred.
• Healthcare sales or hospital procurement experience preferred, selling consumable items in business-to-business situations also preferred.
• Experience in the direct mail catalog business model preferred.
• Demonstrated success in relationship building, selling skills, creating greater customer loyalty, and accomplished in achieving goals in spite of barriers or difficulties.
• Energetic, self-directed and excited about growing the company and increasing market share.
• Proficient with Microsoft Office and/or Google Workspace
• Familiarity with navigation of customer relationship databases.
• Willingness to travel up to 10% of the time for on-site customer meetings.
• Consultative Selling: Prioritize relationships and open dialogue with customers to identify and provide solutions to their needs.
• Stay hyper focused on the customer, rather than the product being sold.
• Understand the challenges faced by customers to better position solutions in a more compelling and effective way.
• Negotiation Skills: Facilitate and lead strategic discussions with customers that lead to the deal being confirmed and closed.
• Lead Generation: Identify and create a base of potential new customers/leads and assign them to the respective Inside Sales Representative.
• Work with the respective team member to turn leads into Marketlab customers.
• Communication: Use confident speech and body language to sell Marketlab products to customers. Provide clear, concise information and training surrounding Marketlab products to the customer and other members of the Marketlab team in order to effectively ensure that the customer’s needs are met.
• Ask clear, direct questions to learn more about the challenges the customer faces.
• Keep cross-functional teams up-to-date on customer feedback, market trends, etc. so that the company can stay proactive in meeting the customer’s needs.
• Creative Problem-Solving: Anticipate potential challenges related to the sales cycle and think outside of the box to find the best ways to solve them.
• Use product knowledge within the assigned category offerings to create different solutions for customers needs, specifically if the original product offered no longer meets the customer’s needs.
• Research and find creative ways to generate new leads for the assigned category.
• Create and continuously track customer needs analyses to stay up to date on changes within the customer’s business.
• Emotional Intelligence: Recognize, understand, and influence the emotions and behaviors of customers to ensure that the best outcome is met for all parties involved.
• Improve customer relationships by exhibiting empathy towards their challenges and providing solutions.
• Team/Collaboration: Cultivate a positive, collaborative environment in which teams across Marketlab can achieve optimal results.
• Work within Marketlab’s sales team and other cross-functional teams to ensure that resources are being utilized effectively and efficiently.
• Provide constructive input on products,