Job Details

Position Title: Inside Sales Representative - II

Work Location: Santa Rosa CA

Assignment Duration: 4 months

Work Arrangement: Onsite

Position Summary

Client is part of our organization's Diagnostics family of businesses, delivering industry-leading technologies to support diagnostic testing.

The position of Account Manager, Government Services, is within the Toxicology Business Unit. This role is focused on driving existing business retention and growth of mid-sized accounts while understanding market trends and government budget cycles.

This job description will be reviewed periodically and is subject to change by management.

Key Responsibilities

• Increase customer revenue through effective and informed cross and upselling of products and services in an assigned region. This is accomplished by making outbound calls and emails to discuss drug testing needs, business needs, capture reorder business and understand customer program growth.
• Relationship development with mid-sized customers through quarterly business reviews of key accounts in the region, and proactive and insightful outreach.
• Develop Territory Action Plan for the assigned region which include sales targets, focus areas, customer needs and anticipated trends to meet revenue goal.
• Analyze accounts and identify the sales potential of existing customers, understand sales cycles, budgets and funding.
• Monitor account performance and proactively address gaps in product adoption or usage, introduce new products promptly and effectively.
• Create, maintain, and provide accurate and timely sales forecast and pipeline information through capture in Salesforce.com.
• Develop relationships with customer personnel, make new contacts in other government and customer organizations to identify key purchasing decision makers to facilitate future sales.
• Work with other individuals and departments within the Government Services organization in a team-oriented fashion, supporting a unified approach to delivering customer solutions.
• Coordinate customer requests for contracts and renewals with the Contracts Team.

Qualification & Experience

• Bachelor's degree or equivalent combination of education and work experience.
• Toxicology industry knowledge preferred.
• Highly motivated and enthusiastic with strong written, verbal and interpersonal communication skills.
• Must be a self-starter, confident and skilled in forms of prospecting in large account environments, government account experience preferred.
• Ability to work well independently and as a team player to achieve aggressive sales revenue objectives.
• A competitive, results-oriented attitude with a strong work ethic and high level of integrity.

Working Conditions & Physical Demands

• Work is performed in an office environment.
• Prolonged periods of sitting at a desk and working on a computer.
• Frequent use of hands and fingers for typing, writing, and handling documents.
• Ability to communicate clearly in person, over the phone, and via electronic means.
• Occasional standing, walking, and reaching during meetings or presentations.
• Ability to lift and carry materials such as laptops, marketing collateral, or product samples (typically up to 20 lbs).
• Visual acuity to read documents, view computer screens, and interpret data.
• Travel requirements may involve driving or flying to client locations (if applicable)