Inside Sales Account Manager

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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 represents their KPIs:

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

1: Sales Generation - Key Responsibilities

Effectively use of 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 vigorous prospecting plans to generate 10 new prospects per day. Manage metrics
3. Demonstrating use of chosen sales methodologies in selling and prospecting
4. Implement, in territory, quarterly prospecting campaigns with marketing. Manage metrics
5. Proactively target competitor accounts to generate sales opportunities
6. Follow up high grade leads from Marketing including: event leads, webinars and marketing activities

2: Customer Relationship Management - Key Responsibilities

Effectively manages Customer Relationships, seeking help and support when required, to ensure best possible 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, on a quarterly basis to generate increased sales income. Review with Sales Manager
3. Manage specific sales campaigns, in established accounts, as directed by Sales Manager

3: Leverage Product and Market toolsets, skillets and mindset to drive Sales - Key Responsibilities

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

1. Ensure personal toolsets and skillsets are up to date on latest product developments, marketing campaigns/information and competitor activities by leveraging available resources
2. Responsible for ensuring account plans, strategies and sales activities reflect product, market and competitive changes
3. As required, proactively ensure effective alignment with Field Team, Sales Development Representatives and Sales Management of on territory Avantor sales activity
4. Ensure all customer Sales and Marketing communications are aligned to company policy and completed through Seismic live send or digital sales rooms

4: Effective and timely Sales Funnel Management using required systems SFDC and Seismic - Key Responsibilities

Demonstrates effective and appropriate use of Sales Tools and Processes, provided, to drive sales, manage accounts and provide reporting by:

1. Responsible and accountable for ensuring personal knowledge, including tools and skills training, is up to date and relevant to all developments within ONT sales funnel management tools and systems. Seeks help where required
2. Responsible and accountable for ensuring continuous home page monitoring, taking appropriate and timely action within deadlines. Seeks help where required
3. Quickly demonstrates SME expertise in use of SFDC and Seismic applications to support sales funnel management requirements

5: Effective management of on territory Channel Partners - Key Responsibilities

Demonstrates capability and capacity to continuously develop positive relationships that drives Channel Partner sales efforts to support personal quota achievement by:

1. Work with Channel Partners and ONT Field Teams to develop key account sales strategies that deliver consistent results from specific sales activities and campaigns. With specific focus on;
   1. Key Account Sales Generation
   2. Key Account Customer Relationship Management
   3. Leverage products and marketing campaigns and tools
   4. Sales funnel management
2. Provide guidance to, on territory, Channel representatives to improve their sales performance and outcomes
3. Grow a broad network across all Channel partner stakeholders that improve relationships and drive sales outcomes on territory

PERSON SPECIFICATION Essential Desirable Qualifications/ Education

• BSc degree and/or Masters (preferably in the Lifesciences, genetics and genomics)

• PhD level qualification (Life Sciences or relevant field)

Experience
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

• Experience working in a global team or organisation
• Experience of working in a fast-paced matrixed sales and service environment
• Experience in implementing marketing/sales campaigns

Knowledge/Skills/

Abilities

• 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

• Knowledge of long read sequencing platforms and current applications
• How to use databases to extract information e.g. PubMed, Researchgate or CRM
• Multi-lingual to business level conversation - verbal and written

Attitude/Other
Requirements

• Positive, can-do attitude
• Self-motivated
• Sound judgement and self-sufficient
• Values teamwork

• Confidence, tact and a persuasive manner
• Desire to disrupt the market

About Us

Oxford Nanopore's goal is to bring the widest benefits to society through enabling the analysis of anything, by anyone, anywhere. The company has developed a new generation of nanopore-based sensing technology enabling the real-time, high-performance, accessible and scalable analysis of DNA and RNA. The technology is used in more than 100 countries to understand the biology of humans and diseases, plants, animals, bacteria, viruses and whole environments.

Oxford Nanopore was founded in 2005 as a spin-out from the University of Oxford and now employs over 1000 employees around the world.