Inside Sales Specialist – Advanced and Primary Materials

From forensics to nanotechnology, our analytical systems and solutions help the world’s top researchers do ground-breaking work on the small things that make big things possible. We’re after enquiring minds, imaginative thinkers, and proud geeks. Those who are irresistibly drawn to hard problems others can’t crack. Those who are always thinking ‘what if…’. Does this sound like you? Then read on….

This is a National based position. MAIN PURPOSE OF JOB:

Inside Sales plays a pivotal role in the pre-sales process at Malvern Panalytical as they are often the first technical interaction between a prospective customer and the company. Excellent verbal, listening and questioning skills are required, as well as a solid understanding of our products and how they are used in industrial and academic environments. Inside Sales qualifies the sales readiness of all potential sales prospects and nurtures longer term opportunities using a team approach.

The employee must possess a balance of scientific, technical, application, and sales knowledge that can be applied to these customer interactions. Attention to detail is a must, particularly when entering data into our Salesforce database. A successful Inside Sales Specialist will have frequent communication with potential customers and others involved in the sales process. They must be commercially savvy, with a high sense of urgency, to maintain Malvern Panalytical’s reputation of customer centricity. This customer centricity is an important factor is differentiating Malvern Panalytical from its competition. They must have sales skills to enable them to ask the right probing questions, handle objections, and qualify the prospect properly based on specific criteria. The Inside Sales Specialist must also possess outstanding time managements skills, and should be able to work well in teams.

REPORTING LINE: DEPARTMENT: Marketing

  • Line Manager: Inside Sales Manager

SPECIFIC DUTIES & RESPONSIBILITIES:

  • Inside Sales resides in the Marketing team, acting as an important link between Marketing and Sales, enabling improvements in sales and marketing effectiveness, and in sales and marketing alignment and communications in a B2B environment. Like the field sales team, the Inside Sales team has a sector-based approach to sales. This position will work closely with the rest of the Advanced and Primary Materials Sales team to ensure that the sector targets are achieved.
  • Must be proficient in the features, benefits, specifications, and value propositions of Malvern Panalytical’s technical products, as well as in their use in a variety of industries and applications for which they are used around the world. This technical knowledge is required in order to converse at the proper level with scientists, engineers, and academics in a wide variety of fields and disciplines.
  • Qualify all incoming leads and distribute them according to established rules and guidelines.
  • Become a power user of Malvern Panalytical’s systems for sales. The Inside Sales group must become experts in Salesforce and other tools that may be used to increase sales effectiveness. In addition, they must be willing to embrace new sales strategies/techniques as they are introduced.
  • Ensure the data collected during a qualification is accurately entered into Malvern Panalytical’s systems. This data should be entered in a detailed fashion that is compatible with established sales protocols. It should be assumed that both the US and UK offices will use any and all collected information.
  • Perform at or above established standards/metrics for the Inside Sales team. To achieve positive results, targets for both B to A opportunity upgrades and new A opportunities added to the sales pipeline must be met or exceeded.
  • Collaborate with other functional areas like Account Managers, Technical Specialists, Customer Support, Applications, Database Administrators, Marketing, and upper management. These interactions are often focused on moving sales opportunities forward and/or learning of new sales opportunities to pursue.
  • Take on any special project work as directed by the Inside Sales Manager

IMPACT:

  • Major impact on customer satisfaction.
  • Growth and profitability of Sales Revenue.
  • Maintains and build upon the professional image of Malvern Panalytical Inc.

ACCOUNTABILITY:

  • Works closely with the Inside Sales Manager and others to implement the specific strategy to drive Malvern Panalytical’s sector-based business.
  • Operates within the overall policy of the company and keeps within its written rules.

COMMUNICATION:

Customer Communication

  • Daily verbal and written communication with potential and existing customers.

Internal Communication

  • Regular communication with Inside Sales Manager, other members of the Inside Sales team, Product Management, Director of Marketing, Advanced and Primary Materials Field Teams and Sales Managers.

ENVIRONMENT AND HOURS:

  • The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions.
  • This is a remote position. Some travel might be required.

REQUIRED KNOWLEDGE, SKILLS AND EXPERIENCE:

Entry Qualifications

  • Bachelor of Science (B.S.) or higher; or two to four years related experience and/or training; or equivalent combination of education and experience.
  • Preferred background in material science, chemical engineerin chemistry, or related field.

Skills & Experience

  • Two to four years related experience and/or training.

Knowledge

  • The employee must be fluent in both written and spoken English.
    • This would include, but is not limited to, conversing with potential customers to establish a mutually beneficial dialogue, writing email responses, maintaining information in a database, and preparing reports.
  • The employee must understand the technologies offered by Malvern Panalytical and relate them to the proposed applications of potential customers (product training will be provided).
    • This will almost always require an understanding of the physical sciences.

CORE COMPETENCIES:

  • Communication
  • Time Management skills
  • Cooperation and Team working
  • Adaptability
  • Expertise and Professionalism
  • Problem Solving / Analysis

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