Manager, Inside Sales in Buffalo Grove, Illinois at Leica Biosystems

Date Posted: 10/9/2019

Job Snapshot

Job Description

Job ID: SEL001825

About Us

Leica Biosystems is a global leader in workflow solutions and automation. As the only company to own the workflow from biopsy to diagnosis, we are uniquely positioned to break down the barriers between each of these steps.  Our mission of “Advancing Cancer Diagnostics, Improving Lives” is at the heart of our corporate culture. Our easy-to-use and consistently reliable offerings help improve workflow efficiency and diagnostic confidence. The company is represented in over 100 countries. It has manufacturing facilities in 9 countries, sales and service organizations in 19 countries, and an international network of dealers. The company is headquartered in Nussloch, Germany. Visit LeicaBiosystems.com  for more information.

Leica Biosystems is an equal opportunity employer. We evaluate qualified applicants without regard to race, color, national origin, religion, gender, age, marital status, disability, veteran status, sexual orientation, gender identity, or any other characteristic protected by law.

All employment offers are contingent upon successful completion of our pre-employment drug screening and background/criminal check.
Be sure to follow Leica Biosystems on LinkedIn!


Description

The Leica Biosystems (LBS) Inside Sales Manager is a new position that has been created to support and sustain the growth (in terms of sales and associates) of this channel. The Inside Sales Manager will be responsible for leading a highly engaged 7-person team driving ~$30M in sales revenue through a focus on strong commercial process (funnel management and forecasting) and sales associate coaching (opportunity strategy development) 

The Inside Sales Manager focus areas will be:

Commercial planning and strategy development:
  • Inform commission plans and quota targets for the inside sales team 
  • Refine sales territories based on team expansion
  • Identify growth initiatives and drive action plans to realize growth
  • Drive associate recruitment in support of channel expansion plans
Commercial execution:
  • Drive weekly funnel reviews with the teams to provide opportunity coaching and accurate forecasting
  • Assist each Inside Sales representative with the development of a Commercial Initiative action plan, and drive progress against this action plan
  • Lead the development of KPIs and deploy daily management/ visual management for the early and proactive identification of risks and issues
  • Drive the Problem Solving Process (PSP) to understand team revenue gap (or in support of the portfolio supported by the inside sales team)
  • Actively partner with the marketing team to drive tactical marketing campaigns based on market opportunities
  • Identify roadblocks/hurdles to effective collaboration with the field sales team
  • Participate in monthly funnel reviews with area sales directors
Inside Sales team support and development:
  • Conduct annual performance reviews and support the development of sales associates by helping team identify (and address) blind spots and further enhance strengths
  • Support selling skills enhancement by conduct ‘phone-boothing’ sessions as needed and drive the deployment of SPIN selling techniques
  • Drive coordination of team schedules and ensure adequate vacation/sickness coverage
  • Identify and assign ‘team development’ initiative to each member, and oversee the completion of assigned initiatives
  • The successful candidate will have a track-record of selling success, credibility (drawing upon a body of prior experiences, selling consumables and capital to research/diagnostics customer) and the ability to effectively influence without authority. 
Critical measures of success are:
  • Total team quota achieved (Instrument revenues and consumable revenues) vs. deployed targets
  • Forecasting Accuracy
  • Team engagement index improvement

Job Requirements



Qualifications

Required Education, Experience, Skills

Education:  
  • Bachelors Degree or equivalent experience managing customer service or inside sales
Experience: 
  • 12 months of experience driving commercial initiatives (in a sales or marketing capacity)
  • Demonstrated track record of effectively driving process improvement

Desired Education, Experience, Skills
Education:  
  • MBA
Experience: 
  • 5+ years’ sales experience, selling both consumables and capital instruments
  • 3+ years’ experience selling to clinical diagnostics/ life sciences customers
  • 2+ years’ experience with digital marketing programs and processes
  • 2+ years’ of inside sales team management experience
Skills:
  • Ability to influence without authority – this will be a critical skill in ensuring a strong and positive team dynamic
  • Speak and write English with native proficiency and communicate exceptionally well on the phone and online
  • Formal sales training (Miller Heiman, SPIN, Challenger etc.) and prior experience working in a CRM system for opportunity management is very beneficial
  • Experience in either business to business sales or marketing in a medical devices / healthcare industry environment would be very beneficial
  • Ability to understand complex instruments, and communicate differences to customers in an easy-to-understand manner
  • Ability to provide coaching to help the team further improve customer engagement
  • Proven record of using CRM or sales/marketing automation software


Travel: 0%-5%

Language: English 


Internal Relationships: 
  • Reports directly to Director of Growth, NA
  • This position interacts with Field Sales reps and managers, Technical reps, Marketing, Logistics, Accounts Receivable, ComOps and Customer Service

External Relationships:
  • Providing high-level customer satisfaction and service for the defined product range, customer base and market segments.


Physical Demands & Working Environment
The physical demands and work environment characteristics described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

Physical demands:  While performing the duties of this job, the employee is occasionally required to walk, sit, stand, use hand to finger, handle or feel objects, tools, or controls; reach with hands and arms; balance, stoop, bend, talk and hear.  
  • Specific vision abilities required by the job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust focus.  

Work environment:  While performing the duties of this job, most work is in an office environment setting.  Lighting and temperature are adequate.  The noise level in the work environment is usually quiet to moderate.



Diversity & Inclusion
At Danaher, we are dedicated to building and sustaining a truly diverse and inclusive culture. These are not just words on a page—Diversity and Inclusion is a top priority for the company, and it ties deeply to each of our core values. Danaher Corporation and all Danaher Companies are equal opportunity employers that evaluate applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity, or other characteristics protected by law.





Danaher Corporation Overview

Danaher is a global science & technology innovator committed to helping our customers solve complex challenges and improve quality of life worldwide. Our world class brands are leaders in some of the most demanding and attractive industries, including life sciences, medical diagnostics, environmental and applied solutions. Our globally diverse team of 71,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $19.9B in revenue last year. We are ranked #162 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 5,200% over 25 years.
At Danaher, you can build a career in a way no other company can duplicate. Our brands allow us to offer dynamic careers across multiple industries. We're innovative, fast-paced, results-oriented, and we win. We need talented people to keep winning. Here you'll learn how DBS is used to shape strategy, focus execution, align our people, and create value for customers and shareholders. Come join our winning team.
Danaher is committed to competitive compensation that typically has key components including base salary, variable annual incentive compensation based on personal and company performance, and long-term incentive.