Inside Sales Team Lead in Buffalo Grove, Illinois at Leica Biosystems

Date Posted: 5/8/2018

Job Snapshot

Job Description

Job ID: SEL001254

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

Position Summary :

The Leica Biosystems Inside Sales Team is looking for a Team Lead to help sustain the strong revenue growth momentum that this team has built since it was established in 2017. The Inside Sales Team Lead will be a “Player-Coach”, with responsibilities for commercial execution (driving to an annual sales target) AND team coaching, support and daily management of the four-member inside sales team.
The Inside Sales Team Lead focus areas will be:
  • Commercial execution to generate top-line growth.
  • Sell the Leica Biosystems Sectioning Solutions Portfolio. 
  • Convert marketing generated leads (in-bound) for capital instruments to sales.
  • Understand broader sales opportunities: Understand the customer’s overall workflow, identify cross-selling opportunities and share these with colleagues in other sales verticals.
  • Nurture leads that are not sales ready. 
  • Remain engaged with customers that are interested in Leica products, but not ready to purchase and ensure that Leica is their first-choice when they do purchase.
Inside Sales Team Coaching, Support, and Daily Management:
  • Selling Skills Enhancement: Conduct ‘phone-boothing’ sessions as needed to help the team further hone selling skills, and drive the deployment of SPIN selling techniques.
  • Daily Management of assisting each Inside Sales representative with the development of a Commercial Initiative action plan, and drive progress against this action plan.
  • Coordinate internal lead generation to identify opportunities for inside sales-led lead generation activities and coordinate the execution of these activities.
  • Day-to-day issue resolution and escalation. 
  • Help the team navigate the Leica organization and drive to day-to-day issues to resolution.
The successful candidate will not only be an effective seller with a track-record of success, but also be credible (drawing upon a body of prior experiences in similar situations) and effectively influence without authority. 

Critical measures of success are:
  • Total quota achieved (individual only, no responsibility for team quota achievement).
  • Team completion of assigned commercial initiative.
  • Number of phone-boothing and coaching sessions conducted.

Job Requirements



Qualifications

Required Education, Experience, Skills:

  • Associates Degree
  • 7-10 years of phone- and email-based sales experience. 
  • Experience selling capital equipment (short sales cycle, $15-30K ASP) through inside sales.
  • 2-3 years of experience developing and coaching inside sales reps. 
  • 2-3 years of experience driving daily management (team stand-ups, KPI review).

Desired Education, Experience, Skills:

  • College degree with a focus in the Life Sciences or Lab Medicine

  • 3-5 years of inside sales team management experience.
  • 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.
  • Ability and desire to quickly learn about Leica Biosystems and Tissue Diagnostics.
  • Familiarity with CRM or sales/marketing automation software is a plus. 


Travel: 0%-5%


Language: English 


Competencies/Behaviors: 

  • Strong communication and selling skills.
  • Able to influence the team to follow coaching without supervisory authority.
  • Able to offer coaching in a non-threatening and constructive manner. 
  • Able to politely and thoughtfully navigate to key decision makers and influencer's of medical diagnostic instrumentation and consumables purchases.
  • Quick on his/her feet – able to ask thoughtful questions, able to respond to objections and identify ways for Leica Biosystems to gain access to site / contact.
  • Able to go “off script” as necessary based upon direction of phone conversation yet remains focused on qualifying individual.






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, dental, environmental and applied solutions. Our globally diverse team of 62,000 associates is united by a common culture and operating system, the Danaher Business System, which serves as our competitive advantage. We generated $16.9B in revenue last year. We are ranked #133 on the Fortune 500 and our stock has outperformed the S&P 500 by more than 1,300% over 20 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. LBSRSR