Inside Sales Manager

QuartzBio Overview:
QuartzBio (www.quartz.bio ) is a Software-as-a-Service (SaaS) solutions provider to the life sciences industry. We deliver innovative, data enabling technologies (i.e., software) that provide biotech/pharma (R&D) teams with enterprise-level access to sample/biomarker data management solutions & analytics, information, insight & reporting capabilities.
Our end-to-end (from sample collection to biomarker data) suite of solutions are focused on providing sponsors information (data with context) – we do this by connecting biospecimen, assay as well as clinical data sources in a secure and scalable cloud-based infrastructure, enabling seamless, automated data management workflows, key insight development, improved collaboration, and the ability to make faster, more informed decisions.

Inside Sales Specialist Job Description 
Position Summary: 
The Inside Sales Manager is responsible for identifying and closing significant business opportunities for QuartzBio in the assigned area of responsibility and/or region. This role focuses on lead generation, lead qualification, and continuous learning about QuartzBio’s products and services, aiming to empower customers through our SaaS suite of solutions. 
 
Essential functions of the job include but are not limited to: 

• Spend 70% of time on outreach activities such as phone calls, emails, and LinkedIn messages to generate new leads and opportunities.
• Dedicate 25% of time to reviewing, enriching, qualifying, and converting new lead records into contact records in Salesforce, with handoff to business development to continue nurturing the opportunity.
• Spend 5% of time on continued learning of QuartzBio products and services, as well as competitors, and updating tactics used in lead pursuit.
• Partner with the Business Development Directors to maintain a steady pipeline of qualified leads, ensuring alignment with organizational goals and KPIs.
• Lead the development and implementation of nurture tactics to convert current and prior leads to new business wins, leveraging lead generation content and analytics to inform strategy.
• Work closely with internal teams, including marketing, customer success, and product, to understand market needs, target personas, and key value propositions to properly engage and convert qualified leads.
• Develop and implement nurture tactics to convert current and prior leads to new business wins, including through use of lead generation content
• Apply sales process and methods to present solutions to prospects, overcome objections and use persuasive selling techniques to convert leads to Sales Qualified Leads (SQLs) to prepare for handoff to BD Directors.
• Manage the coordination of sales and business development calls with leadership, sales teams, and prospective customers, ensuring consistency and professionalism in communication.
• Document all activity and maintain accurate forecasting / current status of pipeline within CRM to ensure the most accurate records of sales conversations, including key customer questions and next steps to advance sales opportunities.
• Implement and execute territory planning to optimize performance against quota.
• Assesses pipeline and reprioritizes sales activity as necessary to ensure monthly quotas can be met.
• Identify potential clients and decision makers within the client organization, perform needs
• Track team performance metrics, report insights to leadership, and implement data-driven improvements.
• Analyze marketing and sales data to develop insights and make recommendations to optimize our marketing and lead nurturing processes
• Analyze, identify opportunities, and follow up with potential customers.
• Follow up on all marketing leads and website inquiries to qualify leads.
• Attend conferences, trade shows and meetings as required.
• Maintain contacts and opportunities using Salesforce.com.
• Ensure adherence to best practices and processes.
• Communicate effectively with team members and stakeholders.
• Take ownership of assigned tasks and projects.
• Contribute innovative ideas to improve processes.
• Understands work processes and the interdependencies.
• Collaborate with cross-functional teams to achieve departmental goals.
• Act as a liaison between inside sales and other departments, ensuring seamless integration of sales efforts with marketing, product, and customer success strategies.
• Continuously improve technical skills and stay up to date with emerging technologies.
• Contribute to strategic planning and decision-making.
• Other responsibilities as assigned. 
   

Qualifications: 
 
Minimum Required: 

• Bachelor’s Degree in Life Sciences, Business, Marketing, or related field.
• 5 to 8 years of relevant professional consultative sales experience or lead generation experience selling SAAS solutions to pharma and biotech industries.
• 0 to 3 years of experience working in a customer-facing role (e.g., internal and/or external).
• 1 to 3 years of experience leading technical projects.
• Strong problem-solving and analytical skills.
• Excellent communication and interpersonal skills.
• Ability to work independently as well as in a team environment.
• Attention to detail and ability to produce high-quality work.
• Ability to articulate ideas and write clear and concise reports.

Other Required: 

• Demonstrated experience with consultative sales approach, developing and qualifying prospect lists and making presentations to prospective clients to explain the business' products and services and their alignment with client needs.
• Experience in SaaS-based products and well-versed in CRM systems, has strong experience in virtual communication platforms, and demonstrates a polished and professional presence.
• Executes time-sensitive matters while maintaining accuracy and attention to detail
• Team player willing to collaborate and share knowledge.
• Ability to work independently, manage time and create plans to achieve personal goal.
• Ability to think creatively and strategically and act tactically in a dynamic environment.
• Must be self-directed and self-motivated to work at a highly technical level.
• Willing to travel up to 10%.
• Must possess a valid driver’s license allowing you to drive in the state(s) you drive in.   
• Able to travel both domestically and internationally including overnight stays.
• Must be able to read, write, speak fluently and comprehend the English language.

Leadership expectations: 

• Follows Company's Principals and code of ethics on a day-to-day basis.
• Shows appreciation for individual talents, differences, and abilities of fellow team members.
• Listens and responds with appropriate actions.
• Supports change initiatives and continuous process improvements.