Merck Group - Manager - Inside Sales - Research Solutions

Purpose :

Positons exists to achieve overall sales goals by leading a team of non-field executives responsible for selling over phone or online. Manages, coaches and develops a team enabling achievement of assigned goals and career progression. Provides line of sight into business performance through forecasting, reporting and pipeline management. Operates with fiscal responsibility

Scope of Responsibility

- Total number of employees supervised (in organization): Direct - 2; Indirect - NA

- Number of locations responsible for: All India

- Job Location : Bangalore

Essential Job Functions :

- Responsible for achieving assigned sales goals

- Develop a strategy for Inside sales and train the team of Inside Sales Account Managers

- Develop an inside sales orientation aligned to products, market and accounts

- Executes short and long-term growth strategy for assigned markets and product areas

- Plan, organize and manage the defined sales accounts through tele-communication

- Implement tele-sales strategies, achieve sales targets and increase market share within the territory / accounts;

- Conduct telemarketing to identify and target new growth points and new clients while retaining current core business;

- Analyzes account performance, market opportunity and other data to identify short-term growth opportunities

- Understand and communicate on key issues of customers and continuously improve customer satisfaction;

- Provide market intelligence and feedback to management

- Develops scripts, campaigns and other programs to support the achievement of sales goals

- Manages a regular cadence of internal meetings and processes to ensure effective and efficient execution of account and program based sales activities

- Analyzes team performance and identifies opportunities to optimize

- Build a climate of accountability for results, using disciplined performance management practices

Needs to bring in sales process focus with emphasis on the following :

- Market development

- Prospect

- Capabilities overview

- Qualify opportunities

- Present solutions

- Validation and trials

- Pricing and negotiations

- Closure

- Purchasing follow up

- Satisfaction follow up

Basic Qualifications :

- Graduate or post-graduate in any discipline; MBA preferred

- Working knowledge of sales principles, especially tele-sales

- At least 6-8 years of progressive experience within a large establishment with hands on inside sales experience

- Experience with working within matrix organizations, networking across multiple functional teams, and at all levels

Knowledge and Skills :

- Understanding of remote sales management

- Persuasion and negotiation ability

- Analyze and resolve or assist personnel in solving complex sales problems, oversees root cause investigations and the preparation of written report of findings.

- Effective leadership and communication skills (written, oral, listening, presentation)

- Learning agility

- English language fluency

Additional Local Needs

Position will operate largely out of Bangalore with almost negligible travel