Inside Sales Manager

Univar USA   •  

Morrisville, NC

Industry: Biotech/Pharma


Less than 5 years

Posted 372 days ago

Specific Duties and Responsibilities:

  • Hires and trains new Account Representatives.
  • Provides guidance regarding consultative sales techniques, product knowledge and performance expectations.
  • Serves as a resource for the Account Representatives: Facilitates communication between the branches and the representatives;
  • Employs sales and industry knowledge to help the representatives develop strategies at all accounts under their responsibility;
  • Helps the Account Representatives troubleshoot customer issues as they arise.
  • Evaluates Account Representatives effectiveness and productivity through the tracking of account activity and sales & margin growth.
  • Conducts frequent joint sales calls with Account Representatives to provide first-hand coaching in the development of selling skills and to increase penetration of all accounts.
  • Coaches Account Representatives in preparing detailed sales plan, forecasting customer demand, and implementing Univar USA’s marketing plans and strategy (e.g. maximize sales of key products).
  • Creates and maintains sales territories and the assignment of accounts to maximize Account Representatives productivity.
  • Implements sales strategies that support national initiatives while identifying areas of opportunity specific to respective region.
  • Per Industry vertical and Univar leadership, determines appropriate competitive pricing arrangements for select products & industries based on organizational sales goals & profit margins.
  • Demonstrates proficient use of sales automation tool set in addition to proficient use of PC and all related software/tools, and all Univar sales tools (UPAT, Manage My Quotes, UVX,, etc.).
  • Understands Univar USA’s products and services and applications of key products.
  • Safeguards all company assets including account/territory knowledge. Coordinates and administers corporate personnel policies and programs within assigned territory and area of responsibility.



  • Four-yeardegree or equivalent business experience.
  • Knowledge of chemicaldistribution business a plus.
  • Minimum 3 to 5 years salesexperience.
  • Experience managing an inside sales team strongly preferred.
  • High level of decision-making ability, balancing customer’s needs and company objectives.
  • Strong leadership experience with the ability to gain and maintain credibility throughout the organization.
  • Strong interpersonal skills in coaching and team building with all levels of people in the organization.
  • Strong communication skills, both verbal and written.
  • Experience using CRM/Sales metrics to measure and drive sales growth.
  • Strong negotiation and problem solving skills.
  • Excellent telephone and consultative selling skills.
  •  Knowledgeable of pricing and marketing strategy.
  •  Strong PC skills including: Excel, Outlook, CRM, sales tools, etc.