Manager, Inside Sales

Danaher   •  

Buffalo Grove, IL

Industry: Manufacturing & Automotive


5 - 7 years

Posted 53 days ago


  • 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 ~$20M 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


  • Bachelors Degree
  • 5+ years of sales experience, selling both consumables and capital instruments
  • Bachelors Degree with a focus in the Life Sciences or Lab Medicine
  • 5+ years of sales experience, selling both consumables and capital instruments
  • 3+ years experience selling to clinical diagnostics/ life sciences customers
  • 2+ year experience with digital marketing programs and processes
  • 2+ 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
  • Proven record of using CRM or sales/marketing automation software
  • Travel: 0%-5%
  • 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 influencers 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
  • "Professionally social" – enjoys speaking on the phone with prospects and customers; demonstrates natural yet professional phone approach; able to build rapport during phone conversation
  • Bright – able to grasp nature of Leica Biosystems business, complexity of product lines
  • Tenacious and resourceful - unfazed by phone rejection / hang-ups
  • Self-motivated
  • Facile with computer skills - able to conduct data entry to capture prospect / lead / customer

  • Scope of the Role
  • Supervisory Responsibility:
  • Approximate Direct Reports: 7 Approximate Indirect Reports: 0
  • Financial Responsibility ~$20M Domestic/International/Global: Domestic

  • 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.