Inside Sales Account Manager

Position Summary Drive incremental sales for the business at an account level by cross or up selling, obtaining, and converting new business opportunities while driving the growth and sales to meet the needs of the business. You will be partnered with a Regional Sales Executive and report to Director of Sales. Essential Functions and Responsibilities: • Support your team to reach the daily, monthly, quarterly, and annual revenue goals set by and for the company. • Generating new sales opportunities using existing customer database to grow sales.

• Ensure the data in CRM Salesforce is always accurate/updated and complete the information required to help reach the set metrics and goals. • Assist in educating and nurturing opportunities until sales involvement is appropriate. May include tracking of opportunities, lead, and/or accounts and maintain scheduled communication. Support establishing and qualifying new accounts from internal and external sources with scheduled ongoing tasks.
• Contact the assigned accounts for cross sell/ up sell opportunities in a timely and effective manner. • Work closely with your assigned Regional Sales Executive to build relationships with your team’s assigned leads and/or accounts, meet unmet needs, drive revenue, review accounts to identify new sales opportunities. • Educate customers on our values, services, medications, policies, and procedures. • Possess a persistent attitude in discovering customers’ needs and opportunities to sell additional medications within existing business verticals or introduce appropriate new verticals by uncovering unmet or existing needs.

Meet or exceed daily performance metrics & revenue goals as expressed by leadership quarterly, which will include, but not limited to the following: Subject to change at the discretion of management with advanced notice o Must meet 90% of quarterly quota total to qualify for bonus, in addition to the requirements mentioned below. Subject to change based on business need & will not be eligible for bonus unless requirements are met. o Scheduled Tasks are required for every lead/account/opportunity unless dead. When working leads, on-hold leads must have a scheduled task in the future for whomever will be handling next connection.
o Minimum of 500 calls per quarter - 10 connected individual calls per day. ? No Connection - 1 Call & 1 Email for the same Account = 1 Activity, not 2. ?
Connection – 1 Call & 1 Email for the same Account = 2 Activities. ? Connection means you spoke to a decision maker and had a conversation. o Scenario of Connection- you connect with someone in the office who can provide you some insight into the practice & you are able to find out the decision-maker's name + contact info.
o Internal, CS, & Admin Activity do not count towards the total Sales Activities per Lead/Account/Opportunity. o First sales activity should occur within the first 30 mins of your shift & continue consistently throughout the day. o Spend a maximum of 10% of time (as measured in activities) on non-sales related activity including customer service-related activities. o Connect with new or current practices/providers that come through internal departments within the same business day unless inquiry comes in 60 minutes before your day ends.
o Work with your Regional Sales Executive to coordinate contact for new medium/large lead timely within the same business day unless lead comes in 60 minutes before your day ends. 2 • Prospecting for new business may be required. • Ensure scheduled connections are set and conducted on time for assigned accounts within your team scope as outlined in CRM Salesforce. This may also include new leads.

• Comply with all appropriate company, state and federal policies, procedures, and regulations. • Integrate and work as a team, being able to perform the allocated portion of the tasks while managing time effectively. • Use the tools available (CRM Salesforce, Power BI, Modus, Microsoft Teams, Microsoft Office 365) to analyze revenue and account trend data. Utilizing all your resources daily.
• Articulate service differentiators and formulary offerings. • Performs all other related duties as assigned by Director of Sales