Senior Manager, Inside Sales Programs & Operations - The EMMES Corporation

Senior Manager, Inside Sales Programs & Operations

US Remote

Emmes Group: Building a better future for us all.

Emmes Group is transforming the future of clinical research, bringing the promise of new medical discovery closer within reach for patients. Emmes Group was founded as Emmes more than 47 years ago, becoming one of the primary clinical research providers to the US government before expanding into public-private partnerships and commercial biopharma. Emmes has built industry leading capabilities in cell and gene therapy, vaccines and infectious diseases, ophthalmology, rare diseases, and neuroscience.

We believe the work we do will have a direct impact on patients’ lives and act accordingly. We stive to build a collaborative culture at the intersection of being a performance and people driven company. We’re looking for talented professionals eager to help advance clinical research as we work to embed innovation into the fabric of our company. If you share our motivations and passion in research, come join us!

Primary Purpose

The Inside Sales Program & Operations Manager will support the outbound prospecting efforts in close partnership with our Inside Sales Specialists (ISS). This role is pivotal in driving lead generation, optimizing performance, and supporting overall sales success. The ideal candidate will have extensive experience in sales development, marketing, a strong understanding of lead generation strategies, and exceptional communication skills. 

• Team Leader: Manage and coach a team of Inside Sales Specialists (ISS) to achieve sales prospecting targets and improve overall pipeline build performance. Contribute to the recruitment and training of new team members, ensuring they are equipped with the necessary skills and knowledge. Define performance metrics, and set expectations for pipeline creation. Accurately forecast weekly, monthly, and quarterly attainment.
• Outbound Prospecting Programs: Lead the development and execution of outbound prospecting programs to generate leads and opportunities for the sales team. Utilize HubSpot sales automation to streamline processes and optimize efficiency
• Performance Tracking: Monitor and analyze the performance of outbound prospecting programs. Track key metrics throughout the lead funnel and opportunity pipeline, providing insights to optimize program effectiveness. Report on lead volume, lead quality, velocity, conversion stage-to-stage, and average valueand ROI
• Target Account and Contact Lists: Collaborate with sales leadership to build target lists of accounts and contacts for outbound prospecting efforts, leveraging data intelligence tools to identify high-potential prospects. Address gaps in our prospecting account and persona data by leveraging Cognism, Citeline, LinkedIn, and SciLeads
• Process Oversight: Ensure that Sales Development Representatives adhere to standard processes and best practices for outbound prospecting activities. Develop handbooks and standard playbooks for sales development to provide guidance and training on effective prospecting techniques
• Optimization Strategies: Establish, standardize, document, and monitor all aspects related to ISS operational excellence i.e., ISS handbook, ISS playbooks, performance measures and metrics. Continuously identify opportunities for optimization and improvement in outbound prospecting programs. Test new approaches, messaging, and channels to enhance performance and achieve better results
• Content Development: Work with subject matter experts and content creators to develop relevant and impactful content for outbound prospecting programs. Provide input on messaging, positioning, and value propositions to resonate with target audiences. Oversee the testing, optimization, and measurement of ISS outreach messaging
• Cross-Functional Collaboration: Collaborate closely with sales, marketing, and other cross-functional teams to align outbound prospecting efforts with overall business goals and strategies. Foster a culture of collaboration and shared success

• Bachelor’s degree in business administration, marketing, or related technical field
• 8 to 10 years of experience in sales development and/or marketing roles
• Leadership: Strong leadership potential, with the ability to motivate and coach team members. Excellent analytical skills, with the ability to interpret sales data and metrics
• Inside Sales Expertise: Extensive experience in sales development, with a deep understanding of lead generation strategies, tactics, and best practices
• HubSpot Sales Automation: Proficiency in HubSpot sales automation and experience leveraging its features to streamline processes and optimize efficiency
• Data Intelligence Tools: Familiarity with data intelligence tools such as Cognism, LinkedIn Sales Navigator, SciLeads, and Citeline for prospecting and lead generation
• Demand Generation: Solid understanding of the lead funnel and opportunity pipeline, with the ability to track and analyze key metrics throughout the sales process
• Experience: Experience in life sciences or working at a Contract Research Organization (CRO) is a plus (preferred but not required)
• Project Management: Strong project management skills, with the ability to manage multiple projects simultaneously and meet deadlines in a fast-paced environment
• Communication Skills: Exceptional written and verbal communication skills, with the ability to craft compelling messaging and effectively communicate with internal and external stakeholders
• Analytical Mindset: Strong analytical skills, with the ability to interpret data, identify trends, and derive actionable insights to drive decision-making
• Strategic Thinking: Strategic mindset, able to develop and execute long-term plans to achieve business objectives and drive revenue growth

Why work at Emmes?

At Emmes, your actions and hard work will have a direct impact on public health initiatives, both globally and in our local communities with opportunities for volunteerism through our  Emmes Cares  community engagement program.   We offer a competitive benefits package focused on the health and needs of our growing workforce, including:

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The Emmes Company, LLC is an equal opportunity affirmative action employer and does not discriminate in its selection and employment practices. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, political affiliation, sexual orientation, gender identity, marital status, disability, protected veteran status, genetic information, age, or other legally protected characteristics.