Sr. Manager Inside Sales - Nelson Laboratories Holdings, LLC

Postion Summary:

The Sr. Manager of Inside Sales - Americas is responsible for the inside selling activities for the laboratory business unit including delivering profitable volume growth from key accounts; recruiting, training and managing the regional inside sales team; preparing and managing sales forecasts and financial budgets, and managing inside sales incentive plans. The Manager of Inside Sales - Americas is also responsible for maintaining our customer-centric culture and representing our customers' voice within the organization. This position reports to the Director of Sales and Marketing.

Essential Duties:

Management:

• Responsible for partnering with the Outside Sales Team to create and deliver the annual and long-range sales plan for the region.

• Participates in development of company sales and growth plans, identifies opportunities, risks and problems related to all company sales activities and recommends actions and solutions.
• Coordinates with Operations to win and coordinate new work and optimize the customer experience through internal process improvements.
• Builds, maintains and directs an efficient, motivated, well-trained and effective regional inside sales organization.
• Leads the Regional Account Manager team in completing annual sales goals and long-term customer loyalty
• Manages overall opportunity pipeline development and tracking, leveraging industry best practices and CRM functions to find, track, and win new business.
• Monitor day-to-day workflow of Regional Account Representative team
• Manage staffing levels to ensure daily coverage of inbound customer demand and make recommendations on team headcount to support growing sales volume
• Partner with Sales Operations to optimize processes and workflows across the selling pipeline from opportunity discovery to final ordering
• Balances team activity between reactive demand servicing and proactive account development growth.
• Work with finance and sales leadership to review, justify, and implement custom pricing, discount programs and potential rebate levels (complete the deal sheet)
• Assist with contract review process and negotiation to ensure that standard terms are met in agreements
• Executes sales programs in accordance with approved policies while keeping management informed of significant sales developments affecting the company. Interprets company policy and guides sales team on matters beyond their authority and experience.
• Assists in the development of sales objectives and their accomplishment by the regional sales team.
• Plans and conducts periodic regional inside sales meetings for the purpose of educating, training and motivating the sales organization. Conducts and participates in customer meetings and trade shows as required.
• Travels in the field calling on present and prospective customers in conjunction with sales staff to assist them as needed and train them in effective sales techniques and product knowledge.
• Prepares and recommends regional inside sales expense budgets. Ensures regional sales operations are within approved budgets.
• Assists in the preparation and interpretation of reports regarding sales and markets and compares sales forecasts with actual sales and sales plans and goals.
• Assists in providing critical customer feedback to be used in developing the communications and marketing efforts
• Other duties may be assigned.

Regulatory Compliance

• Know and follow applicable regulatory requirements (GMP, GLP, ISO, etc.).
• Know and follow company policies and procedures.
• Complete required training on time.

Competencies of this position

• Able to lead, manage and train team members
• Be a data-driven decision maker with an understanding of sales methodologies, sales operations, and data-driven marketing
• Good verbal and written communication skills
• Able to multi-task and be self-motivated
• Able to respond to voicemails, emails and other communications in a timely manner
• Basic computer skills- general knowledge of Microsoft Office
• Excellent customer service skills
• Able to manage multi-faceted projects
• Able to delegate, follow-up and manage accountability
• Extensive management/supervisory experience

Work Environment:

This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, keyboards, printers, etc,

Travel requirements:

Occasional travel during the business day. Some out-of-the area and overnight travel may be expected. May be required to attend trade shows, seminars, and conferences in addition to sales travel.

Physical requirements:

The physical demands described here are a representative of those that must be met to perform the essential job functions.

Must be able to remain in a stationary sitting/standing position at a desk while using a computer monitor and keyboard, computer mouse and telephone 90% of the day and move/traverse, bend and twist 10% of the day. This position may require occasional lifting of 0lbs - 45lbs.

Education and experience preferences:

• Bachelors Degree in a related field
• 5+ years of direct, customer-facing selling experience
• 5+ years of sales management experience

The name Sotera Health was inspired by Soteria, the Greek goddess of safety, and reflects the Company's unwavering commitment to its mission, Safeguarding Global Health®. Sotera Health Company is a leading global provider of mission-critical sterilization and lab testing and advisory services for the healthcare industry. With a combined tenure across our businesses of nearly 200 years and our industry recognized scientific and technological expertise, we help to ensure the safety of millions of patients and healthcare practitioners around the world every year. Across our 64 facilities worldwide, we have over 3,000 employees who are dedicated to safety and quality. We are a trusted partner to more than 5,800 customers in over 50 countries, including more than 40 of the top 50 medical device companies and 8 of the top 10 global pharmaceutical companies.

Sotera Health goes to market through its three best-in-class businesses - Sterigenics®, Nordion® and Nelson Labs®. Sterigenics is a leading global provider of outsourced terminal sterilization and irradiation services for the medical device, pharmaceutical, food safety and advanced applications markets. Nordion is the leading global provider of Co-60 and gamma irradiators, which are key components to the gamma sterilization process. Nelson Labs is a global leader in outsourced microbiological and analytical chemistry testing and advisory services for the medical device and pharmaceutical industries. Learn more about Sotera Health at soterahealth.com.