Inside Sales Specialist |
Location: Raleigh, NC |
Merge eClinical, a division of Merge Healthcare, is a market leader in the development and delivery of services and software solutions for the clinical trials industry. Our innovative electronic data capture (EDC), Integrated Voice / Web Response (IVR/IWR), electronic diary (eDiary), and Image Intelligence solutions use leading-edge software technologies that accelerate the conduct of clinical trials for our pharmaceutical, CRO, biotech, and medical device customers. Merge eClinical is based in Raleigh, North Carolina while Merge Healthcare's corporate head quarters is located in Milwaukee, Wisconsin. Additional office sites include Chicago, IL, Seattle, WA, Hudson, OH, Toronto, ON, Nuenen, Netherlands and Shanghai, China. As a global service and product provider we are looking for talented and committed individuals to join our team and grow with the organization.
POSITION PURPOSE:
The Inside Sales Specialist (ISS) will be responsible for selling eClinical technologies and services to pharmaceutical, biotechs, and medical device companies as well as Contract Research Organizations (CROs) via the telephone and through tradeshow venues to existing and new clients. The Inside Sales Specialist will provide overall sales support to the outside sales team by producing qualified opportunities. This position must meet or exceed determined sales quotas. This function will also strive to Up-Sale a would-be Inside Sales prospect by exploring their needs/pains for potential larger eClinical opportunities which can be transitioned to the field for further drive and focus. When needed, this ISS will partner with the Outside Sales team to drive system/solution sales.
RESPONSIBILITIES/TASKS:
- Gain a strong understanding of Merge eClinical markets, products and service, along with other Merge markets, products and services.
- Utilize a pro-active strategic sales approach encompassing all phases of the sales cycle.
- Develop a strategy and specific tactics for anticipating and creating customer demand for eClinical and other Merge products.
- Compile lists of prospective customers as sales leads based on information gathered from research, from tradeshows, from the website and advertising, and from direct mail sources.
- Make outbound lead follow-up calls to potential and existing customers by telephone and email to qualify leads and sell products.
- Technically validate potential customer opportunities for viability.
- Opportunity qualification through detailed dialogue with prospective customers
- Provide product demos to customers on request.
- Perform all work in Salesforce.com and track lead against relevant campaign(s);
- Transition qualified opportunities to outside sales.
- Provide product and educational information and general information about the company.
- Attend tradeshows and help maintain sales contact database; cross-sell additional services and technologies to existing clients.
- Work to develop tools that increase the effectiveness of Merge eClinical through the various stages of the sales cycle.
REQUIRED QUALIFICATIONS:
- Knowledge of the clinical trial process.
- Strong technical and clinical expertise as it pertains to eClinical technology.
- Experience with strategic selling and planning skills.
- Strong leadership, financial, and business analysis skills.
- Strong written and oral communication skills.
- Ability to support sales force of varying experience.
- Self-motivated team player, willing to take a hands-on approach.
- In depth knowledge of Microsoft Excel, PowerPoint, and Word.
MINIMUM QUALIFICATIONS:
BA, BS, or comparable job experience in clinical trials, medical imaging or healthcare IT systems integration. :
DESIRED QUALIFICATIONS:
At least two years experience in sales / telemarketing / inside sales roles.
TRAVEL REQUIRED:
This position may require travel up to 10%.
Merge Healthcare is an Equal Opportunity Employer.