Inside Service Sales Executive – Lab Diagnostics

This is a fully remote position, open to applicants in Kansas, +4 more states.

📋 Description

• Drive revenue from services, enhance customer retention, and foster market growth within a designated portfolio of Siemens Healthineers Lab Diagnostics clients.

• Oversee a customer base with annual responsibilities exceeding $20M in contract bookings and more than $18M in revenue.

• Formulate and implement strategic account plans aimed at expanding current accounts.

• Propel service contract renewals, Master Service Agreements, warranty conversions, point-of-sale service agreements, and new business initiatives.

• Manage customer portfolios and sales pipelines while meeting targets for bookings, revenue, renewals, and sales activities.

• Establish and nurture long-term relationships with key decision-makers and stakeholders.

• Collaborate with Commercial Field Sales and Service representatives to identify, develop, and finalize service opportunities.

• Oversee the complete sales cycle, including prospecting, engagement, presentations, quoting, negotiation, contracting, follow-up, and closing.

• Investigate internal systems, customer history, market conditions, and competitive data to craft sales strategies, proposals, and pricing.

• Assist with sales forecasts, budgets, operational plans, and account strategies.

• Lead and engage in territory reviews and forecasting meetings.

• Design and deliver tailored presentations via phone, video, and in-person.

• Maintain precise CRM records, opportunity documentation, forecasts, customer notes, and sales activities.

• Collaborate with Field Service, Commercial Field Sales, Finance, Legal, Product Management, Marketing, and other stakeholders.

• Monitor and enhance market share while adhering to profitability guidelines.

• Achieve objectives related to bookings, revenue, renewal rates, call activity, pipeline, and CRM.

• Support the training and mentoring of new team members.

⛳️ Requirements

• A Bachelor's degree is preferred or an equivalent combination of education and experience.

• A minimum of 3 years of B2B sales experience, ideally within healthcare, medical devices, diagnostics, laboratory services, technology, or another complex sales sector.

• Proven success in selling within intricate environments and managing significant quotas while consistently meeting or surpassing sales goals.

• Strong consultative selling, prospecting, negotiation, presentation, communication, relationship management, and closing abilities.

• Capability to independently manage a complex and substantial book of business, forecast, analyze customer information, identify opportunities, and create effective sales strategies.

• Excellent organizational, time management, follow-through, and accuracy skills with the adaptability to shifting business conditions.

• Strong business acumen with a proven track record of strategic thinking and effective execution.

• Exceptional team orientation, collaboration, leadership, and interpersonal skills.

• Demonstrated capacity to identify opportunities, tackle business challenges, and achieve quantifiable results.

• Ability to learn and comprehend complex products, services, contracts, and business processes.

• Strong CRM discipline and experience in managing a sales pipeline.

• Proficiency in Microsoft Office applications, including Excel, Word, PowerPoint, and Outlook.

• Experience in full-cycle sales, encompassing Inside Sales, Account Management, Business Development, or similar roles.

• Experience selling service contracts, recurring-revenue solutions, warranties, maintenance agreements, or other service offerings.

• Familiarity with CRM systems and SAP.

• Proven prospecting skills and the ability to cultivate new business opportunities.

• Professional sales training such as SPIN Selling, Strategic Selling, Professional Selling Skills, Miller-Heiman, COF, or comparable programs.

• Willingness to travel approximately 25% for customer visits, training, meetings, and business requirements.

• Must fulfill applicable client Vendor Credentialing requirements, which may include valid identification, background checks, drug screenings, immunizations, annual TB testing, and healthcare training.

• Must be able to work with controlled technology in compliance with US export control laws.

🏝️ Benefits

• Medical insurance

• Dental insurance

• Vision insurance

• 401(k) retirement plan

• Life insurance

• Long-term and short-term disability insurance

• Paid parking/public transportation

• Paid time off

• Paid sick and safe time

• Variable incentive plan with target earnings of $94,000 at 100% plan achievement