Inside Service Sales Executive – Lab Diagnostics

The Inside Service Sales Executive develops and executes strategic account plans to penetrate and expand existing accounts through service contract renewals, Master Service Agreements, warranty conversions, point-of-sale service agreements, and new business. The role requires strong consultative selling, business acumen, relationship management, and the ability to navigate complex sales cycles while partnering closely with Commercial Field Sales, Service, and internal stakeholders.

Key Responsibilities

• Achieve business objectives for the assigned territory, including account penetration, customer retention, revenue growth, market share, and profitability.
• Develop and execute strategic account plans to achieve assigned bookings, revenue, renewal, and business objectives.
• Drive service contract renewals, Master Service Agreements, warranty conversions, point-of-sale opportunities, and new business.
• Manage a large and complex customer portfolio and sales pipeline while consistently achieving or exceeding bookings, revenue, renewal, and sales activity targets.
• Identify, develop, build, and cultivate long-term customer relationships with key decision makers and stakeholders.
• Partner with Commercial Field Sales and Service representatives to identify, develop, and close service opportunities associated with existing and new equipment.
• Successfully manage the full sales cycle, including prospecting, customer engagement, presentations, quoting, negotiation, contracting, follow-up, and closing.
• Research internal systems, customer service history, market conditions, and competitive information to develop effective sales strategies, proposals, and pricing.
• Assist in developing sales forecasts, budgets, operating plans, and account strategies to support business objectives.
• Lead and participate in territory reviews and forecast meetings focused on market conditions, customer needs, competitive activities, pipeline development, and business performance.
• Create and deliver customized phone, video, and on-site presentations based on customers' clinical, operational, and financial needs.
• Maintain accurate CRM records, opportunity documentation, forecasts, customer notes, and sales activity while demonstrating strong CRM discipline and data integrity.
• Collaborate with the Field Service Team, Commercial Field Sales, Finance, Legal, Product Management, Marketing, and other internal stakeholders to support customers and close business.
• Monitor and grow market share while maintaining profitability guidelines established by the Service organization.
• Achieve established sales metrics, including bookings, revenue, renewal rates, call activity, pipeline, and CRM objectives.
• Ability to travel approximately 25% for customer visits, trainings, meetings, and business needs.
• Support the training and mentoring of new employees.

Required Knowledge, Skills, Education, and Experience

• Bachelor's degree is preferred or equivalent combination of education and experience.
• 3+ years of B2B sales experience, preferably in healthcare, medical devices, diagnostics, laboratory services, technology, or another complex sales environment.
• Demonstrated success selling in complex environments and managing large quotas while consistently meeting or exceeding sales objectives.
• Strong consultative selling, prospecting, negotiation, presentation, communication, relationship management, and closing skills.
• Ability to independently manage a large and complex book of business, forecast, analyze customer information, identify opportunities, and develop effective sales strategies.
• Strong organizational, time management, follow-through, and accuracy skills with the ability to adapt to changing business conditions.
• Strong business acumen and demonstrated ability to think strategically and execute effectively.
• Excellent team orientation, collaboration, leadership, and interpersonal skills.
• Demonstrated ability to identify opportunities, solve business challenges, and achieve measurable results.
• Ability to learn and understand complex products, services, contracts, and business processes.
• Strong CRM discipline and experience managing a sales pipeline.
• Proficiency with Microsoft Office applications, including Excel, Word, PowerPoint, and Outlook.

Preferred Knowledge, Skills, Education, and Experience

• Experience in full-cycle sales, including Inside Sales, Account Management, Business Development, or related roles.
• Experience selling service contracts, recurring-revenue solutions, warranties, maintenance agreements, or other service offerings.
• Experience utilizing CRM systems and SAP.
• Demonstrated prospecting skills and ability to develop new business opportunities.
• Professional sales training such as SPIN Selling, Strategic Selling, Professional Selling Skills, Miller-Heiman, COF, or similar.