Key Accountabilities:
The Inside Sales Specialist is responsible for driving revenue growth through proactive remote selling, customer engagement, and structured opportunity management. This role plays a critical part in managing underpenetrated segments, supporting field sales, and leading the end-to-end tender and quotation process while ensuring an excellent customer experience.
Key Responsibilities:
1. Revenue & Account Development
- Achieve assigned sales targets and KPIs.
- Drive revenue growth within selected accounts through proactive outreach via phone, email, and digital engagement.
- Increase sales in geographic areas or market segments not directly covered by field sales and complement field sales efforts on targeted accounts.
- Utilize installed base data to generate additional consumable and service revenue.
2. Tender & Quotation Management
Manage the end-to-end tender process, including:
- Identifying relevant tender opportunities
- Reviewing tender requirements and compliance criteria
- Coordinating documentation, pricing, and technical inputs
- Preparing and submitting tender responses within deadlines
- Ensure all tender submissions meet commercial, legal, and company policy requirements.
- Work closely with Sales, Marketing, Finance, and Operations to align pricing, product specifications, and delivery commitments.
- Track tender outcomes, maintain records, and analyze win/loss trends to improve future submissions.
- Provide accurate and timely quotations, product information, and commercial proposals to customers.
3. Pipeline & Forecast Management
- Build and manage a healthy sales pipeline for accounts allocated to ensure consistent opportunity progression and closure.
- Maintain accurate opportunity records in CRM.
- Submit weekly and quarterly forecasts with clear visibility of risks and upside opportunities.
4. Cross-Functional Collaboration
- Partner with ETMs and Product Marketing team to support lead development and campaign follow-up.
- Collaborate with Sales Support and Order Processing teams to uncover new business opportunities.
- Contribute to the development and adoption of the eShop platform within inside-sales-managed accounts.
5. Digital & CRM Utilization
- Leverage CRM tools and customer data to drive repeat purchases and targeted campaigns.
- Use social media and digital marketing programs to enhance engagement within selected customer groups.
- Ensure accurate and up-to-date customer, opportunity, and activity records in CRM.
6. Selective Field Engagement
- Conduct customer visits when business opportunities justify in-person relationship development.
Education, training, professional experience:
- Diploma in Business, Life Sciences, or related field.
- Experience in inside sales, commercial support, or customer-facing sales roles.
- Familiarity with tender/bid processes and quotation management is highly preferred.
- Strong communication and presentation skills (remote engagement).
- Good commercial awareness and attention to detail.
- Proficient in CRM systems and Microsoft Office tools.
- Highly organized with strong time and pipeline management skills
Professional competence, special knowledge (e.g.languages, IT):
- Consistent achievement of sales targets
- High tender submission accuracy and improved win rates
- Strong pipeline health and forecast reliability
- Increased penetration of underperforming segments
- Positive customer feedback and repeat business growth
Eppendorf Competencies:
- Customer Focus: Building strong customer relationships and delivering customer-centric solutions
- Decision Quality: Making good, timely decisions that keep the organization moving forward
- Collaborates: Building partnerships and working collaboratively with others to meet shared objectives
- Drives Results: Consistently achieving results, even under tough circumstances
- Communicates Effectively: Developing and delivering multi-mode communications that convey a clear understanding of the unique needs of different audiences
- Manages Ambiguity: Operating effectively, even when things are not certain or the way forward is not clear
- Instills Trust: Gaining the confidence and trust of others through honesty, integrity, and authenticity
- Ensures Accountability: Holding self and others accountable to meet commitments
- Cultivates Innovation: Creating new and better ways for the organization to be successful
