Skyland Analytics, a Colorado-based company, provides data management and analytics software and services for process manufacturers in the biotech, pharmaceutical and chemical industries.

The advent of personal medicine combined with more complex, global supply chains and an increased regulatory focus on data integrity are significant challenges for the life sciences industry. This provides significant growth opportunities for Skyland which supplies FDA-compliant software solutions to emerging and global biopharma companies and their contract manufacturers (CMOs). Skyland Analytics is growing – and looking for talented people that are passionate about this patient-centric industry and are looking to join an innovative company with a long history of success in this sector. This is an exciting time to join the Skyland team, a company with a uniquely collaborative and customer-focused culture.

OVERVIEW
The Inside Sales Specialist will be responsible for converting marketing and sales leads into well-characterized opportunities for our Skyland PIMS® software. This will be achieved primarily using phone, email, digital campaigns, and LinkedIn contact that identify and qualify target accounts. The role will be responsible for support of sales and marketing campaigns and progressing leads in the CRM database. This position reports to the VP Sales, with a career path to Account Executive/Account Manager in the sales organization.

RESPONSIBILITIES

• Segmenting leads / accounts using pre-defined rules and helping further characterize accounts for targeting. Qualifying leads from global marketing campaigns and maintaining updates in the CRM database.
• Establishing a direct relationship, primarily through telephone, email and LinkedIn contact with new prospects to determine their objectives, buying criteria and decision-making processes for present and future business needs as they relate to Skyland PIMS software.
• Maintaining outbound telephone call and email rates to assure contact with assigned prospects and acting as the main interface between the prospect and the organization until you are able to confirm they meet our BANT qualifiable criteria (i.e., they have a project Budget, the Authority to make purchase decision, a Need for our solution and a Timeline for project completion) and ready to be handed off to senior sales resources. The Inside Sales Specialist will initially focus on surfacing:
  • An initiative already in existence at the Target Account related to Skyland’s offering (e.g., Data Integrity, CPV, Knowledge Management, Process Understanding). In this case the Inside Sales Specialist will reinforce alignment.
  • An existing work process that is deficient and can be improved by raising awareness and proactive education of the use of more modern digital solutions to improve efficiency and reduce risk.
  • Working with marketing to assess effectiveness of Lead Generation Campaigns in helping to generate New Target Accounts and progress In Process Target Accounts.
  • Work closely with the VP of Sales and Head of Business Operations in the handoff of opportunities entering the sales pipeline – denoted at a minimum level of confidence as “Speculative” in the CRM.

REQUIREMENTS

• Key Skills
  • Telephone selling skills, including the ability to negotiate, persuade and influence
  • Ability to effectively engage at all levels and translate individual needs into an overall map of prospect’s business needs.
  • Detail oriented with proven follow-through and lead management capabilities
  • Skilled at working with a CRM, organizing sales process workflow, prioritizing effectively and generating reports.
  • Personable, comfortable and credible working in a highly technical environment
  • Experience in working remotely in an effective and productive manner.
  • Work effectively with Sales and Marketing
• Experience
  • Required: At least 3-5 years of enterprise level Software-as-a-Service (SaaS) sales experience having reached success as an inside sales position, consistently meeting targets and quotas or experience as an outside salesperson.
  • Preferred: Experience with technical value propositions and selling in a technical, scientific, or engineering environment
  • Desired: Experience in the life science industry
  • Desired: Fluent in German
• Education
  • Bachelor’s degree or equivalent in marketing, business, IT, science or engineering

REPORTS TO:
VP Sales

SUPERVISORY RESPONSIBILITY
This position has no supervisory responsibility.

WORK ENVIRONMENT
The job operates either in a home office, a professional environment or the Company’s headquarters in Niwot, Colorado (with the appropriate precautions taken during the COVID-19 pandemic).

PHYSICAL DEMANDS
The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of the job. This is largely a sedentary role.

POSITION TYPE/EXPECTED HOURS OF WORK
This is a full-time position. Days and hours of work are Monday through Friday during normal business hours. Additional hours as required.

OTHER DUTIES
Please note this job description is not designed to cover a comprehensive listing of all activities, duties or responsibilities that are required of the employee for this job. Duties and responsibilities and activities may change at any time with or without notice.