Job Overview:

  • Works closely with Senior/Executive Directors of Sales and/or Vice President of Sales on client selection strategy, Inside Sales Manager (ISM) assignment, and account development plans.
  • Manages, trains and provides leadership (coaching, mentoring, guiding, challenging, problem solving etc) to assigned ISMs.
  • Hires and develops diverse talent for open positions.
  • Assigns accounts, territories and forecasts individual territory sales goals.
  • Delivers lead generation and awards goals.
  • Partners with Marketing colleagues on lead generation and awareness campaigns.
  • Partners with Field Sales Leaders to heighten client communication and maintain efficient processes between Inside Sales and Field Sales.
  • Stays current and coaches team on Social Selling, Social listening and partners with eMarketing / Marketing Demand Management in leveraging latest methods of client contact and engagement.
  • Assists sales team in developing internal and external relationships and identifying new market opportunities.
  • Manages team performance and feedback providing guidance on development opportunities and action plans.
  • Monitors and controls team operating expenses.
  • Leads scheduled networking events and team meetings.
  • Functions as an advisor to Inside Sales Managers, troubleshooting and resolving internal and external issues.
  • Facilitates strong internal relationships and communication with operational colleagues.
  • Identifies and executes process improvement opportunities.
  • Utilizes SFDC to manage team pipeline, forecast and analyze key sales metrics.
  • Develops ISM coaching/action plans as needed.
  • Gathers and shares market intelligence and competitive information with sales team, Sales Directors and marketing.
  • Assists with annual sales meeting planning.
  • Provides sales reports/updates to Senior Management.


  • Bachelors degree in life science or business field preferred; advanced degree preferred
  • Advanced industry knowledge
  • Demonstrated client retention skills
  • Ability to manage difficult client and/or financial situations
  • Ability to differentiate Labcorp Drug Development from competitors
  • Experience developing and executing strategic business plans
  • Ability to manage and motivate inside sales staff
  • Demonstrated leadership experience in leading and presenting to executives and senior levels of the client organization
  • Extensive global collaboration experience
  • Highly consultative
  • Strong customer orientation
  • Excellent negotiation skills and demonstrated ability to influence sales decisions
  • Demonstrated ability to lead
  • Experience managing people


  • 7+ years sales (or relevant) experience selling services directly to the pharmaceutical and biotech section with direct interaction with mid-level and executive level decision makers