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Director of Inside Sales and Marketing

Department: Regional Sales and Marketing

Location: Cambridge, Cambridgeshire, United Kingdom

Job Title:             Director of Inside Sales & Marketing, EMEA


 

Reports to:         Senior Director Sales, EMEA


 

Job purpose:


As the Director of Inside Sales & Marketing, this role will be responsible for defining and delivering marketing and demand generation strategies for the Regional direct territories to support Abcam’s strategic objectives. In this role the Director will have a deep understanding of marketing and demand generation strategy development and an advanced ability to make informed investment decisions and create fit for purpose sales strategies.

 

Role responsibilities:


  • Building and leading a highly effective team of marketing and inside sales.

  • Mentor and coach the team, assisting in the execution of duties where necessary, constantly honing their skills, ensuring their constant professional improvement

  • Deliver on revenue expectations for catalogue sales
  • Deliver on sales metrics including Churn minimisation and key account growth.

  • Qualify leads and makes decisions on discount strategy for opportunities.

  • Prospect for new business within target market segments 
  • Create and manage marketing plans and initiatives alongside the sales team that allow Abcam to target, personalize and influence relationships and purchasing decisions

  • Report on sales metrics and suggest improvements based upon data driven insights

  • Prepare monthly, quarterly and annual financial forecasts
  • Liaise with wider KAM team to drive alignment and partner on territory specific objectives and initiatives

  • Develop and implement a proactive strategy for prospecting new business, including customer outreach for qualified leads resulting from marketing campaigns/

  • Partner with the RA team to create a reference customer program and entertain direct relationship with Regional KOLs

  • Drive an increase in revenue with the existing customer base

  • Use customer feedback to generate ideas for new strategies
  • Partnering with Global Marketing to define demand generation program and event roadmap

  • Partner with Global Marketing to design effective training and sales support material.

  • Manage the regional budget for inside sales and Marketing, and take accountability for campaign effectiveness and ROI

  • Operationalize marketing led programs and events to ensure optimal execution, measurement, outcomes and accountability

  • Manage projects on time, on budget with controlled set of resources

  • Working closely with marketing to track and report on performance of marketing programs and investments, making data-driven decisions and adjustments for continual improvement, in line with Abcams goals

  • Keep up to date on industry trends, country specific funding and competitor landscape

  • Utilise CRM to lever value to gain customer insight on activity effectiveness.

  • Work with E-Procurement manager to manage e-pro functionality in accounts.


 
Summary of Job Requirements:


 
Essential
Desirable

Education, Training & Qualifications

  • MSC or higher, in a life science discipline or a related area.
 
 

Experience – work, research, voluntary, other

  • Minimum of 5 years’ experience in marketing and sales in the Life Science market
 
 

Specific skills & abilities

 
  • Ability to lead, develop, and motivate a team, leading them to the achievement or even surpassing of goals/targets.
  • Experience performing scientific and commercial presentations
  • Superb analytical skills: deep understanding of changing market dynamics & different business disciplines (IT, finance etc.)
  • Must have strong working knowledge of automation tools such as ELOQUA
  • Thorough knowledge of marketing principles (brand, product and service management) & ability to apply marketing techniques over digital (e.g. social media) and non-digital (e.g. press) channels
Experience in leading a marketing and/or sales function
 

Personal traits

  • Excellent communication skills both written and spoken
  • Demonstrated ability for problem prevention, detection and resolution
 
 

Circumstances

  • Regional and International travel may be required
 
 

Career progression opportunities

  • Many opportunities exist for development within the commercial organisation.
 
 



It’s our goal to provide a world-standard in protein research tools, technical support and delivery. When you join Abcam, you’ll join a global business with the passion and the vision to become the most influential company, and, best-loved brand in life sciences.


Our culture is one that empowers individuals, with responsibility given at an early stage. We place great emphasis on knowledge and experience. The working environment is friendly and fun but intense, with everybody working together as a team to deliver great service and the best solution to our customers. In addition to competitive salaries we can offer an attractive flexible benefits package which includes a profit-share scheme and share options.