The Workplace Inside Sales Representative (ISR) is responsible for driving revenue growth through proactive customer engagement, lead management, account development, and sales execution activities. The role serves as a key point of contact for workplace customers, supporting both new business acquisition and existing account growth. The ISR works closely with Business Development Representatives, Account Executives, Customer Service, Operations, and other stakeholders to ensure exceptional customer experience while promoting Abbott's workplace testing solutions.
Key Responsibilities
Sales Support and Opportunity Management
Manage inbound and outbound sales activities to support business growth objectives.
Qualify customer inquiries and identify potential revenue opportunities.
Develop, maintain, and manage a sales pipeline of active prospects and customers.
Support lead generation, opportunity qualification, and conversion activities.
Execute follow-up strategies to advance opportunities through the sales cycle.
Meet or exceed assigned sales and activity targets
Customer Engagement
Establish and maintain strong relationships with prospective and existing workplace customers.
Understand customer business requirements and recommend appropriate workplace testing solutions.
Respond to customer inquiries via phone, email, and virtual meetings.
Provide accurate product, service, and program information.
Deliver an exceptional customer experience throughout the sales journey.
Quotation and Sales Administration
Prepare and deliver quotations, pricing requests, and sales proposals.
Ensure accuracy of customer information, pricing, and sales documentation.
Track and monitor quotation status and conversion opportunities.
Coordinate onboarding and account setup activities for new customers.
Maintain organized customer and sales records.
Account Growth and Retention
Identify upselling and cross-selling opportunities within existing customer accounts.
Support customer retention initiatives and account expansion strategies.
Maintain proactive customer communication to strengthen business relationships.
Assist customers in identifying solutions that support their workplace testing programs.
Collaboration and Coordination
Partner with Business Development Representatives, Account Executives, Customer Service, Operations, and Sales Leadership teams.
Coordinate customer meetings, product presentations, and follow-up activities.
Support strategic commercial initiatives and revenue growth objectives.
Escalate customer issues appropriately and coordinate timely resolution.
Reporting and Documentation
Maintain accurate opportunity records and customer interactions within Salesforce and other CRM platforms.
Document customer communications, sales activities, and account updates.
Generate reports related to sales activities, lead conversions, pipeline performance, and revenue opportunities.
Monitor performance against established targets and operational metrics.
Qualifications
Education and Experience
Completed at least two (2) years of college education, Associate Degree, or Bachelor's Degree.
Minimum of 1-3 years of experience in inside sales, customer service, account management, sales support, or business development.
Experience using Salesforce or similar CRM platforms is preferred.
Experience within healthcare, diagnostics, workplace screening, or related industries is an advantage.
Skills and Competencies
Strong sales and customer relationship management skills.
Excellent verbal and written English communication skills.
Strong negotiation, influencing, and presentation abilities.
Customer-focused with proven problem-solving skills.
Ability to manage multiple priorities and deadlines.
Proficient in Salesforce, Microsoft Office, and CRM technologies.
Excellent organizational and time management skills.
Results-oriented with the ability to meet performance goals.
Key Performance Indicators (KPIs)
Revenue Generated
Sales Quota Attainment
Number of Qualified Opportunities
Lead-to-Opportunity Conversion Rate
Opportunity-to-Sale Conversion Rate
Customer Retention Rate
Customer Satisfaction Metrics
Pipeline Value and Growth
Upselling and Cross-selling Opportunities Generated
Monthly and Annual Sales Target Achievement
Personal Attributes
Self-motivated and proactive.
Strong business and commercial acumen.
Customer-focused and relationship-driven.
Collaborative and team-oriented.
Highly organized and detail-oriented.
Adaptable in a fast-paced and changing environment.
Positive attitude with a strong work ethic.
The Workplace Inside Sales Representative plays a critical role in supporting Abbott's commercial strategy by identifying opportunities, building customer relationships, and driving revenue growth. This position contributes to the continued success of Abbott's workplace testing business through exceptional customer engagement, effective opportunity management, and a commitment to delivering value-driven solutions to customers.