CAS uses intuitive technology, unparalleled scientific content and unmatched human expertise to help companies create groundbreaking innovations that benefit the world. As the scientific information solutions division of the American Chemical Society, CAS manages the largest curated reservoir of scientific knowledge, and for 111 years, has helped innovators mine, assess and apply that information to keep businesses thriving. The CAS team is global, diverse, endlessly curious and strives to make scientific insights accessible to innovators worldwide.
CAS is currently seeking a Business Development Manager. This position will be based in Southern California.
Accountable for profitable achievement of sales objectives associated with new business acquisition in an assigned territory strategically prospecting into target accounts, seeking to secure qualified meeting opportunities. Identifies new customer opportunities, tracks selling activities, manages contact information for sales prospects. Delivers sales presentations and collects information about prospective clients to assist in development of marketing plans. Partners with internal subject matter expert functions throughout the sales process to advance opportunities.
Generates revenue utilizing sales opportunity process via necessary sales and support visits, calls, emails and presentations with the expectation of creating, advancing, and closing revenue opportunities within an assigned territory. This includes aggressive prospecting and scheduling product sales demonstrations and product orientations to potential prospects.
Identifies and gains access to decision makers. Cultivates relationships with the most senior buyer in the client organization as well as networking with day-to-day client representatives and buyers.
Source prospects, educate and qualify leads to create sales-ready opportunities.
Must be able to effectively identify, communicate and work through customer problems, issues and opportunities.
Anticipates and drives growth of additional services and coverage levels by conducting thorough needs assessments and matches these needs to the appropriate solutions.
Follow the established sales process and consistently utilize the CRM to document prospect interaction, ensuring efficient lead management
Develop and maintain daily plans to maximize phone time, including pre-call planning, adhering to metrics and customized scripts based on prospect type.
Attend/present at trade shows, events and conferences
Minimum Education/Experience/Technological Knowledge
Bachelor's Degree in Science related fields, business, communications or other related disciplines
5+ years of sales related experience including lead generation, inside and outside sales, business development
Proven ability to build networks and leverage connections to drive sales
Experience leveraging LinkedIn and other prospecting tools
Experience selling science related solutions and/or information/intellectual property
Strong capacity to articulate industry-specific value proposition to address customer pain points
2 years' experience with CRM and opportunity management systems, preferably Salesforce.com
Demonstrated experience with virtual selling tools such as GoToMeeting, Web-Ex and other comparable tools
CAS offers a competitive salary and comprehensive benefits package, including a generous vacation plan, medical, dental, vision insurance plans, and employee savings and retirement plans. Candidates for this position must be authorized to work in the United States and not require work authorization sponsorship by our company for this position now or in the future. EEO/Minority/Female/Disabled/Veteran.
Chemical Abstracts Service, A Division Of The American Chemical Society