Inside Sales Manager

Location: Stone, Staffordshire Hybrid working, 2 days a week in our Stone Office)

Status: Permanent, Full Time 

Package: Competitive Salary, Flexible Working, Development & Opportunity (Personal & Technical), Private Medical (Optical & Dental options), Matching Contributory Pension, 25 Days Leave + Public Holidays + Buy and Sell Scheme, Life Insurance, Referral Scheme, Employee Assistance Program, Benefits Hub.

Who’s Instem? Well, we’re a global provider of bespoke industry-leading software solutions and services, which facilitate the pre-clinical, and clinical phases of the drug discovery process. We have over fifteen products in our portfolio, used by over 700 pharmaceutical clients (including all the top 25!)

What’s the culture/environment like? For a global business of over 400 staff, we very much have a family feel. You’ll be part of a friendly, communal, solution based, flexible environment, where you’ll feel empowered, valued and accountable. We’ll invest in you as a person and encourage you to take part in companywide workshops for wellbeing, mental health, critical conversations, and strengths.

If you are an experienced Sales professional and are looking to move to an internal role, this could be the position you are searching for.

The Inside Sales Manager is a senior individual contributor responsible for driving qualified pipeline creation through sales development and lead generation within the life sciences sector. This is not a people management role. It is designed for an experienced sales professional with a strong life sciences background who understands scientific buyers, regulated environments, and complex B2B decision making.

The role owns early stage commercial engagement across defined regions, accounts, or product areas, converting both outbound targets and inbound interest into sales ready opportunities. Success requires credibility with scientific and technical stakeholders, structured qualification, and close alignment with Marketing and Field Sales.

What are you responsible for?

Life Sciences Sales Development and Lead Generation

• Lead proactive outbound sales development across pharmaceutical, biotech, CRO, and related life sciences organisations.
• Identify, research, and engage target accounts and buyer personas including scientists, toxicologists, regulatory, IT, and commercial leaders.
• Execute multi channel outreach using email, phone, LinkedIn, and events tailored to scientific and regulatory audiences.
• Convert marketing generated leads into qualified opportunities through informed, consultative discovery.
  
  
  

Opportunity Qualification and Pipeline Creation

• Generate consistent, high quality pipeline aligned to agreed revenue and territory targets.
• Conduct early discovery conversations to understand scientific workflows, regulatory drivers, and business impact.
• Apply structured qualification frameworks to validate use case, fit, urgency, stakeholders, and buying process.
• Deliver clear and detailed handovers to Field Sales including technical context, qualification detail, and recommended next steps.
  
  
  

Account and Market Insight

• Maintain a strong understanding of life sciences markets, buyer roles, and industry trends.

Identify trigger events such as funding rounds, regulatory milestones, organisational change, or pipeline expansion.

Feed customer insight, objections, and competitive intelligence back into Sales, Marketing, and Product teams.

Sales and Marketing Alignment

• Partner with Marketing on campaign execution, account based initiatives, and event follow up.
• Support pre event outreach and post event qualification to maximise meeting quality and pipeline impact.
• Provide feedback on messaging resonance and lead quality within life sciences segments.
  
  
  

CRM and Commercial Discipline

• Maintain accurate CRM records covering activity, qualification notes, lead status, and opportunity progression.
• Track personal performance against KPIs including activity quality, conversion rates, and pipeline contribution.
• Operate with a disciplined, data driven approach focused on pipeline quality rather than volume alone.
  
  
  

Skills, Knowledge, Experience

• Proven experience in inside sales, sales development, or lead generation within the life sciences industry.

Background working with pharmaceutical, biotech, CRO, medical device, or regulated scientific organisations.

Ability to engage credibly with scientific, technical, and regulatory stakeholders.

Demonstrated success generating qualified pipeline in complex, multi stakeholder B2B sales environments.

Strong discovery, questioning, and qualification skills.

Experience using CRM platforms such as Salesforce and sales engagement tools.

Self directed, commercially minded, and comfortable operating as a senior individual contributor.

An Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, colour, religion, sex, sexual orientation, gender identity, national origin, or protected veteran status and will not be discriminated against on the basis of disability.

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