Supervisor, Inside Sales

Job Locations US-VA-Manassas
Job ID
Sales & Marketing


Founded in 1925, ATCC is a non-profit organization with a mission to acquire, authenticate, preserve, develop, standardize, and distribute biological materials and information for the advancement and application of scientific knowledge.

The Supervisor, Inside Sales is responsible for supervising the inside sales team and leading by example, leveraging ATCC’s extensive capabilities, products and services portfolio to the assigned territory, focusing on the academic and smaller for profit research markets to extend the company’s reach and accelerate revenue growth and profitability. The Supervisor, Inside Sales works as part of the Sales and Marketing team with both existing and prospective customers by leveraging marketing initiatives, managing leads, qualifying prospects and closing sales to increase revenue of ATCC products and services via phone, email and social media contact. The incumbent actively supports and complies with all ATCC corporate and program policies and procedures.


The Supervisor, Inside Sales works under minimum supervision. Functions are to be completed in a timely manner with acceptable quality


  1. Works with Director of Business Development and the Marketing & Sales team to create an inside sales infrastructure, including training for the inside sales team, establishing lead tracking mechanisms, reporting metrics and developing sales protocols and scripts to assure maxim close rates and revenue targets.
  2. Identifies, evaluates and executes opportunities to supply products, services and capabilities to both existing and prospective customers within an assigned territory and the inside sales territories.
  3. Motivates and supervises the internal sales team to surpass revenue targets in assigned territories (as well as deliver on the assigned territory).
  4. Leads by example and conducts outbound calls with existing customers to maintain relationship and revenue, increase awareness of the breadth of the ATCC product offering, and close additional sales by cross- and up-selling.
  5. Conducts outbound calls to new contacts, both those provided by marketing activities (email, site registrations, tradeshow leads, etc.) and by the Inside Sales Supervisor’s own efforts, to expand the customer base within the assigned territory as well as the inside sales team.
  6. Works with the team and leads by example to create and maintain customer records within the designated systems (e.g. CRM) to track customer contacts, buying preferences and other key data.
  7. Works with internal functions such as marketing, manufacturing, technical services and customer care as part of extended team to provide a seamless, high quality customer experience while growing the business.
  8. Serves as a conduit of both customer and competitor information to ATCC for the purposes of providing customer suggestions and feedback, market trends and new product needs.
  9. Supervises and handles inbound requests for special pricing or terms when requests are outside the limits of Customer Care personnel.
  10. Performs other related duties as assigned.


Education and Experience:


BS/BA with eight (8) years’ experience in a life science field and a minimum of four years (4) years inside sales experience – two (2) of which as a team lead in a player-coach role. Track record of exceeding sales goals in a high-energy, fast paced environment is required.


Knowledge, Skills and Abilities:

  •  A demonstrated track record in supervising inside sales and negotiating and closing sales opportunities is required. Relevant experience, including lead development, negotiation and sales funnel management is required. Demonstrated track record of being pro-active and assertive in supervising an inside sales team to accomplish revenue goals.
  • Knowledge of molecular assays and pre-clinical biopharmaceutical development is a plus.
  • Demonstrated strategic thinking, business instincts, creativity, and sound judgment are required.
  • Strong negotiation skills are required, accompanied by effective interpersonal, consensus building, and influencing skills. Ability to effectively negotiate with and influence potential clients and internal staff required.
  • Familiarity with a variety of sales concepts, practices, and procedures, including the use of CRM systems for lead generation and tracking.
  • Proven ability to think strategically and problem solve.
  • Proven supervisory and relationship building skills required.
  • Excellent communication skills, including writing, articulating, listening, and questioning skills required. Must be able to communicate effectively with individuals at all levels inside and outside the company and in a variety of disciplines regarding business, scientific, and regulatory principles and practices.
  • Excellent planning, time management, organizational, and prioritization skills are required.
  • The ability to effectively shift priorities and supervise a team working at a rapid pace is required. Ability to prioritize and handle multiple tasks and motivate team to complete customer contacts in a timely and orderly fashion. Desire to work in a dynamic and fast paced environment.
  • Highly motivated and capable of working effectively and supervising a dynamic team.
  • Strong organizational skills and attention to detail, especially in respect to correspondence and in reviewing associated documents.
  • Travel up to 5% may be required.


ATCC is an Equal Opportunity Employer and does not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class.


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