Azenta

Azenta Inc.

At Azenta, new ideas, new technologies and new ways of thinking are driving our future. Our customer focused culture encourages employees to embrace innovation and challenge the status quo with novel thinking and collaborative work relationships.

All we accomplish is grounded in our core values of Customer Focus, Achievement, Accountability, Teamwork, Employee Value and Integrity

Job Title

Commercial Enablement/Inside Sales Manager, Sample Repository Services

Job Description

How You’ll Add Value

The Commercial Enablement/Inside Sales Manager for Sample Repository Services (SRS) will be a pivotal role in accelerating revenue growth and strengthening alignment between Marketing, Product Management, and Sales. By developing and executing a robust enablement strategy, this role will equip the global SRS commercial team with the tools, insights, and processes needed to drive bookings and improve conversion rates. In parallel, through proactive lead generation and inside sales efforts, the position will expand Azenta’s sales pipeline, maximize the impact of marketing campaigns, and ensure seamless coverage across territories. Together, these efforts will enhance sales effectiveness, increase visibility into performance, and drive sustainable growth for Sample Repository Services.

What You’ll Do

As the Commercial Enablement/Inside Sales Manager for our Sample Repository Services you will have a hybrid role:

Commercial Enablement

• Develop and execute a comprehensive enablement strategy and plan in collaboration with commercial leaders, product management, and marketing to drive bookings and revenue growth. In this role, you will be responsible for developing, executing, and optimizing strategies that empower our global commercial teams to succeed. Working cross-functionally, you will facilitate the development of tools and materials that will enable the commercial team to drive revenue growth. This role requires an experienced professional with a strong understanding of the life sciences and biotech industry and a passion for process and effective reporting to ensure transparency. Azenta will benefit immensely from the strong alignment you will continue to build between Marketing and Sales to ensure maximum value for lead generation programs driven by conversion, lead flow process (and improvement), and opportunity creation.

Inside Sales

• Generate sales demand and pipeline revenue through developing leads and addressing leads received through our marketing campaigns and website. The primary focus of this role is to identify the most fruitful lead sources and build a strong funnel of high-quality opportunities for Azenta’s Sample Management Solutions. The role will work closely with the Field Sales teams, Sales Senior Management and Marketing to achieve aggressive growth targets while progressing leads in Saleforce.com. Additionally, the Inside Sales role will cover open or unassigned sales territories. In the inside sales role, you will be asked to assist with Transportation proposal/opportunities (in conjunction with the transportation operations team). You will have an assigned quota for this portion.

Key Responsibilities:

Commercial Enablement:

• Collaborate with Global Market Development on the design and implementation of commercial enablement tools and resources that equip internal teams and channel partners to effectively position and sell our products
• Facilitate the development of training materials and sessions that focus on product messaging that addresses key customer pain points

Lead Flow Process and Optimization:

• Manage lead tracking and processing of tradeshows, partner events, website engagement, third-party, and other lead-generating activities to ensure that “no lead is left behind.”
• Work together with Inside Sales to take appropriate action on inbound leads and strategize and implement outbound prospecting activities
• Ensure optimization of these programs by taking a “test and learn” approach and then quickly adjust the approach based upon outcomes
• Develop reports that illuminate the current lead pipeline, analyze the results, and make recommendations for improvement and optimization to key stakeholders and leadership
• Work closely with Marketing to discover and pursue the best new/expanded sources of lead generation

Inside Sales:

• Work within the Global Inside Sales Team to generate and qualify new leads and opportunities for Azenta’s Sample Management Solutions Portfolio (Sample Repository Solutions specifically)
• Follow up inquiries from tradeshows, webinars, marketing qualified leads to further qualify the customer to determine which solutions fits their needs before handoff to field sales
• Engage customers via social media and email campaigns, light cold calling, and other lead generation activities to help grow
• Manage the early sales cycle for opportunities in your territory
• For those open territories and/or assigned territories, you will have accountability for the full sales cycle
• Work cooperatively with Marketing to develop promotional campaigns and messaging to build brand awareness for Azenta’ s Sample Management Solutions
• Build understanding and trusted relationships with prospective customers to identify the appropriate services and create great experiences
• Coordinate closely with Management and track activities and opportunities.
• Build cooperative relationships with other groups within the organization to support business needs
• When needed, support client tours and site events at our biorepositories
• This role may eventually have the Inside Sales teams within the reporting structure

What You Will Bring

• Bachelor’s degree in Marketing, Business, Life Sciences, or a related field; advanced degree preferred
• 5+ years of experience in marketing, commercial enablement, or similar roles, preferably in the life sciences, healthcare, or biotech industry
• Proven track record of developing and managing commercial enablement resources in a complex, highly regulated market
• Strong understanding of B2B marketing strategies and a deep knowledge of life sciences market dynamics
• Excellent project management skills with the ability to handle multiple priorities and meet deadlines
• Strong interpersonal and communication skills to effectively build relationships and influence internal stakeholders and external partners
• Experience using CRM and marketing automation tools (e.g., Salesforce, LinkedIn/Sales Navigator, HubSpot, YesWare, ZoomInfo and SalesQL) and familiarity with digital marketing techniques
• Previous specialized sales training including demonstration/presentation skills

Your Working Conditions:

• Occasional travel may be required to attend partner meetings, industry events, and company training sessions. This will include global travel.
• Location is office-based in the Indianapolis area

If any applicant is unable to complete an application or respond to a job opening because of a disability, please email at Recruiting@azenta.com for assistance.

Azenta is an Equal Opportunity Employer. This company considers candidates regardless of race, color, age, religion, gender, sexual orientation, gender identity, national origin, disability or veteran status.

United States Base Compensation: $77,000.00 - $92,000.00

The posted pay range for this position is an estimate based on current market data and internal pay structure. Final compensation may vary above or below this range depending on factors such as experience, education (including licensure and certifications), qualifications, performance, and geographic location, among other relevant business or organizational needs.