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Austin, Inside Sales Manager, North America at Integrated DNA Technologies: Advize Career Interview
From running campus activities to leading inside sales at Integrated DNA Technologies, this career path showcases an exciting journey from marketing to sales within the biotech industry.
The role involves strategic planning, team leadership, and a deep understanding of customer needs in the rapidly evolving world of DNA and RNA technologies.
The Inside Sales Manager role emphasizes listening skills, a strong work ethic, and the ability to adapt and learn technical information quickly.
A high reward comes from coaching a team, witnessing the impact of biotech advancements on critical research, and building relationships with scientists, a far cry from typical sales tactics.
Key challenges include effective time management and the need to be constantly available. Individuals thrive in the field by being detail-oriented, adaptable, and driven by a mission to improve lives.
A great starting point for those interested can be sales development or inside sales rep positions.
Importantly, one must learn to advocate for oneself and career goals to unlock unique opportunities, proving that a willingness to learn and connect with others is a key ingredient to success.
Advizer Information
Name
Job Title
Company
Undergrad
Grad Programs
Majors
Industries
Job Functions
Traits
Austin Jacobs
Inside Sales Manager, North America
Integrated DNA Technologies
University of San Diego
Finance, Marketing
Biotechnology & Pharmaceutical
Sales and Client Management
Honors Student, Scholarship Recipient
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Career Path of an Inside Sales Manager North America at IDT
Austin's career path began with heavy involvement in campus activities at the University of San Diego, including running "the bull pit" and starting the National Collegiate Student Section Association, and unexpectedly shifted towards biotech after a marketing internship at Illumina, where Austin stayed for seven years, moving from brand strategy, including naming products and leading a global rebrand, to inside sales selling service contracts and the whole portfolio of products before transitioning to Integrated DNA Technologies (IDT) as a field sales representative and now, inside sales manager for North America.
Main Responsibilities Of An Inside Sales Manager At Integrated DNA Technologies
As an Inside Sales Manager at Integrated DNA Technologies, Austin's primary responsibilities include ensuring the team is equipped for success and contributing to strategic planning by identifying key areas of focus based on market trends and company direction, deciding "if we can go after 10 different avenues, what are the two or three that we're really gonna prioritize". Austin also manages customer escalations, enhances internal processes for a better customer experience, and oversees the lead process, both inbound and outbound.
A Day in the Life of a North American Inside Sales Manager at Integrated DNA Technologies
An Inside Sales Manager's day at Integrated DNA Technologies is filled with meetings, from individual check-ins with sales reps to strategizing and "reporting up" to the VP of Sales and other sales leaders, including forecasting to ensure the company meets targets for Wall Street, as it's a publicly traded company. The role also involves data analysis to identify sales gaps and supporting the team by "triaging situations that come up" and being constantly available on Microsoft Teams.
Most Important Skills for an Inside Sales Manager at Integrated DNA Technologies
Austin emphasizes the importance of listening skills for both sales managers and sales representatives, highlighting that managers must "empathize and understand with what's going on on the ground" to effectively lead their teams, while reps need to actively listen to customers to truly understand their needs and tailor their approach. Ultimately, success in sales hinges on a "desire to... have a high motor" and the willingness to put in the necessary effort.
Favorite Parts Of Being An Inside Sales Manager At Integrated DNA Technologies
As an Inside Sales Manager, Austin enjoys the opportunity to coach and mentor their nine direct reports, helping them achieve their work goals and build skills for future career advancement, as "being able to help create opportunities to, to help someone achieve what's next in their career is something that Austin really enjoys." From a sales perspective, Austin finds it fascinating to engage with customers in the biotech industry who are working on groundbreaking research, such as "truly trying to cure cancer," and to learn how their products contribute to these critical endeavors.
Biggest Challenges Faced By An Inside Sales Manager At Integrated DNA Technologies
As an Inside Sales Manager, North America, at Integrated DNA Technologies, the biggest challenge is "time management" because the role requires carving out time to support the team, ensure targets are met, analyze data, and plan for the future, while also being ready to "pivot on a dime" to address urgent customer situations. Managing time effectively is crucial in this role because there is "more on my plate than in other roles".
Favorite Parts Of Working In The Biotech And Pharmaceuticals Industry As An Inside Sales Manager
Austin enjoys being in the biotech industry because one gets to witness firsthand how understanding and eradicating diseases are progressing, emphasizing the "fundamental root level" changes in medicine due to advancements in understanding DNA and RNA. Witnessing the positive impact on both human and animal health, Austin is "very much bought into the mission" of accelerating the understanding of life and enabling customers to make life better.
What Type of Person Thrives in the Biotech Industry, According to an Inside Sales Manager at Integrated DNA Technologies
To thrive in the science-heavy industry, according to Austin, Inside Sales Manager, North America at Integrated DNA Technologies, requires one to be "detail oriented," quick to "learn something technical," and "willing to adapt and change," even without a strong science background. Someone in this role should have the ability to understand and apply learnings in order to adapt to the industry's quick pace and pivot in research or customer approach.
What An Inside Sales Manager At Integrated DNA Technologies Wishes They Had Known Before Entering The Biotech Industry
Austin wishes someone had explained that sales in biotech is "consultative sales" rather than traditional car-salesman tactics, emphasizing one-on-one relationship building with intelligent scientists and leveraging one's expertise to apply company offerings to individual needs; they highlight opportunities for those with science backgrounds who enjoy communicating, whether in sales roles or as field application scientists, bridging the gap between technical knowledge and interpersonal skills.
Entry-Level Positions For Aspiring Inside Sales Representatives
Austin suggests that entry-level candidates in sales should consider "sales development rep or an inside sales rep" roles, which focus on prospecting and building crucial skills like understanding customer needs early on, adding that ideally a role is customer facing so one can understand how products are being used. Austin also mentions some inside sales representatives "fully own their territory," and that building a skillset from outbound prospecting is essential to their sales career.
Significant Career Lesson From An Inside Sales Manager At Integrated DNA Technologies
The most significant lesson Austin learned is the importance of advocating for what you want in your career, because "the only person who can make that happen is yourself." This lesson was exemplified early in their career at Illumina, when they recognized an opportunity to work internationally and contribute to a global rebrand by solving a naming challenge in China, and after speaking up multiple times, they were approved to go to China for five weeks.
College Experiences that Helped an Inside Sales Manager at Integrated DNA Technologies Succeed
To prepare for a career, Integrated DNA Technologies' Austin emphasizes developing a strong "work ethic" through studiousness and time management while balancing extracurriculars. Furthermore, the ability to "build relationships with people that may not run into every single day" through extracurricular activities fosters teamwork and the skill of finding "common ground" with diverse coworkers, which is crucial in any organizational setting.
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