Inside Sales Executive

6 months ago

Birmingham, United Kingdom LRQA Full time

Role Purpose

LRQA’s mission is to be the leading digitally enabled assurance provider, helping our clients navigate a changing risk landscape. We will achieve this by being the leading assurance provider in key sectors such as food, cybersecurity and ESG, making it easier for clients to do business with us through our digital transformation, and ultimately delivering a portfolio of services which make the world a cleaner, more sustainable and safer place.

Our Business Assurance Business Unit is a recognised, world-leading professional assurance services organisation. We specialise in management systems compliance & expert advice across a broad spectrum of standards, schemes & business improvement services, including customised training & assurance programs.

Reporting into a Sales Team Manager, the purpose of this Inside Sales Executive role is to:

Drive successful lead conversions from new marketing qualified leads to sales opportunities; Maximise the sales value of each opportunity through excellent discovery and client; Proactively build an additional pipeline of sales opportunities through outbound calls and prospecting activity; Manage workload and forward planning to ensure sales targets are met through the right mix of outbound calls, lead conversions, pipeline management, quotes sent and contracts won; Achieve the required output and mix of activities to meet the agreed KPI’s set by the Team Manager;

Key Responsibilities

Follow up all company generated leads assigned to you within agreed timescales, ensuring the correct level of client discovery, to maximise each sales opportunity. Enthusiastically working on outbound sales and prospecting activities, representing the company in a highly professional manner. Proactively work on prospecting and networking to develop self-generated leads to enable the correct level of sales pipeline and sales to achieve monthly, quarterly and annual targets. Managing your own pipeline to ensure that you have sufficient active opportunities to meet your monthly, quarterly and annual sales targets, including taking necessary action to correct any shortfalls in a timely manner. Maintain comprehensive, up to date records on the company’s CRM system, including the on-time completion of all follow up actions and tasks in line with agreed global sales processes (including records of all calls, emails, meetings, proposals, etc.). Work closely with marketing colleagues to ensure the correct level of sales activity to follow up on local campaigns and other marketing initiatives. Remain competent to produce accurate proposals in line with the requirements for each of the products you are authorised to sell, through refresher training and completion of development activities agreed with your manager. Stay abreast of business activity in your sector(s) of sales operation, to ensure you can support client requirements and develop new sales opportunities through this knowledge. Develop and enhance LRQA’s profile within the target markets through the strategic relationships and alliances with the relevant regulatory, industry and technical organisations. Provide accurate and timely sales and business report forecasts and action plans as required by your Sales Team Manager. Support other team members as need to ensure that the team performance meets expected activity and sales targets. Work closely with SD and SDS colleagues to ensure that your client KPI’s are met in full, raising issues or risks in the appropriate way that enables resolution.

Requirements

Essential – Demonstrable track record of selling products and/or services in a comparable role in a BB or BC environment. Essential – Proven track record in achieving sales targets and pipeline development to ensure adequate coverage. Essential – Demonstrable experience in managing quotations, bids and proposals, including working to set pricing models to achieve required margin. Essential – Good oral and written communication skills, active listener and able to work under own initiative to prioritise and deliver work on time. Essential - Knowledge of standard IT programmes, Salesforce and comfortable in using proprietary software for business processes. Desirable - Experience in preparing and delivering proposal presentations to senior managers in a customer environment. Desirable – Knowledge of the business assurance sector.

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