Inside Sales Executive

LRQA Role Profile

**Job Title**:
Sales Executive

**Grade Title**:
Strategic Sales/Client Relationship Management

**Grade Level**:
2/3B

**Reports To (Title)**:
Sales Team Manager/Global Head of Hubs

**Business Stream**:
BAIS

**Job Holders Name**:
**Version Date**:
March 22

**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 Transactional Sales Executive role is to:

- Drive successful lead conversions from marketing leads and self-generated leads to sales opportunities and achievement of sales generated revenue targets.
- Maximise the sales value of each opportunity through excellent discovery and client relationship
- Build a 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**:
As an Inside Sales Executive, your main responsibilities will include (but are not limited to):
Follow up all leads assigned to you within agreed timescales, ensuring the correct level of client discovery, to maximise each sales opportunity.

Weekly Outbound prospecting activities, representing the company in a highly professional manner.

Proactively work on networking to develop self-generated leads to enable the correct level of sales pipeline and sales to achieve monthly, quarterly and annual targets.

Manage 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.

Ensure awareness of marketing activities to ensure the correct level of 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.

Ensure continual updating of product knowledge and Market awareness for changes in standards and competitor awareness

Ensure pipeline accuracy - with close dates and statuses regularly reviewed and updated

Support other team members as need to ensure that the team performance meets expected activity and sales targets.

Work effectively 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.

**Key Health & Safety Responsibilities**:
Manage your own and your team's compliance with health and safety rules, instructions, systems, and legal requirements, ensuring employees are suitably trained and adequate resources are available to work safely.

Manage your own and your team's compliance with health and safety rules, instructions, systems, and legal requirements, ensuring employees are suitably trained and adequate resources are available to work safely.

**Role Dimensions**:
Number of direct reports:
N/A

Geographic area of impact:
TBC

Size of budget responsible for:
N/A

Key stakeholders:
Sales Team Manager

Regional Sales Manager

Service Delivery and Service Delivery Support colleagues

**Technical / Professional Qualifications / Requirements**:
Be able to - Present core products knowledgably - being ab le to articulate certification process, benefits and use closing skills

Demonstrate use of different sales techniques and explain the difference in each

Have identified market knowledge and applied this in a working situation.

Essential - Demonstrable track record of proactive selling products and/or services in a comparable role in a B2B or B2C environment

Essential - Outbound calling experience of over 50 call per day

Essential - Proven track record in achieving sales targets and pipeline development to ensure adequate coverage

Essential - Demonstrable experience