Sales Specialist

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.

Inspection Services provides industrial manufacturing inspection and certification services to all sections of the supply chain around the world. We support clients in mitigating the risks they face throughout the manufacturing process, whether during design, manufacture, assembly of product components, the production of prototypes, or when seeking type approval or project certification. Our services are designed to support clients throughout all aspects of the industry.

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 management;
• 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

Results driven delivery - You will have an annual sales target, set in advance each year, which will depend on location, market, product and service capability and language. You will be responsible for creating and delivering the plans to achieve and exceed the targets set, in line with your team and business priorities.

Effective Lead Management - You will be responsible for managing new marketing generated leads that are assigned to you, in a timely and effective manner, ensuring professional discovery of client requirements to maximise every opportunity, and that all globally agreed processes and timeframes are followed fully. You will focus on ensuring leads are converted at or above agreed conversion rates, as set by your manager.

Pipeline Management - You will be responsible for carrying out sufficient prospecting, networking and outbound sales activities to build and maintain the necessary level of sales pipeline required to meet and exceed your sales targets in every measured financial period. You will ensure that you have sufficient value at each stage of the pipeline to continue the new business flow, taking corrective action as needed, to fill any shortfall at any stage.

Accurate Record Keeping - You will 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.).

Personal Development and Competency - You will ensure you remain competent to sell the products and services you are approved to sell, through refresher training and completion of development activities agreed with your manager, in line with company expectations. You will stay up to date with market developments and trends, so that you are able to communicate effectively with clients, during the sale process.

Reporting and Forecasting - You will report as required on your current pipeline, forecast sales and action plans, demonstrating a strong knowledge of your order book and sales outcomes.

Teamwork and Colleague support - You will support other team members as need to ensure that the team performance meets expected activity levels and targets. This will include engaging and working with SD and SDS colleagues to ensure client expectations are met in full, for the new business contracts that you win, escalating risks and issues in a timely manner to minimise client impact.

Requirements

Demonstrable track record of selling products and / or services in a comparable role in a BB or BC environment.

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

Demonstrable experience in managing quotations, bids and proposals, including working to set pricing models to achieve required margin.

Good oral and written communication skills, active listener and able to work under own initiative to prioritise and deliver work on time.

Knowledge of standard IT programmes, Salesforce and comfortable in using proprietory software for business processes.

Experience in preparing and delivering proposal presentations to senior managers in a customer environment (desirable).

knowledge of the Inspection Services sector (desirable).

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