Inside Sales Representative

Job Details

Humber Recruitment are resourcing an Inside Sales Representative for a new client of ours based in the Heathrow area of London.

Objective / Purpose of the Department

The Business Development department is the commercial driver of the client. The purpose of the department is to attract new customers, retain and grow existing customers.

This includes increasing the number of clients in all of the client’s Freight Forwarding customer segments.

The Commercial & Business Support department within the Business Development function is accountable for specific support activities to the client’s Freight Forwarding commercial owners in the Business Development, product, and branch managers.

The Inside Sales Team is responsible for new business, servicing, retaining and growing the country’s national portfolio.

Objective / Purpose of the Job

The primary purpose of the job is to give professional front-line service to new businesses through direct channels whilst working closely with the BD team. This will be delivered through telesales & CRM management compliance.

The employee is also responsible for servicing, retaining and profitably growing an assigned segment of regional accounts through CRM system data management.

The employee is required to expand the portfolio business by generating new customer accounts, and to increase the value of the assigned customer portfolio, measurable in Net Sales, Gross Margin, Gross Profit and transactional volumes.

Dimensions and Quantities

Scope: Branch / National
Type of allocated customers: new, existing and prospect

Key Activities / Accountabilities

Business Development Strategy

Participation in the creation, development, and execution of the Business Development strategy within the Commercial & Business Support function
Identify and report optimisation possibilities in approach, processes and policies
Act as an ambassador of the strategy within the network
Model the company values in day-to-day interaction internally and externally
Support both sales and branches in achieving their respective business objectives in the most efficient and effective way possible.

Qualification & Support of new accounts

Telesales qualification of new prospects
Profiling of the new customers based on size, vertical market and buying behaviour
Documenting required information and actions taken in CRM
Assisting sales with making appointments with customers where appropriate and logging in the CRM
Support credit checks for new customers prior to submitting quotations, in line with GSP & credit management policy
Provide spot & standard quotes to the customer
Handle customer commercial questions (technical, pricing, invoices, consulting)
Identify new business opportunities

Portfolio Management

Plan specific activities to ensure the realisation of the Sales Goals
Continuously monitor own performance against CRM KPI’s
Apply the Global Sales Process
Identify cross-selling opportunities & communicate the same to the corresponding Business Unit
Identify & execute the necessary frequency of contact per
Identify and capitalise on new opportunities
Review and update customer tariffs as and when necessary to protect profitability
Ensure SOPs are in place to safeguard correct customer handling and business execution by Ops
Negotiation
Ensure CRM usage and compliance by recording all actions, discussions, next steps, agreements, quotes etc. in CRM
Provide complete and timely information regarding new business to concerned parties within network
Identify and act on external marketing opportunities
Complete all available G-Campus training modules relevant to your sales function, consult with superiors

Person Specification

Preferred Experience and Knowledge

Experience in B2B telesales
Experience in the freight forwarding and logistics industry
Good knowledge of air and ocean freight products & processes (import and export)
Good communication/telesales and negotiation skills
Customer Satisfaction mindset
Fluent in local language(s) and good English skills

Training in first 12 months (mandatory)

Induction to client’s Freight Forwarding
Global Sales Process (GSP)
Selling skills – telesales
CRM
Knowledge of client’s Freight Forwarding’s products & service building blocks
Client Freight Forwarding customer classification and segmentation criteria
Communication skills
Communication & negotiation skills

Required Behavioural Competencies
Competency Definition
Teamwork The ability and willingness to use emotional intelligence to interact at all levels, to promote collaboration and to sustain relationships with business partners to influence business results and to find the approach that seeks a win-win.

Adaptability The ability to adapt to and work effectively within a variety of situations, and with various individuals or groups.

Customer Service focus The ability and the desire to respond to questions, meet the wishes and requirements of internal and external customers by finding out, recognising and understanding their needs and building up a long-term relationship.

Business Acumen The understanding of the business, industry principles and overall performance, in terms of the finance and profitability measures. Ability to apply this understanding to achieve results and to increase the performance and profitability of the company.

Initiative The ability to recognise opportunities, possibilities or threats and respond (proactively) to them effectively.

Job specific Negotiation, buying, selling.

To apply for the position, click the apply button below or at the top of the page and complete the form. For more information on the role, call our team on 01472 729768 and we will be happy to assist. You can visit our jobs page to see our full list of available vacancies.