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:
Results driven delivery
You will have an annual sales target, set in advance each year and ranging from £250k - £1.2m, depending 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 profession 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 m aintain 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.
Technical / Professional Qualifications / Requirements:
Essential ? Demonstrable track record of selling products and/or services in a comparable role in a B2B or B2C 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 proprietory 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
Our Values:
Vision
We believe in our ability to make a difference in the world.
We include all our stakeholders in our vision for success.
We work towards our strategic goals.
Integrity
We speak truthfully and work transparently.
What we promise, we deliver.
We build open and honest relationships.
Togetherness
We respect and embrace our differences; they make us stronger.
We collaborate without barriers because we achieve more together.
We listen without judgement. We encourage and accept different opinions.
Ambition
We challenge ourselves to make our clients better.
We support curiosity, initiative, and creative thinking.
We never accept the status quo, to move beyond the tried and tested.
Expertise
We value and invest in our people; they are our greatest asset.
We embrace new technology and tools, to grow our expertise.
We openly share our knowledge, in order to benefit our clients and each other.
Diversity and Inclusion at LRQA:
We are on a mission to be the place where we all want to work and we are passionate about embracing different perspectives because we understand the value this brings to our business, our clients and each other. We are all about creating a safer and more sustainable future and our inclusive culture is right at the heart of our business.
Together our employees make our communities better and we want you to be part of our diverse team!
LRQA is a leading global assurance provider. The integrity and expertise we bring to our partnership with clients support their journey to a safer, more secure and more sustainable future. ( Group entities ).
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