The Role
Drives new customer acquisition, revenue growth, product adoption, and account management. Responsibilities include prospecting, pipeline development, product demonstrations, negotiations, closing deals, onboarding coordination, upselling, customer retention, sales reporting, CRM administration, and cross-functional collaboration. The role is accountable for meeting sales targets, maintaining accurate opportunity records, understanding market needs, and ensuring ethical and compliant sales practices.
Summary Generated by Built In
POSITION OVERVIEW:
The Sales Executive is responsible for driving the acquisition of new customers, growing
revenue, expanding the company's product and service adoption, and managing assigned
customer accounts.
The role will actively identify and pursue new business opportunities, develop and manage a
healthy sales pipeline, conduct product demonstrations, convert prospects into customers, and
maintain strong relationships with existing clients.
The role will work closely with the Technical, Customer Service, Finance, Marketing, and
Operations teams to ensure successful customer onboarding, product adoption, issue resolution,
collections, and overall customer satisfaction.
KEY ROLES AND RESPONSIBILITIES:
A. Business Development & Customer Acquisition:
- Identify, prospect, and pursue new business opportunities within the assigned market segments and territories.
- Build and maintain a healthy pipeline of qualified prospects.
- Conduct cold calls, field visits, referrals, networking, digital prospecting, and other
business development activities to generate leads.
- Qualify prospects based on business needs, potential value, decision-making authority,
and readiness to purchase.
- Follow up consistently with prospects throughout the sales cycle and convert qualified
leads into paying customers.
- Negotiate commercial terms within approved company guidelines and facilitate
successful deal closure.
- Identify opportunities to cross-sell and upsell the company's products and services.
B. Customer Onboarding & Account Management
- Coordinate with the relevant internal teams to ensure smooth and timely onboarding of
new customers.
- Develop and manage a portfolio of key and strategic accounts.
- Drive customer adoption and continued use of the company's products and services.
- Monitor customer satisfaction and proactively address issues that may affect retention.
- Identify opportunities to increase customer value, revenue, and product usage within
existing accounts.
C. Revenue Generation & Target Achievement
- Achieve and, where possible, exceed assigned monthly, quarterly, and annual sales and
revenue targets.
- Drive growth in customer acquisition, transaction volumes, inventory, and other agreed
commercial metrics.
- Develop and execute individual sales plans aligned with the company's overall
commercial strategy.
D. Sales Pipeline & Activity Management
- Maintain an accurate and up-to-date sales pipeline in the company's CRM or designated
sales management system.
- Ensure all prospects are properly recorded and progressed through the relevant sales
stages.
- Maintain accurate information on prospect status, expected closure dates, deal values,
next actions, and probability of conversion.
- Ensure opportunities do not remain inactive without a documented next action.
- Provide regular updates on pipeline movement, opportunities, challenges, and expected
closures.
E. Product & Market Knowledge
- Maintain strong and up-to-date knowledge of the company's products, services, pricing,
value proposition, and competitive advantages.
- Understand customer business needs and effectively demonstrate how the company's
solutions address those needs.
- Stay informed about industry trends, market developments, customer needs, and
competitor activities.
- Provide feedback to management on market opportunities, customer requirements,
competitor offerings, and emerging trends.
- Work with relevant internal teams to communicate recurring customer feedback and
identify opportunities for product or service improvement.
F. Reporting & Sales Administration
- Prepare and submit accurate and timely sales reports as required.
- Maintain accurate records of customer information, sales activities, opportunities,
meetings, demonstrations, proposals, and closed deals.
- Provide regular reports on sales performance, pipeline status, customer acquisition,
inventory growth, and revenue achievement.
G. Cross-Functional Collaboration
- Work closely with Technical teams to support customer demonstrations,
implementation, training, and onboarding where required.
- Work with Finance to support accurate invoicing, collections, and resolution of account related issues.
- Collaborate with Marketing on lead generation, campaigns, events, promotions, and
other customer acquisition initiatives.
- Coordinate with Operations and Management on strategic accounts and business
development opportunities.
H. Compliance & Ethical Conduct
- Ensure all sales activities comply with company policies, procedures, applicable laws,
regulations, and approved commercial terms.
- Represent the company professionally and ethically in all interactions with customers and
stakeholders.
- Protect confidential company and customer information.
- Avoid making unauthorized commitments, representations, discounts, or commercial
agreements on behalf of the company. Uphold the company's reputation and professional standards always.
Requirements
MINIMUM QUALIFICATIONS & EXPERIENCE
- Bachelor's degree or Diploma in Business Management, Marketing, Sales, Commerce,
Information Technology, or a related field.
- 2–3 years of proven experience in B2B sales, preferably selling software,
technology, SaaS, ERP, fin-tech, payments, or other business solutions.
- Demonstrable track record of achieving sales or revenue targets.
- Experience in prospecting, lead generation, sales presentations, negotiations, and closing
deals.
- Experience using CRM systems or other sales pipeline management tools.
- Professional sales certification such as CPSA or equivalent is an added advantage.
- Strong working knowledge of Microsoft Office, particularly Excel, Word, and
PowerPoint.
- Industry-specific knowledge relevant to the company's products and target markets is an
added advantage.
KEY COMPETENCIES & SKILLS
- Commercial & Sales Skills
- Performance & Execution
- Analytical & Reporting Skills
- Relationship & Collaboration Skills
Skills Required
- Bachelor's degree or diploma in Business Management, Marketing, Sales, Commerce, Information Technology, or a related field
- 2-3 years of proven B2B sales experience
- Experience selling software, technology, SaaS, ERP, fintech, payments, or other business solutions
- Demonstrable track record of achieving sales or revenue targets
- Experience in prospecting, lead generation, sales presentations, negotiations, and closing deals
- Experience using CRM systems or sales pipeline management tools
- Professional sales certification such as CPSA or equivalent
- Strong working knowledge of Microsoft Office, particularly Excel, Word, and PowerPoint
- Industry-specific knowledge relevant to the company's products and target markets
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The Company
What We Do
We go the extra mile for your last mile – with specialized divisions to serve even the most diverse of industries. CDL is your premier regional carrier for complete delivery coverage – guaranteed.
