Inside Sales Officer

Job Description

Accountabilities

• Deliver against key activity KPIs such as daily contact volume, lead-to-opportunity ratio, lead response time, opportunity-to-deal conversion, and revenue per account.
• Support onboarding and account set-up for newly activated accounts, ensuring access to booking platforms, private fare agreements, and communications channels are enabled.
• Proactively flag lead or account trends (e.g., common objections, pricing issues, competitor insights) to the Inside Sales Manager and relevant commercial stakeholders to inform campaign and pricing strategy.
• Continuously improve sales skills through participation in enablement sessions, CRM training, and virtual selling workshops to enhance effectiveness and personal performance.
• Conduct outbound prospecting activities via phone, email, and virtual channels to qualify leads, engage new contacts, and assess commercial potential across Tier 1–3 corporate and trade accounts.
• Manage a portfolio of low-touch B2B accounts, ensuring structured engagement and consistent follow-up to drive account activation, upsell opportunities, and campaign responsiveness.
• Execute structured outreach cadences based on lead source and segment type (e.g., event leads, dormant accounts, referrals, web enquiries), adhering to defined SLAs for first contact and follow-up.
• Qualify leads effectively using agreed frameworks (e.g., BANT or custom tiering criteria), assessing account potential, booking activity, and strategic fit to determine conversion path or escalation.
• Utilise Salesforce CRM to track all activities, including call notes, opportunity updates, account status, and pipeline progression. Maintain clean, complete, and up-to-date records at all times.
• Drive conversions across tactical campaigns, promoting commercial offers, private fares, and incentive programs relevant to the segment or region. Work in coordination with Campaign Planning and Trade Marketing teams.
• Escalate qualified, higher-value opportunities to Field Sales or Global Accounts with all relevant data and context, ensuring seamless handover and continuity of engagement.
• Reactivate dormant accounts by analysing historical booking patterns, identifying re-engagement triggers, and reintroducing value propositions aligned to current business needs.

Qualifications

• Bachelor’s degree in business, Sales or related fields required
• Minimum of 4+ years in inside sales, customer service or B2B sales
• CRM experience (Salesforce preferred)
• Strong upselling, communication and negotiation skills, with proven track record of lead hunting, nurturing and conversion.
• Highly organised and goal-oriented
• Multilingual capabilities advantageous

Additional Information

Recruitment Fraud Alert