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Inside Sales Executive

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Date: Nov 8, 2024

Location: Rotterdam, NL, 3068 AX

Company: LRQA

Job ID:41305
Location:Rotterdam : George Hintzenweg 77
Position Category:Business Development
Position Type:Employee Regular

Role purpose:

As a key sales executive in the region, you will be responsible for implementing the regional tactics to drive LRQA growth plans and deliver market leading client growth and relentless client service.

You will deliver growth plans from existing core client accounts, win business from marketing qualified leads and create your own pipeline from proactive outbound prospecting.

You will deliver the agreed tactics around products and services for your target market, to ensure your expected contribution towards our market leading revenue and relentless client focus.

We are driving a high performance sales culture and performance management and to enable this, you are expected to be a self starter, ensuring the right lead indicators are met in full, having an LRQA mindset when focusing on sales and growth opportunities, and thinking and acting collaboratively, including outside of your own areas of specialist knowledge, where client opportunities exist.

You will be a critical part of the regional sales team and will be relentless in ensuring that:

You achieve your sales targets and specific strategic objectives, through effective planning, setting of individual goals and the analysis of performance data to implement actions where correction is needed;

You continuously develop your own skills and knowledge, using them and effective sales tactics to meet new sales, pipeline development and business revenue & profit objectives

You personally contribute to the team sales targets through the generation of leads, building and nurturing of client relationships and playing an active role in cross functional bids, presentations and client proposals.

As a key sales executive, you will focus on the client requirements, the LRQA opportunities and overall business objectives, rather than a granular approach to sales territories, products and remits.

You will not be tied by targets and objectives, but rather hold yourself and your colleagues to account for on-target delivery and over-achievement through vision and motivation.

Key Responsibilities:

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.
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.
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.
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.).
You follow the LRQA sales methodology, providing feedback on how it can be continually improved.
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.
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.
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 Client Operations/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.

Key health & safety responsibilities:

Eliminate or minimise employee exposure to risks by regularly reviewing the health and safety risk register, applying appropriate controls, communicating results of risk assessments, and ensuring health and safety is considered in the planning and execution of all LRQA activities.

Manage your own, and your team’s, compliance with health and safety rules, instructions, systems and legal requirements to ensure employees are suitably trained and adequate resources are available to work safely.

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 – proven ability to initiate outbound prospecting calls and conversations, adept at handling objectives and progressing opportunities to the next stage

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 TIC/ business assurance sector

Our Values:

Expertise

We value our experience, specialist knowledge, and pioneering history within the industry. But we also never stop looking for ways to learn and improve in the future.

Integrity

We always do what’s right, in the right way and continually measure our actions and their outcomes against rigorous criteria – both those of stakeholders and our own.

Ambition

We are industry leaders because we combine technology and innovation with the expertise of our people. We help our clients be the best they can be, by being the best we can be.

Vision

We support our clients in the present and prepare them for future success, by using our sharp understanding of social, environmental, technological, and commercial changes to work towards a safer, cleaner, more sustainable future.

Togetherness

We respect the unique skills, expertise and backgrounds of our people and the inclusive culture they create. We believe teamwork and collaboration – internally and with our clients – are the best way to achieve our mutual goals.

Behavioural Competencies (BCs):

Owning Our Delivery

Delivering High Standards

I consistently meet high levels of quality, safety, and standards in my work.

Determined to Make a Difference

Acting on clients’ and colleagues’ needs

I identify client and/or colleague needs by actively listening and asking relevant questions and make suggestions based on data and my own insights to deliver on these needs.

Realising our Purpose

I understand our Purpose, strategy, strategic priorities, and ESG commitments, and how my work helps to achieve them.

Accountable for Doing What is Right

Being Accountable

I always deliver on promises and commitments I have made to others and ask for support when I sense I might struggle to meet these.

I seek input from others and take accountability for my decisions and actions.

Collaborative and Inclusive

Forging Relationships

I build credibility with others by providing valid and insightful points of view on business issues.

I incorporate different perspectives and aim to reach agreement with others when solving business issues.

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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