Sales Development Representative

Accountabilities

Lead-Generation and Prospecting

• Generate qualified leads through structured outbound activity including calling, email outreach, social selling and digital engagement.
• Follow up promptly and professionally on inbound/marketing-qualified leads (MQLs), assessing suitability and commercial potential.
• Research target accounts and sectors to identify relevant decision-makers and potential opportunities.
• Maintain consistent daily activity levels aligned to defined KPIs (calls, conversations, meetings set, opportunities created).

Lead Qualification and Nurturing

• Conduct structured discovery conversations to understand client needs, timing, budget and decision-making processes.
• Qualify opportunities using agreed frameworks and criteria to ensure quality pipeline progression.
• Nurture early-stage prospects through ongoing engagement until they are ready to convert into sales-ready opportunities.
• Pass fully qualified leads to the appropriate sales colleague with clear documentation and context.

Transactional Sales

• Manage and close simple or lower-complexity opportunities in line with defined thresholds and approval processes.
• Prepare quotations and proposals within agreed pricing and margin frameworks.
• Progress transactional deals efficiently from initial contact through to close.

Opportunity Management

• Manage opportunities through the full sales lifecycle, from initial engagement to proposal, negotiation and close.

• Prepare and manage quotations, proposals and commercial discussions in line with pricing, margin and approval frameworks.
• Maintain accurate, timely and comprehensive records in LRQA’s CRM system, ensuring full visibility of pipeline, forecasts and activity.
• Follow LRQA’s sales methodology and contribute feedback to support continuous improvement.

CRM and Data Management

• Maintain accurate, timely and comprehensive records in LRQA’s CRM system, ensuring full visibility of activity, lead status and opportunity progression.
• Track and report on activity levels, conversion rates and pipeline contribution.
• Ensure high standards of data quality and compliance with internal processes.

Performance, Learning and Development

• Take ownership of personal performance, activity levels and development, using data and feedback to continuously improve outcomes.
• Remain up to date on LRQA’s products, services, target sectors and relevant market trends through ongoing learning and enablement.
• Actively participate in sales training, coaching and enablement programmes to build capability and confidence.

Skills

• Commercial Influence & Credibility: Engages confidently and professionally with prospective clients and internal stakeholders. Demonstrates strong communication skills and the ability to articulate value clearly.
• Strategic Thinking: Managing leads, pipeline activity, and basic forecasting. Comfortable using CRM systems (e.g., MSD365) and standard business applications to prioritise opportunities and support structured sales activity.
• Commercial Insight: Shows commercial curiosity and the ability to identify potential client needs. Demonstrates early capability in outbound prospecting, lead generation, and opportunity qualification. Strong interest in developing skills in sales, account management, and commercial negotiations.
• Relationship Management: Builds rapport quickly with prospective clients through strong written and verbal communication. Demonstrates professionalism and confidence in customer interactions, lead nurturing, and follow-up. Capable of managing multiple leads and relationships within a structured, target-driven environment.
• Problem Solving: Uses structured thinking to understand client needs, assess opportunities, and respond with practical next steps. Balances customer expectations with internal processes and priorities. Demonstrates resilience and accountability when addressing challenges or progressing opportunities.

Experience and qualification

• Educational Background: Educated to A-level, degree level, or equivalent professional experience.
• Certifications: Not required. Relevant sales or commercial qualifications are useful but not essential.
• Professional Experience: 0–3 years’ experience in a sales, business development, customer service, or other commercial role within a B2B environment (desirable but not essential for early-career candidates). Experience in outbound prospecting, lead generation, or customer engagement is advantageous.