APPOINTMENT SETTER JOB DESCRIPTION

Phone rapport built in thirty seconds or abandoned. An Appointment Setter in B2B services lives by that constraint - every call is a cold open to a business owner, facility manager, or procurement decision-maker who did not ask to be reached. The role owns the top of the field sales funnel: qualifying prospects against new-business criteria, overcoming objections, and converting outbound call volume into confirmed, calendar-ready consultations for outside Sales Representatives. Minimum daily call quotas, often 60 to 100 dials, are standard performance baselines, not aspirational targets.

As the Appointment Setter, you generate qualified pipeline by cold-calling prospective business clients, assessing fit against service requirements, and scheduling consultations that give the field sales team a running start. You work in direct support of Business Development Representatives or Outside Sales Representatives, coordinating lead lists, maintaining accurate CRM records, and handing off every confirmed appointment with full context.

Career Impact: Mastering B2B objection handling and qualifying methodology at volume builds the prospecting discipline that accelerates a path toward Business Development Representative or Inside Sales roles.

Business Impact: Every qualified appointment you book represents a revenue opportunity the outside sales team cannot pursue without your groundwork - missed quotas at this stage stall the entire new-business pipeline.

Growth Opportunity: High daily call volume compresses years of phone-selling experience into months, and consistent quota attainment is the measurable credential that opens doors to account management and field sales.

• Execute 60 to 100 outbound B2B calls daily against provided prospect lists, prioritizing decision-maker contacts.
• Qualify prospective business clients against defined new-service criteria before scheduling any consultation.
• Schedule confirmed appointments for Outside Sales Representatives, ensuring accurate date, time, and contact information.
• Document all prospect interactions, outcomes, and follow-up actions within the CRM system after each call.
• Research target companies and decision-makers to develop brief call context that supports conversion.
• Overcome scheduling and cost objections through active listening and structured responses aligned to the prospect's stated needs.
• Coordinate with Business Development Representatives to align on active lead lists and cross-sell opportunities among existing clients.
• Deliver timely email or written handoff to the assigned Sales Representative upon each confirmed appointment.

• Bachelor's degree or high school diploma with equivalent work experience in a sales or call center environment.
• 2 or more years of outbound phone sales, telemarketing, or appointment-setting experience, with demonstrated B2B calling exposure.
• Proven ability to meet or exceed minimum daily call volume and appointment quota targets consistently.
• Strong verbal communication skills with the ability to build rapport and probe for business needs in a cold-call context.
• Experience organizing and updating lead and prospect data within a CRM platform.
• Skilled in objection handling with the ability to de-escalate resistance and redirect toward a scheduled outcome.
• Ability to manage multiple simultaneous priorities - live calls, follow-up tasks, and CRM updates - without losing accuracy.

• Associate's or Bachelor's degree in marketing, business, or a related field, particularly combined with hands-on prospecting experience.
• Familiarity with B2B market segments such as healthcare facilities, manufacturing, or property management, where purchasing authority is distributed across multiple stakeholders.
• Experience cross-selling or identifying upsell opportunities within an existing customer base on behalf of a field sales team.
• Background in lead generation strategy, including use of professional networks or trade association directories to source prospects.

• Outbound call volume per day, measured against the minimum quota established by the sales operations team.
• Appointment conversion rate, reflecting the percentage of qualified calls that result in a confirmed consultation.
• Appointment show rate, tracking how often scheduled prospects follow through for the assigned Sales Representative.
• CRM data accuracy rate, measured by completeness and correctness of records at the point of handoff.
• Prospect qualification ratio, reflecting the share of total calls advanced past initial screening into the confirmed pipeline.
• Typical tools: CRM platforms (commonly Salesforce or HubSpot); business communication suites (commonly Microsoft Outlook and Excel).

• Base Salary Range: $38,000 to $50,000 annually, plus commission
• Bonus: Performance-based commission tied to appointments set and pipeline generated
• Equity: Typically not offered at this level
• Health Benefits: Medical, dental, and vision coverage
• PTO: 10 to 15 days annually, plus standard US holidays
• Common Perks: Remote or hybrid flexibility, sales training, and advancement tracks into BDR or field sales roles

Figures are estimates based on general US market benchmarks and may be outdated. Adjust based on location, company size, and seniority level.

Employment is contingent on successful completion of a background check, and candidates must be authorized to work in the United States without employer sponsorship. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other characteristic protected under applicable federal, state, or local law. Reasonable accommodations are available to individuals with disabilities throughout the application and employment process upon request.

The Appointment Setter owns a high-volume outbound calling function, cold-calling prospective customers daily to qualify interest and schedule meetings for UniFirst's Outside Sales Representatives. Working in direct support of the field sales team, the role builds the top of the sales pipeline by identifying fit, probing for pain points, and converting prospects into confirmed appointments.

Key Responsibilities

• Make high-volume outbound phone calls to prospective customers daily.
• Communicate thorough knowledge of UniFirst products clearly to potential customers.
• Place a minimum number of business-to-business calls per day to prospective customers.
• Set a minimum number of qualified appointments per day for the Outside Sales Representatives.
• Qualify prospects to determine if they meet UniFirst's new business requirements.
• Build quick phone rapport with key individuals and probe for pain points and growth opportunities.
• Schedule qualified appointments for the Sales Team.
• Send emails to the Sales Representative once the appointment has been scheduled.

Required Qualifications

• High School Diploma or GED equivalent required.
• 2 or more years of experience in sales or customer service environments preferred.
• Prior phone sales, telemarketing, or appointment setting experience preferred.
• Proficient in oral and written communication with a professional and persuasive phone manner.
• Experienced with CRM software for logging calls and managing prospect records.
• Proficient in office productivity tools, including Microsoft Word, Excel, and Outlook.
• Able to multi-task, handle multiple priorities, and work well both independently and within a team.

Embedded within a sales-driven outbound team, the Appointment Setter delivers a minimum of 100 outbound calls per day, converting cold prospects into qualified sales appointments while maintaining accurate records in CRM platforms. Working closely with the broader sales function, the role directly supports revenue generation by ensuring a consistent pipeline of scheduled, qualified meetings.

Core Functions

• Cold-call prospective clients using a provided list and make a minimum of 100 outbound calls per day.
• Set qualified sales appointments and record outcomes accurately in a computer system.
• Answer incoming calls from potential customers and use scripts to present service features and benefits.
• Deliver proactive and timely follow-up to ensure professionalism and sales efficiency.
• Keep thorough records of calls, sales activity, and useful prospect information.

Qualifications & Experience

• 2 or more years of sales or cold calling experience required.
• Proficient in English with strong verbal and written communication skills and no accent barriers.
• Experienced with CRM platforms for tracking prospect data and sales activity.
• Sales-driven, money-motivated, and self-directed with an excellent work ethic.
• Outgoing, coachable, highly motivated, and comfortable making high volumes of phone calls.
• Must have a reliable PC with at least a Core i5 processor and 8 GB of RAM, a headset with microphone, and a fast internet connection of at least 25 Mbps download speed.

Reporting to the field sales leadership, the Appointment Setter builds and nurtures a prospective client pipeline by making 60 or more cold calls per day and leveraging social media and multi-channel outreach across A.D. Solutions' service area. Partnering with the field sales team, the role drives new business growth by identifying decision-makers, qualifying leads, and converting outreach into scheduled appointments that expand the client base.

Primary Duties

• Make 60 or more cold calls per day and schedule appointments by phone or in writing.
• Develop new business growth strategies to identify leads using multiple channels, including social media.
• Communicate professionally with prospects by phone and in writing.
• Organize, maintain, and update all leads in CRM software.
• Build rapport with contacts at all levels of an organization for immediate or future sales opportunities.
• Research company needs and identify purchasing decision-makers.

Skills & Qualifications

• High School Diploma required.
• 2 or more years of experience in sales, customer service, or telemarketing, particularly in B2B or call center environments.
• Highly developed in prospecting and objection handling with the ability to meet quotas.
• Exceptional persuasive communication and presentation skills, both verbal and written.
• Strong time management, follow-up, and organizational skills.
• Self-motivated, detail-oriented, and committed to integrity, accountability, and teamwork.

Sitting at the intersection of customer service and inside sales, the Appointment Setter manages inbound and outbound call flows across multiple lead channels, confirming customer information and booking in-home sales consultations while resolving objections on cost and scheduling. Operating across CRM systems and internal teams, the role ensures a consistent, high-quality customer experience that converts inquiries into confirmed sales opportunities.

Duties

• Answer inbound calls from multiple lead generation channels and initiate outbound calls for digital ad leads.
• Serve as the initial point of contact for potential customers via phone and email.
• Review customer information to confirm accuracy and determine availability for in-home sales consultation.
• Overcome objections related to scheduling or cost to book consultations as quickly as possible.
• De-escalate calls where appropriate and provide resolutions that satisfy the customer.
• Document and update all customer interactions within the CRM system.
• Adhere to schedules while maintaining acceptable service levels and support teamwork through consistency and reliability.

Requirements

• High School Diploma or equivalent required.
• Previous experience in a call center or customer service role preferred.
• Proficient in Microsoft Office Suite including Outlook, Word, Excel, and PowerPoint.
• Able to manage multiple tasks simultaneously and shift attention across stakeholder demands without errors.
• Strong active listening, problem-solving, and critical thinking skills applied to complex or inconsistent information.
• Excellent verbal and written communication skills for both internal and external audiences.
• Emotionally intelligent, empathetic, self-accountable, and able to foster positive relationships across all organizational levels.

A key member of the Business Development group, the Appointment Setter - Business Development delivers qualified customer appointments across healthcare, manufacturing, institutional, and property management markets by executing targeted outreach and lead generation in direct support of Business Development Representatives. Collaborating across Schwickert's entities and the Business Development Coordinator, the role builds and maintains a structured prospect pipeline that enables BDRs to advance negotiated client relationships and expand cross-sold service revenue.

Functions

• Analyze lead generation opportunities and establish lead generation sales sheets for marketing and appointment setting across healthcare, manufacturing, institutional, and property management markets.
• Research client and prospect backgrounds to develop targeted presentations that qualify customers and meet business needs.
• Set up appointments for BDRs using lead generation efforts and industry association lists including MASMS, MHCEA, AFE, ASHE, and COOP.
• Track all customers, prospects, opportunities, and activity in the CRM program and maintain look-ahead and activity reports.
• Seek service opportunities from current clients and actively cross-sell additional services.
• Cross-train with the Business Development Coordinator to provide coverage and support as required.

Experience & Qualifications

• Bachelor's or Associate's degree in Marketing, Business, Construction Management, or a related field, or equivalent combination of education and experience required.
• Knowledge of marketing principles and lead development methods using internet and other outreach sources.
• Proficient in MS Office products.
• Strong organizational, multi-tasking, and priority-setting skills.
• Excellent written and oral communication skills.
• A strong customer service orientation.
• Self-motivated, energetic, and able to work independently with a forward-thinking approach.