WHAT DOES A FIELD SALES EXECUTIVE DO?
Published: Mar 18, 2025 - The Field Sales Executive is responsible for maintaining and expanding relationships with existing customers, securing new business through frequent site visits, and sourcing leads to build a robust pipeline. Coordination with in-house teams enhances opportunities identification and capitalization, supported by systematic reporting to sales managers and diligent CRM updates. The role demands active engagement in self-learning, digital marketing initiatives, online research, and e-commerce strategies, alongside direct involvement in internal meetings and dealer training on digital platforms.
A Review of Professional Skills and Functions for Field Sales Executive
1. Field Sales Executive Duties
- Market Understanding: Understand the hospitality market and the technologies that power it, aiming to become an industry expert.
- KPI Achievement: Hit key KPIs such as number of visits made, decision-makers seen, demos booked and venues signed, along with conversion rates across deal stages.
- Prospect Qualification: Qualify prospects based on a set of criteria to define how we can assist them.
- Outreach and Persuasion: Use phone calls, email sequencing, and in-field visits to persuade prospects to book a demo and then close the sale post-demo.
- Opportunity Identification: Identify opportunities for growth within the sector and present them back to the leadership team.
- Lead Generation: Generate strong sales leads by consulting with prospective customers and matching relevant products to their needs.
- Creative Problem Solving: Look for creative solutions to the prospect's objections, by tailoring the package to their needs.
- Sales Target Achievement: Achieve a sales target by generating new customers and selling the highest value packages to customers at the higher end of the market.
- New Business Development: Identify new business opportunities in the field and attend pre-booked appointments.
- KPI-Focused Sales: Work towards and achieve KPI success related to new business.
2. Field Sales Executive Details
- Target Account Maintenance: Identify and maintain rolling target accounts where there is an opportunity to gain new business.
- Data Management: Detail and continually update all necessary information in the internal system.
- Sales Reporting: Provide accurate sales reports to the BD Manager in a timely manner as requested.
- Procedure Development Support: Assist and support the setting up of specific operating procedures for the operations and accounts department to enable effective implementation and monitoring of specific customers' requirements.
- Local Expertise and Ownership: Take ownership and be the local expert to support the development of the business.
- Sales Calls Execution: Undertake sales calls to meet agreed growth goal objectives.
- Lead Response Management: Action and respond to sales leads/sales messages/routing orders in a timely manner.
- Client Problem Resolution: Work in cooperation with the operations and accounts departments to overcome problem areas with specific clients such as transit times queries, damaged cargo claims, billing queries, security checks, credit terms, and payment.
- Sales Campaign Support: Support special sales campaigns promoting specific services, products, routes, or industry groups.
- Event Engagement: Look for local events that will help drive company awareness and presence.
- Territory Management: Manage complete territory and put together an execution plan to make it a success.
- Customer Relationship Optimization: Optimize the relationship and revenue of existing customers.
- KPI Achievement: Understand and achieve KPIs for new business and account management duties.
- Customer Liaison for Growth Opportunities: Liaise with existing customers to identify further growth opportunities that can be supported by the team.
3. Field Sales Executive Responsibilities
- Team Coordination: Coordinate between the order management team and logistics.
- Order Delivery Assurance: Ensure order delivery.
- Stock Management: Manage stock at points of sale (POS).
- POS Development: Scout for new points of sale/dealers.
- Brand Visibility Maintenance: Ensure brand visibility and recommendation.
- Target Assignment: Assign monthly targets for GA and Quality KPIs per POS.
- Product Portfolio Management: Manage various product portfolios.
- Market Share Maintenance: Ensure market share and counter share within the POS/Area.
- Communication of Incentives: Communicate commission and KPIs on a monthly basis and ensure the required business deliverables.
- Documentation Collection: Collect documents for the POS sales, owner, and staff, which include PP, Visa, EID, POA, Police Clearance, Establishment Card, Trade License, TDRA certificate, etc.
4. Field Sales Executive Job Summary
- CCTV Compliance: Comply with CCTV requirements.
- Staff Training Compliance: Comply with training requirements for the staff.
- DSP Management Compliance: Comply with DSP management of POS staff.
- NOC Uploading: Ensure NOC uploading on the TRA portal.
- Document Renewal Management: Ensure timely renewal of all relevant documents such as PP, Visa, EID, POA, Police Clearance, Establishment Card, Trade License, TDRA certificate, etc.
- Product Training: Provide product and offers training to the POS staff.
- Product Relevance Assurance: Ensure specific products are relevant to a specific area/POS.
- Competition Monitoring: Monitor and report competition activities including sales, commission, and product offers.
- Market Practice Monitoring: Monitor and report any unusual practice/arbitrage in the market.
- E-commerce Strategy Development: Develop e-commerce sales strategies to meet revenue and growth targets.
5. Field Sales Executive Accountabilities
- Customer Relationship Management: Maintain and grow existing customer relationships.
- Business Development: Secure new business via customer site visits (4-5 days a week on the road).
- Lead Generation: Source and qualify leads to develop a pipeline.
- Opportunity Capitalization: Liaise with the in-house sales team to identify and capitalize on opportunities.
- Sales Reporting: Report day-to-day activity to sales managers.
- Self-Learning for Role Proficiency: Undertake self-learning to quickly develop knowledge in the role (alongside full training which will be provided).
- CRM Maintenance: Maintain clear and concise records in CRM of visits, quotes, and other contacts with customers.
- Digital Marketing Strategy: Conceptualize digital marketing initiatives, analyze data, and measure results.
- E-commerce Research: Conduct extensive online research, understanding marketing and sales strategies from all major e-commerce retailers.
- Sales Meeting Participation: Actively participate in scheduled internal sales meetings, preparing in advance to share relevant and beneficial information.
- Collaborative Content Updating: Collaborate with product marketing, sales, design teams, and management to ensure updated content is shared across e-commerce platforms.
- Subject Matter Expertise: Develop subject matter expertise and take ownership of daily business administration.
- Dealer Training: Train dealers on e-commerce platforms.